外贸 | 连提问都不会 | 你怎么做好外贸？
Hi, 大家好，我是外贸清泉~
我，外贸清泉，刚在网上逛了一圈，看到了一堆所谓的外贸干货，全都在狂吹开放式提问有多厉害，嘲笑封闭式提问一文不值。
但是，咱们外贸小伙伴们，可曾想过；
封闭式提问真的就是外贸界的大忌？
就没有一丝可能，封闭式提问也能给我们揭露更多潜在客户的底细？
哎呀，这个话题真是有点意思，咱们得好好聊聊！
01
什么是封闭式提问？
封闭式提问通常以下面这些短语开头：
Is/Are
Would/Will
Was/Were
Do/Did
Which
Could/Can
①可以用一个单词或一个短语来回答。
②可以用“YES”或“NO”来回答。
比如：
✅问连续的问题，答案明显不是“Yes”就是“No”
Are you happy with your current supplier?
Do they give you all that you need?
Would you like to find a better supplier?
✅为了完成说服 (对大问题寻求肯定)
Can you sign the order now if we can arrange production as soon as possible?
02
什么是开放式提问呢？
①期待得到free-form的回答
②期待得到一个很长的答案
比如：
✅为了更多地了解一个人，他们的欲望、需求、想法等等。
What's your budget like for this project?
What's your timeline for purchasing a solution?
What are your concerns right now?
Can you explain your decision-making process?
What's changed since the last time we spoke?
How soon are you looking to get started?
What are your thoughts?
✅让人们意识到问题的严重性
I wonder what would happen if your customers complained even more?
✅通过问候客户的健康状况或以其他方式表达对客户的关心，从而让客户对你产生好的印象
How have you been after your operation?
You're looking down. What's up?
毫无疑问，开放式提问真是好处多多，开放式提问会让客户觉得你真的对他们有兴趣，他们会更愿意敞开心扉，自己主动分享更多采购细节和想法。
真正的销售高手，都是一个个提问高手，他们擅长主动提问，引出客户所关心的点，一个个解决他们的疑虑，从而了解到客户真正的需求，还不会让客户有被强迫成交的压力。
但是，外贸小伙伴们要知道， 有技巧的封闭式提问也是很有用的
通过问具体的明确的问题，你可以发现潜在客户的需求，有时候他们自己都没意识到，是需要咱去探究和引导。
关键是要知道怎么提问，还有什么时候提问。
很多外贸业务员在跟客户打交道前期，就开始滔滔不绝地炫耀公司实力有多牛，产品有多好，却忘了提问、倾听和确认的重要性。
而那些经验丰富的业务员，他们会尽量让客户多说，从客户的言语中了解客户真正的意图和需求。
销售的黄金法则就是：少说自己，多问对方。鼓励客户多说，引导客户多说。
简单来说，就是：别啰嗦，让客户开腔！这样才能真正了解客户的需求，懂了吧？
这里，外贸清泉总结了20个，销冠常用的封闭式提问，大家可以参考下；
1.Which vendor(s) do you use currently?
2.Are you considering changing your suppliers for this product?
3.Where and how did you hear about us?
4.Does this fall into your budget range?
5.Are you in charge of the decision-making process?
6.Are you satisfied with your current sales numbers?
7.Do you feel like you got all the information you needed?
8.What’s your timeline for making a purchase decision?
9.How likely are you to make a purchase from us again？
10.Did you like your competitor’s latest campaign?
11.Do you like this feature our product provides?
12.How satisfied are you with our level of communication?
13.Do you want us to improve your experience?
14.Do you have any comments or suggestions?
15.Have you ever executed this kind of project before?
16.Have you faced any challenges with this kind of product or service?
17.How can I help you grow your business?
18.Do you think this solution can help you perform better?
19.Will you be deciding within the next two months?
20.Would you recommend our product/service?
不管是封闭式提问还是开放式提问，咱们的目的不仅仅是要接单，更是要收集各种信息，外贸清泉觉得，咱们可以两者结合一起使用！
关于开放式提问，再慢慢分享哦~
所以，别犹豫，别等客户自己来问。要敢于出招，主动发问！
大家都是怎么向客户提问的呢？欢迎一起交流呀~
以上~
好啦，关于我们 外贸人， 应该如何提问？
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