当你用非母语跟国外客户在销售上的沟通时，特别是在开发客户的时候，你都使用什么短语或表述？
下面的这14个神奇短语/表述来自一个拥有十年销售经验的美国专业人士，这些词汇会让你在开发潜在客户时变得事半功倍。因为从你嘴里说出来的每一个字或从你邮件中输入的每一个单词，其实都是一个让别人觉得特别的机会，如果顺利的话，你将主导谈话。
另外，这14个Power Phrases可以在很多场景下应用（如下），你可以根据自己的情况进行修改和调整就可以了
外贸开发信
cold call
客户会议
处理异议
认识新朋友或潜在客户
01
14个让你在开发潜在客户时变得事半功倍的神奇短语/表述
I’m not sure if this is for you but..
瞬间建立好奇心，或至少会引来对方的询问。例子：
I’m not sure if this is for you but we help companies make more sales.
Open Minded
人们都相信自己是一个心胸开阔的人，同时人们往往对自己有更高的评价，而open minded是排在比较靠前的优质品格之一。例子：
Would you be open minded about giving this a chance?
How open-minded are you about increasing your sales numbers?
How would you feel?
大多数时候人们都是根据情感或逻辑来做决定的。人们根据自己的感觉，要么避免损失，要么努力争取收益。例子：
How would you feel if you were in complete control of your sales systems?
How would you feel if you were highly successful in selling your services?
Just imagine
研究表明在一个人做决定之前，至少要思考2次。而且我们总是习惯想象自己在做出决定后的样子或场景。请记住：人们是用情感来购买，但用逻辑来证明（We buy using emotions but justify it with logic）。例子：
Just imagine you on a holiday but your business is getting high quality leads based on organic ranking
Just imagine, you had a strong pipeline and had complete control of your sales numbers.
I’m guessing you haven’t got around to ..
通过提出消极的场景，来让人们回到积极的场景。例子：
I m guessing you haven’t got around to looking at those documents.
I’m guessing you haven’t got around to making a decision yet?
What questions do you have for me?
这句话取代了无聊的 any questions，鼓励对方进行提问。让潜在客户有一种感觉，即：他们才是购买过程的真正掌控者。
先说：As I see it you have three options… 再说：what is going to be easier for you?
你要做的是关注他们的购买过程，而不是你的销售过程。研究证明，这句话把重点其实是放在决策上的，另外，当一个人有选择的时候，总是感觉很放松和舒服。
再有就是，”three”是个神奇的数字，很让人容易听到和记住。例子：
As I see it, you have 3 options to choose from, our auditing, consulting, and coaching services. What is going to be easier for you?
先说：There are 2 types of people in this world… 再说：I bet you are a bit like me…
这是一句非常有分量的话，可以用来促进决策过程。当选择是两个极端的时候，决策就会变得更容易。
当你说完之后就开始沉默不语，让对方说话。你其实是用了一种非争议性的方式帮助客户看清一些东西。例子：
There are two types of people in this world, one who resist change and the second who would learn something new and want to see results. And I bet you are a bit like me.
If… Then…
作为客户，他们想要的只是一个保证，保证他们所做的事情是正确的。而这句话正是为了这个目的。例子：
If you sign up now then I promise you will be happy to have taken a bold decision.
先说：The good news is… 再说：what most people…
在决策的时候，潜在客户需要知道他们不是一个人在做这件事，还有其他人也在做。
销售过程其实是一个心理游戏，你应该让他们在做决定的时候感觉不是被催促的，你一定要不急不躁。例子：
The good news is that you are not alone. What most people do is start with a small sales auditing project and then move up to consulting.
Most people in your circumstances would grab this opportunity. The good news is there is no risk.
What happens next is …
与其问对方想要什么，不如引导他们进入接下来应该发生的事情，流畅地引导到你想要的结果。例子：
What happens next is that we will email you a standard NDA and an agreement copy. Please go over and send it back.
Just out of curiosity… 加上 what makes you say that…
提出问题意味着控制场面。所以当出现分歧或反对意见的时候，你可以用问题来回敬它。客户开发也是一种控制，你永远不要放手。
一个成功的谈判者，就是一个可以提出好问题的人。引发问题，并以问题回报，挑战他们的现状。例子：
Just out of curiosity, what is it in specific that you need to make up your mind? What makes you say that we are expensive?
Just out of curiosity how much time is needed to arrive at a decision?
If I can… then will you…?
当客户告诉你他们不能做出决定的原因时（也许是价格或者风险太大），这句话带来了一个解决方案，并表明你愿意与他们合作。例子：
If I can reduce the price will you sign the order today?
If I can start small, will you be able to convince your partner, right now?
Could you do me a small favor?
当有人感谢你的服务或你的时间，这就是一个机会来临的信号，因为这是你的“推荐时间 Referral Time”，你可以说：
Could you do me a small favor — would you know the guys who run a similar app development in your building?
Could you do me a small favor — would you help me meet Mr. X tomorrow at the seminar?
然后你就沉默，让他们说话。或许对客户来说那个帮忙是很容易的，但对于来说就是非常重要和有价值的了。
02
客户开发需要大量实践
希望你能把上面这些短语跟你的朋友、同事、客户进行练习，并把它带入你的表达习惯中，Magic words在大多数时候对大多数人都有效。
不要小看这些日积月累的小改变，这将在在以后的日子里收获很大的效果，另外，红板砖还有很多类似这篇文章的高质量内容，如果对外贸英语或Buniess English感兴趣，可以去阅读这些文章：
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