外贸谈判技巧大全：从客户洽谈到订单成交的完整指南
在国际贸易中，成功的谈判技巧和专业的英语表达能力是获取订单的关键。本文将分享外贸人在与国外客户谈判时的实用技巧和常用英语表达，帮助您在国际商务场合中游刃有余。
一、谈判开场技巧
1. 自我介绍
中文：您好，我是Antony。
English：Hello, how are you? I am Antony.
专业建议：说完后等待对方回应。如果对方回复名字(如Dave/Hasan/Sandeep)，可以礼貌询问：
English：Can I call you [名字]?
对于英美加澳新客户可直接称呼名字，其他地区客户建议保持礼貌用Mr./Ms.
2. 了解客户采购背景
中文：顺便问一下，您之前在哪里采购？
English：By the way, where did you buy before?
跟进提问技巧：
English：I see, so are they good? How is the quality? How about the price?
深度挖掘：Then why are you looking for us? Is it because you are not satisfied with their price?
二、工厂参观技巧
1. 引导参观
中文：让我带您参观我们的生产线
English：Let me show you our production line/workshop
2. 质量管控说明
中文：为了防止XXXX问题，我们在生产流程中增加了这道工序
English：In order to prevent xxxxxxxx from happening, we add this procedure in our production.
3. 征求客户建议
English：Do you have any better suggestion to help us improve?
三、价格谈判策略
1. 价格试探
English：I hope you like the price later on.
2. 谈判暂停技巧
中文：休息一下，要咖啡还是饮料？
English：Let's take a break, you want some coffee or soft drinks?
3. 折扣策略
English：Let me talk to my boss to see if I can help you apply a special discount.
四、专业英语表达技巧
1. 介绍老板
非常规表达：This is our big potato (替代director/CEO)
2. 地道表达
替代try my best：go all out to do
脸红：blush (非turn to red)
职业病：occupational hazard (非career disease)
3. 实用短语
一时冲动：a spur of the moment
顺道拜访：stop by
非故意的：not intentional
五、外贸常用话术
1. 问候表达
English：Hope you have a great weekend.
English：I'm glad we have a chance to chat at the convention.
2. 产品介绍
English：We'd like to take this opportunity to introduce our company and products.
3. 合作意愿
English：We would like to express our desire to establish business relations with you.
4. 报价技巧
English：If we can receive your order within the next 10 days, we will make you a firm order.
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