我们要思考客户不下单的原因，是否是因为自己哪里没有做到位?比如催单时，客户回复最近很忙或者没回复，可以询问:Are you busy for other projects? Does that mean our project will be delayed? 你最近在忙其他的项目吗？那我们的项目是不是要延迟？
得到确切答案后，可以再度询问：
When do you expect to end the project you are currently working on? I will continue to discuss with you at that time. 你最近手头上的项目大概什么时候可以结束呢？我到时候再继续跟你讨论。
得到回复后，再确定下次跟进时间：
Thank you for your information, I will send you a project details via email, and call you tomorrow to discuss. 感谢您的回复，我会把项目细节通过email发给你，明天会给你打电话来详聊。
客户分析法
分析客户心理，进行换位思考，尝试去理解客户在想什么，有什么顾虑？什么样的解决方案才能消除他的顾虑？
比如觉得价格高可以告知：
You may have heard that our price is higher than our competitors, but our customers give us the highest evaluation in terms of quality and service.
They found that these things are more important to them than the upfront price. Because in the long run, it means less maintenance risk and higher productivity.
Notice that you received the XXX product package. May l know when you plan to do the test? If you encounter any problems during the test, please let us know as soon as possible and we will solve them for you, thank you.
The validity period of the previous offer is about to expire, and the price of raw materials is likely to rise. Shall we continue to talk about the previous order? 之前的报价有效期快到了，原材料很有可能会涨价，我们要不要继续聊一下之前的订单？
耽误货期提示法
如果遇到了中国春节、国庆节等节日，我们可以
Dear xxx,
It's been a pleasure for us to cooperate with you.
As the Chinese National Holiday is approaching, the freight charge is highly likely to go up after the holidays. So it would be good to confirm the order as soon as possible so that all the goods can be delivered as scheduled.
Could you please kindly send the final order confirmation?
员工
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