當客戶說 I』ll get back to you 的時候,你最好的回應方式是什麼?

一個只專注於外貿開發信內容寫作的網站 www.hongbanzhuan.com

2020-12-23 14:20

當客戶說 I』ll get back to you 時，你如何處理？這個最常用的煙幕彈，也包括下面這些不同的說法：

• I need to think about it
• Need to wait until next week/month
• I』ll get back to you

很多銷售代表都在為這個問題而苦惱，因為他們認為潛在客戶並沒有直接說No，所以他們不知道該如何應對。但其實你也知道潛在客戶其實是在說 No，只是他們說的方式讓你難以處理。

其實總結下來潛在客戶這樣說背後的原因無非這三個：

1. 他們認為你不適合，他們對你提供的產品/服務不感興趣；

2. 你的產品或服務，沒有他們想要的功能或好處；

3. 他們確實買不起你提供的產品或服務，或者超出了他們的預算。

可以通過使用下面的話術，你會看到你的潛在客戶是否真的需要考慮一下，還是他/她只是換了一個方式拒絕你。你其實是很想知道立刻答案的，因為這樣你就可以省去幾個星期的時間去跟進和乞求一個永遠不會完成的交易。

下面這些回復和應對方式，可以用於面對面的電話或會議中，也可以用於郵件中，你可以根據自己的情況進行修改和調整。

回復1

Well you know what [prospect name], usually when I hear someone say that they』ll get back to me, I never hear from them again. Let’s bottom line this. What would it take for you and I to do business today?

潛在客戶可能會說：Well you know actually, I need this information / some references/ a plan/ to talk to someone. 當你向潛在客戶提出一個非常簡單而又深刻的問題時，你可以集中精力解決這個特殊的問題，或者處理你不知道你到底要解決什麼的異議。

回復2

Well, you know what [prospect name], usually when someone says that they』ll get back to me, I never hear from them again. I mean, you’re just trying to be polite. You don’t want to reject me, isn’t this the case here? Exactly what’s going on? Is it the terms? The price? The money? What part of the deal is it you don’t like? You can tell me. Assuming we’re not gonna do business, let’s lay everything on the table. Tell me, what don’t you like about the deal?

潛在客戶可能會說 Well, actually, the price is a little bit too high. 你要看清發生的一切，看清謊言和阻力。他們說謊是為了保護自己，所以他們不會給你太多信息。有時只需要問幾個問題就能克服反對意見，完成銷售。

回復3

[prospect name], whenever I tell someone I need to think about it, I usually mean one of three things:

1. I’m not going to be a deal for whatever reason and I just want to get them off the phone,
2. I kind of like the idea but I’m going to have to find the money or talk to my partner, or something else is holding me back,
3. I really like the idea and I just have to move something around before I say yes.

Be honest with me; which one of those things is it for you right now?

回復4

[prospect name], what I’m hearing from you is essentially a no – and that’s alright. As a sales rep, I hear that all the time and it doesn’t bother me. It just means I haven’t yet explained the value proposition right. Tell me, what would it take to convince you that this would be a good idea to move forward with – and please be honest with me.

回復5

[prospect name], let’s face it – you』ve already been thinking about this for a long time. You know you have to make a change or nothing else will change with (your operating system, your results, etc.).

Thinking about it more won’t fix things for you – only making a decision will. You like this; you』ve already told me it would work for you.

So let’s do this – go ahead and put me/this solution to work for you now and if you change your mind later you will still get the benefit that you』ve acknowledged you need. Here’s what we need to do to get you started…（來源：紅板磚開發信）

以上內容屬作者個人觀點，不代表雨果網立場！本文經原作者授權轉載，轉載需經原作者授權同意。