跨境卖家怎么识别真正的购买信号？

跨境卖家要分清潜在买家礼貌性的回答和真实的购买信号，与模棱两可的表达方式不同。下面的两个问题和陈述通常来自非常感兴趣或准备采取行动的买家。

1、提出与价格相关的问题

与价格或折扣有关的问题有两种：

1）如果这些问题出现在销售对话之初，潜在买家可能会过分关注成本而不是价值；

2）如果潜在买家有机会认识到产品的价值，询问价格表明他们会购买。

例如：

Do you offer financing?

What’s the best price you can give me?

Are there any discounts available?

Is this a quarterly or monthly contract?

2、表达占有性

当潜在买家似乎已经拥有了产品时，这是一个很好的迹象。通常，这意味着在心理上承诺购买。

例如：

This will fit in well with our current system.

Andrea would probably be the point person for this process.

I think we’d send four employees to start.

I’d like Jonathan to handle the training sessions.

The app will come in handy when any of us are on the road.