外贸业务员让客户高兴的谈判技巧

　　Whether or not we know it or like it, customer service is a great part of everyone’s life. Even if one does not own a business or provide services to others, we are constantly selling ourselves into whatever it is that we want to pursue.

　　不管我们知不知道，喜不喜欢，客户服务是每个人生活中的一个重要部分。即使一个人没有自己的事业或根本不用给别人提供服务，我们也不断地把自己卖给自己的追求，不管那追求是什么。

　　Truly successful people are master manipulators in their field; at least that’s what most people would attest to. They sit and strategize for hours, plotting their way to their clients’ satisfaction. If success is a function of manipulation, then what is manipulation, anyway? A warm smile? An occasional joke? Making a client feel that his or her needs are important? That may be manipulation in its own right, but we may just as easily conclude that those are all merely attempts to create lasting and fulfilling relationships with clients.

　　真正成功的人在自己的领域都是个操盘手，至少大部分人都证明是如此。他们坐在那里策划数小时，只为谋划如何让顾客满意的方法。如果成功是可操纵的，那操作方法是什么样的呢，到底?一个温暖的微笑?一个应景的笑话?又或许是让客户感到他或她的需求受到重视?可能就在于操纵过程本身，但我们或许能轻松地归结出：那些仅仅是希望与客户建立持久和实质性关系的尝试而已。

　　Unfortunately, we tend to embrace the bad manipulation as much as we do the good. This can mean twisting the truth, delivering below reasonable expectations, and selling out to something outside of our personal values. Fortunately, many people can see through this.

　　可惜，我们对于坏的策略和好的策略一概接受，这就导致了歪曲事实、达不到顾客合理预期的夸海口和违背个人价值观等诸如此类的事情。幸好，许多人是能够分辨是非的。

　　What are you left with when you remove the white lies, evil tactics, and unethical behavior? The answer is — real tactics that work. If you manipulate without performance, you will not only loose the clients that you already have, but you will relieve yourself of those potential clients that supportive and satisfied clients refer.

　　不利用那些无恶意的小谎言，鬼伎俩和不道德的行为，我们还剩什么呢?答案就是--- 真正管用的战术。如果你只会操纵阴谋诡计，而没有实际成就，你不仅会疏远已有的客户，而且会失掉那些潜在的客户和忠实客户的参考。

　　“The goal as a company is to have customer service that is not just the best, but legendary.”---Sam Walton

　　“作为一个公司，其客服目标不止要做到最好，而且要成为典范。”---山姆•沃尔顿