外贸展会掌握这些话术，让你成为全场最“爆单”的销售！
VIV SELECT CHINA 2025
亚洲国际集约化畜牧展览会（南京）
9月10-12日丨南京国际博览中心（建邺区）
外贸展会掌握这些话术，让你成为全场最“爆单”的销售！
为什么你在展会上“张不开嘴”？
场景还原
站在展位前，眼巴巴看着人流路过，心里默念：“别过来，别过来，我不知道怎么开口……”
好不容易客户停下，大脑却一片空白：“Hello… What can I do for you?” 冷场尴尬×10086……
客户问价后，你结巴：“It’s… it’s… cheaper than others!” 直接把“廉价感”拉满……
真实原因
心理障碍：怕被拒绝、怕说错英语、怕专业度不够被拆穿。
缺乏套路：没背过场景话术，临场全靠“随机发挥”。
目标模糊：不知道该“捞鱼”还是“钓鲸”，浪费优质客户资源。
展会“破冰”话术：从“社恐”到“社牛”的蜕变
开场白：用钩子吸引客户停留
公式：微笑+眼神接触+短句问候+开放式提问。
场景1：客户扫名片，犹豫要不要进展位。
“Hi! Welcome to our booth! Did you see our [产品亮点]? I can show you how it works in seconds!”（展示产品Demo，直接抓住注意力）
场景2：客户快步路过，想拦截又不敢。
“Excuse me! Are you looking for [行业痛点解决方案]? We help companies like yours save 30% on costs!”（精准戳痛点，让客户不得不停下）
破解“Just Looking”的万能话术
“That’s okay! Many customers start by browsing, but end up ordering after seeing this. Let me show you our best-seller that’s flying off the shelves this year!”（顺势引导体验产品，把“随便看看”变成“主动了解”）
应对“价格敏感型”客户的攻心话术
客户：“Your price is higher than XX。” → 别急着降价！
“Understandable. But our clients choose us because we offer more than a low price—[核心优势，如专利技术/售后保障/快速交付]. For example, our product lasts 3 times longer, which actually saves you money in the long run. Would you like to calculate the total cost?”（转移焦点，从“价格”转向“价值”）
高阶谈判技巧：让客户觉得你在“帮TA赚钱”
▷ 挖掘需求的“灵魂拷问”
“What specific problems are you trying to solve with this product?”
“How do you plan to use our product in your market?”（先听懂需求，再推荐方案，而不是盲目推销）
▷ 促成合作的“临门一脚”
限量法：“This offer is only valid during the exhibition. If you place an order today, we can reserve the production schedule for you.”
对比法：“Our competitor’s product might be cheaper, but their warranty is only 1 year. Ours comes with a 3-year guarantee and free technical support. Which would give you more peace of mind?”
共赢法：“If you order now, we can customize the packaging with your logo. This has helped our other clients increase their brand recognition by 50%.”
展后跟进：让客户需求“趁热打铁”
24小时内：发送感谢邮件+展会现场照片，强化印象。
主题: Thank you for visiting [公司名] at [展会名]!
内容: “We enjoyed meeting you! Attached is the product brochure and the solution we discussed. Let’s schedule a call to move forward?”
1周内：针对重点客户，补充行业报告或案例。
“I noticed you’re interested in [某市场]. Here’s a trend report that might help your business. Happy to discuss further!”
心态调整：记住，客户怕的是“不专业”，而不是“不完美”
允许自己犯错：英语卡壳时，用“You know what I mean?”笑着化解。
聚焦解决方案：不懂的技术参数？诚实回应：“Let me check with our engineer and get back to you in 10 minutes.”
假装自信：挺直腰板、握紧名片盒，肢体语言决定气场！
终极心法：展会不是“卖产品”，而是“卖信任”！
话术只是工具，核心是让客户感受到：你不是在推销，而是在帮他解决问题。
行动起来：
和同事模拟演练，互相吐槽优化；
展前默念：“我是专家，我能帮客户赚钱！”
International Trade Show From Feed to Food
链接全球 共筑一站式畜牧商贸平台
WWW.VIVWORLDWIDE.CN
参考资料：
VIV Select China举办地址：上海市浦东新区国展路1099号
展览面积：50000㎡
观众数量：30000
所属行业： Livestock展会 上海Livestock展会
