在日常的外贸工作中，经常就会碰到客户只发询盘不下单或者给了你订单明细让你报价后又杳无音讯的情况，这时候就很考验外贸业务员的从业经验和工作技巧了。也就是说这个时候是你将其“逼上梁山”的时候了。
In foreign traders’ daily life, they often have to face the fact that customers only inquiry without placing an order or hardly contact with the traders after they are informed about details of the order. In that case, it requires the business experience and working skills of foreign traders. As a foreign trader, it is also the high time that you urged your customers to reply.
但是，外贸业务员要想成功逼单，不是随随便便就能逼得了的，是需要一定的心态和技巧的。
However, the proper attitude and skills are important if a foreign trader expect to receive responses from the customers.
1
思考一个问题：客户一直没有跟你签单的原因是什么。很多外贸业务员抱怨客户总是在拖，其实不是客户在拖，而是你在拖。你不去改变，总是在等着客户改变，可能吗?做业务从来不强调客观理由。客户不签单肯定有你没做到位的地方。想一想，这是一个心态问题!
A question should be considered: why haven’t your customers signed a contract with you? Many of foreign traders complain that their customers always procrastinate. Actually, the ones who procrastinate are you instead. It is impossible to expect your customers change their attitude. The reason why they refuse to start the cooperation with your company must be that your services are under their expectation. Attitude is the most significant.
2
抓住客户心理，想客户所想，急客户所急，你要知道他究竟在想些什么，他担心什么?他还有什么顾虑?
You ought to stand in your customers’ shoes, and understand what they are thinking of and concerned about.
3
一切尽在掌握中，你就是导演。你的思想一定要积极，譬如太忙，为什么?就是因为有些事情可以用网络去做，可你却偏偏跑腿，发个邮件不就行了吗!主要看你怎么去引导客户将劣势变为优势，将不利因素变为有利因素。
If you are able to control everything, you will be the director of it. It is essential for you to be mentally active. For instance, plenty of problems can be solved through the networks. Sending an e-mail helps you save a lot of time. You had better know how to change the disadvantages into advantages.
4
为客户解决问题，帮助客户做一些事情，对客户认真负责，为客户办实事、办好事，让客户感受被服务的温暖。
The ways that remind the customers of your warm-hearted services are to solve their problems, do them a favor and be responsible for them.
5
征服客户，发扬蚂蝗吸血的叮与吸的精神，这种精神不仅体现在工作时间，还有业余时间，一定要有耐心，锲而不舍，百折不挠，用你的执着感动客户，让上帝流泪、“哭泣”，直到上帝说：唉，小伙子我真服了你了。
You must be patient. Both your working hours and spare time should be spent in dealing with your customers as possible as you can, which will probably impress them.
6
假设成交法，是我们做单常用的方法之一。在签单以前先确认好所有的细节，比如材料、单价、数量、交货期等，当谈的差不多的时候，要说：我给你做一份PI吧。
You ought to be well-prepared. Before the contract is signed, it is necessary to ensure all of the details such as materials, unit price, quantity and time of delivery, etc. When the negotiation is closer to the end, you had better say: please allow me to make a PI for you.
7
逼单就是“半推半就”，就是强迫成交法，以气吞山河之势，一鼓作气将客户搞定，让客户感觉到有一种不可抗拒的力量。
You must urge your customers to send you responses about the orders and remind them of your determination as well as power.
8
神秘朦胧法，就是“犹抱琵琶半遮面”，不要把建设网站的好处和外贸平台的服务与产品全部告诉客户，而是神秘莫测，让客户产生浓厚的兴趣，一定要审时度势、机敏灵慧。既要落落大方、振振有词，又要恰到好处嘎然而止。美味不可多用啊，为以后工作打下良好的基础。
You should keep half of a secret from customers. It means that you will not completely inform them about the merits of establishing a website and services as well as products provided by the foreign trade platforms. By doing those, you might draw their interest in the services and products. As you use the way to communicate with your customers, you must be wise and focus on the timing.
9
画一个大饼，让客户想想现在下单给他带来的各种好处，例如折扣、交货期等，让他“想入非非”，让他梦想成真。
Please recall your customers of the various benefits they will enjoy if they place an order immediately. For example, you can mention discounts or time of delivery.
10
学会放弃，当然只是暂时的，以退为进，不要在一些“老顽固”身上浪费太多时间，慢慢来，只要让他别把你忘了。
You should learn to give up temporarily. As a saying goes, one step back today for two steps forward tomorrow. You are not required to spend much time dealing with some stubborn customers, but you still need to keep in touch with them.
另外，你要经常问一下自己，你是经营什么业务，谁是你的客户，客户可以从你的服务或者产品中得到哪些价值，为什么要跟我签单，换位思考一下。总而言之，心态决定成败，性格决定命运，让我们时刻保持一颗奋斗进取的心吧!
Besides, you must ask yourself the following questions as often as you can: what kind of business are you dealing with? Who is your customer? What will they gain from your services or the goods you sell to them? Why will they sign a contract with me? You have to stand in their shoes. All in all, the success depends on your attitude, and what you will be depends on who you are. Let’s keep trying!
