要尽量鼓励对方多说,向对方说:yes,please go on,并提问题请对方回答,使对方多谈他们的情况。
用开放式的问题来了解进口商的需求,使进口商自由畅谈:"Can you tell me more about your campany?","What do you think of our proposal?"
进口商常常会问:Can you not do better than that?
对此不要让步,而应反问:"What is meant by better?"或 "better than what?"使进口商说明他们究竟在哪些方面不满意。
用更具试探性的条件问句进一步了解对方的具体情况,以修改己方的发盘。
典型的条件问句有"What...if",和"If...then"这两个句型。
如:"What would you do if we agree to a two-year contract?"及"If we modify your specifications, would you consider a larger order?"