上次一個其他行業(yè)的朋友過來，她看我在跟客戶聊天，一看日期是六月初聯(lián)系上的。就說你這個客戶也跟了挺久啊，都大半個月了。我笑著說，這算是剛剛接觸上的客戶，算時間比較短的了。
隔行如隔山，不知者不罪，他對我的回答表示驚訝也是正常的。于是就問一般我們這個行業(yè)，一個項目談下來要多久？我說如果是常規(guī)產(chǎn)品，客戶挑好型號，運氣好遇到投機的客戶談幾天就能成交的也有。但是對于定制型的項目，時間就很難界定了，有的一兩個月，三個月都屬于正常，半年一年成交的也有，有些甚至跟進兩年以上的也存在。
最好的情況是能夠在客戶迫切想要做這個項目的時候趁熱打鐵，當你跟進了一兩個月之后，接近項目尾聲的時候，盡快引導客戶做決定，不要拖太久，畢竟夜長夢多。
那些需要對比的客戶，往往都會找借口跟你說：我需要考慮一下。
比如：Let's think about it. we need to discuss with my partner, please give me some time.
Please don't push me, please give us some time to think about it. we will give you reply soon, still waiting for the comments from my boss.
We still thinking about it. will give you reply next week. please give me sometime to discuss with my team.
......
類似這些說辭，有可能他們真的是需要和合作伙伴討論，或者是等老板決定，又或者是等團隊的意見。但大多數(shù)情況就是想去對比，或者是拖延時間，希望你給點優(yōu)惠。
如果你什么也不做，就干等著，有部分客戶就會等沒了。這時需要你從客戶的角度思考給他下危機，出謀劃策或者讓他看到盡快做決定能得到的好處來講。
以下是一些談判的英語，僅供參考！
We really understand that you need to take some time to think about it.that's not a small deal. as an important decition. we should give you some time. but please don't forget this is hot sale season.time is money. and xxx products are very popular during summer time. You will run ahead if you could receive the goods before July. that means you will get quick return on this investment. we sincerely hope you can consider it and confirm it at the end of this month.
我們真的理解您需要時間去考慮，畢竟這不是一單小交易，做重要決定我們的確應該給您一些時間。但是請您不要忘記這是銷售旺季，時間就是金錢，而這種產(chǎn)品在夏季是非常流行的。如果您能在七月份收到產(chǎn)品，就意味著您這項投資會在這個季節(jié)迅速回本。我們真誠地希望您考慮并最好在月底前確認。
We understand that you need to think it over, as this is an important decition. However, to express our sincerity, we can offer/give you a small discount(3-5% discounts) if you can make a dicision within this week. Such an opportunity is rare, so we hope you can seriously consider it.
我們理解您需要考慮，畢竟這是一個重要的決定。不過，為了表達我們的誠意，如果您在這周內(nèi)做出決定，我們可以考慮為您提供一個小幅的優(yōu)惠（3-5%的折扣）。這樣的機會很難得，希望您能夠認真考慮。
We totally understand that you need time to think, but please remember that the market is unpredictable and good opportunities come and go quickly. Our products are currently in high demand, and if you can make a decision soon, you will not only ensure sufficient supply but also enjoy better service. we hope you won't lose/miss this golden opportunity.
我們充分理解您需要時間來思考，但請記住市場變化莫測，好的機會往往稍縱即逝。我們的產(chǎn)品目前正處于熱銷階段，如果您能盡快做出決定，不僅能確保貨源充足，還能享受到更好的服務。希望您不要錯過這個黃金時機。
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