和客户的之间的深聊大部分发生在面对面，也就是拜访客户期间。这就是我为什么要每年拜访客户的原因（口罩年也不例外），也是做外贸18年用完4本护照的原因。
在现实中，很多人对深聊有误解，以为和客户聊的时间长、说的话多就是深聊了。
实则不然。
深聊的核心在于目标导向和战略性思维，绝对不是单纯的产品和公司介绍推广。
举个例子。
一个电饭煲生产商去拜访一个有着很多连锁店的客户，他想推销产品，成交订单，见面后，可以跟客户这么聊。
业务员：
“跟您认识这么久，发现贵公司家电部门的销售业绩相当不错啊，特别是在小家电这一块，似乎每季度的增长都很可观。对于公司下一步的发展，您有没有什么特别的策略或方向？
作为生产商，我很愿意听一下你们的专业意见，因为你们最清楚消费者的需求。”
客户：
“确实，小家电的销量一直不错，尤其是功能多样、价格适中的产品更受消费者欢迎。不过我们也在考虑如何在下一季度推出一些能够打破常规、吸引眼球的新产品，以此进一步提升销售额。”
业务员：
“听起来您对产品的创新性和市场反响非常重视。
其实我们最近刚推出了一款全新的智能电饭煲，它不仅在功能上有所突破，而且在设计上也考虑了年轻一代消费者的需求。
现在很多消费者越来越注重健康饮食和个性化烹饪体验，您觉得这样的产品方向是否符合贵公司的采购战略？”
客户：
“智能电饭煲听起来不错，但现在市场上已经有不少智能产品了。你们的这款产品在功能上有什么独特之处吗？我们想确保产品能够有足够的卖点来吸引消费者。”
业务员：
“非常理解您的顾虑。我们这款电饭煲的确与众不同，除了常规的智能控制和多种烹饪模式外，它还搭载了一个专为健康饮食设计的‘营养保持’功能。这个功能可以通过精准控制温度和压力，最大限度地保留食材中的营养成分。
此外，产品还带有个性化定制功能，用户可以通过手机APP设定自己喜欢的烹饪参数，甚至可以根据不同家庭成员的喜好定制不同的食谱。
这种个性化的体验您觉得会不会吸引现在越来越注重健康和个性化的消费者？”
客户：
“这确实是个不错的卖点，现在消费者对健康和定制化的需求越来越高。我们也在寻找能与这些趋势契合的产品。不过我还是有些担心价格问题，如果价格太高，可能会影响销售。”
业务员：
“这点我们也考虑到了。在开发这款产品时，我们不仅注重功能的创新，还尽力在成本控制上下功夫，确保产品的定价在合理范围内。
同时，我们可以为贵公司提供一些市场推广支持，比如联合做一些健康饮食的宣传活动，帮助吸引目标消费者。您觉得这种方式能否帮助我们共同推动这款产品的成功？
或者说，我们先提供几个样品，您先测试下功能，顺便听一听客户反馈？”
客户：
这个方案可行，那麻烦你你先准备几个样品吧。
翻译：
“Having known you for some time now, I’ve noticed that your company’s home appliance department is performing quite well, especially in the small appliance sector. It seems that the growth each quarter is quite impressive.
Do you have any specific strategies or directions for the company’s next steps?
As a manufacturer, I’d love to hear your professional insights since you have the clearest understanding of consumer needs.”
“Indeed, sales of small appliances have been strong, particularly for products that are multifunctional and reasonably priced, which are more popular with consumers.
However, we are also considering how to introduce some eye-catching, unconventional new products next quarter to further boost sales.”
“It sounds like you place a high value on product innovation and market response.
Actually, we’ve recently launched a brand-new smart rice cooker that not only breaks through in terms of functionality but also takes into account the needs of the younger generation in its design.
Nowadays, many consumers are increasingly focused on healthy eating and personalized cooking experiences.
Do you think this product direction aligns with your company’s purchasing strategy?”
“The smart rice cooker sounds interesting, but there are already quite a few smart products on the market.
What unique features does your product offer? We want to ensure that the product has enough selling points to attract consumers.”
“I completely understand your concerns. Our rice cooker is indeed different. In addition to the usual smart controls and multiple cooking modes, it features a ‘nutrition retention’ function specifically designed for healthy eating.
This function can precisely control the temperature and pressure to maximize the retention of nutrients in the ingredients.
Moreover, it has a personalized customization feature, allowing users to set their preferred cooking parameters through a mobile app, and even customize different recipes according to the preferences of different family members.
Do you think such a personalized experience would appeal to consumers who are increasingly focused on health and customization?”
“This is indeed a good selling point. Consumers are increasingly demanding health and customization. We are also looking for products that align with these trends. However, I’m still a bit concerned about the price. If it’s too high, it might affect sales.”
“We’ve considered that as well. When developing this product, we not only focused on innovation in functionality but also worked hard on cost control to ensure the price is within a reasonable range.
Additionally, we can offer some market promotion support for your company, such as jointly conducting health-conscious marketing campaigns to attract target consumers.
Do you think this approach could help us successfully promote this product together?
Or perhaps we could start by providing a few samples for you to test the features and gather customer feedback?”
Client:
“This plan sounds feasible. Please prepare a few samples for us.”
以上翻译为TESS GIFT AI 语音鼠标翻译。
在这个对话中，业务员通过与客户探讨市场趋势、消费者需求，以及采购战略，逐步引导他们理解自身的产品如何能够满足这些需求，并为后续的合作打下基础。
业务员并没有急于介绍电饭煲的具体功能，而是通过了解客户的采购策略和对市场的看法，提出一个有针对性的产品方向。
而且，业务员还特别关注了客户对价格的敏感性，并通过提供市场推广支持来缓解客户的担忧，进一步展示了合作的价值。
通过这样的“深聊”，不仅建立了与客户的信任关系，还能够深入了解他们的需求和担忧，从而提供更为精准的解决方案，最终提高成交的可能性。
