When I first entered the company, the supervisor gave me three sentences: 1. You never know what the guest is thinking (so don't bother to guess); You never know what you are doing right (so don't shrink things when you do things); You never know today's customers, will you become a competitor tomorrow (so the relationship is good, some things have to be kept secret).
1. At the factory, when the guests complained that the price was too high, I always said that I would pay for the penny and reply with good quality. After entering the trading company, I realized that the price is the last word, especially for the big customers. The price consideration is higher than the quality consideration. And don't think that you can't do the price you can't do. You can't do it for a penny in your house. It can be half a penny in other factories. Take the electronics factory as an example. There are more than 3,000 large and small places in Dongguan, Guangdong. The choice of guests is very large. Therefore, when the customer threatens not to cut the price and transfer the order, do not think that his price can not be transferred.
2. If the guest says that he wants to inspect the factory, your chance will come. Don't be bothered. Only the big customers will check the factory before placing the order.
3. Don't over-proclaim your existing performance to a willing customer. I used to encounter some business. When I talked about the price, I talked about how his big customer is, and said that someone else’s 200K order is also the price. This kind of talk is equivalent to sealing my mouth. I felt that he had already eaten it, and then he did not want to give it.
4. The promised thing to do, even if you can't finish it, tell the guests in advance, don't drag it to the guest to ask. Integrity is too important, not just the company, personal integrity is also very important, even if the list is not made, at least to maintain the integrity in front of the guests, whether it is for the business, or for their future development is great.
5. Have skills. There have been a lot of posts about this issue, but I don't spit it out, because some factory businesses have reported the price to a high (3 to 4 times higher than other factories!!), but also said that they are because of the quality, in the I asked where the good is, and said that the engineering staff is more clear, I don't know!! The guests are not stupid, if the MP3 of the same capacity, the price is higher than SONY, who would be interested?
6. Respond promptly when receiving a guest message, even a public-format response will let the customer know the efficiency of your work and respect for the guests. Sometimes when you think about how to reply, when you quote, the guest has already flew away. This is especially important for businesses that advertise on Ali or Global Sources and have a large amount of traffic every day.
7. The SENSE in business is essential. This thing is hard to describe. Simply put, it is able to find out what the main factor is when considering whether to place an order. I once lost a $5 million order. The specific reason is not convenient. But at that time, I only had to make a phone call to clarify that it was OK. I didn't notice the importance of this call. As a result, the list was robbed by others and depressed for a while.
8. Don't say "no" to the guests easily. Smooth processing is a good choice. For example, the target price of the guest can't be done, you can say "I will help you and the boss to fight for it", or recommend products that can reach the target price to the guests.
9. When I participated in the exhibition, I prefer to go to the day before, because in addition to the day before, most of the exhibiting businesses have no passion, and the price of the guests is almost exhausted. Businesses that think they have a fire eye are treated differently for their guests. These are very deadly. In the few days of the exhibition, please take a 12-point spirit and give everyone a good impression on your booth.
10. Sitting in the office, repeating the same work, sending emails, and receiving emails. . . . Many people have worked for a few months but have no orders, and even have no clue.
I believe that most of the salesmen have experienced this situation. I have had such confusion when I was at the factory. When I came to the trading company, I realized that the original customer development had no purpose, that is, it didn’t focus on the key customers, but the general connection was naturally difficult to achieve. To do business, be sure to confirm that your email is valuable to your guests before you start emailing new guests. For example, if you are making cheap gifts and want to develop the US market, you must know that the target guests are WAL-MART, DOLLARTREE, DOLLARGENERAL....Being stationery, you must know that the target guests are OFFICEMAX, OFFICEDEPOT... To do home appliances, we must know CIRCUITCITY, RADIOSHACK, STAPLES.... These guests only need to take over a family, the business volume is enough for the boss to laugh for a few months.
11. Questions about the quotation. Nowadays, most of the customers have their own quotation format, which is convenient for comparison. However, the factory business cannot understand, even lazy, it can't be timely, complete, and correct. It always feels that its quotation is OK, no need to fill it. So complicated things. But from the standpoint of the guests, if a factory's business staff, even the simple things of the quotation are not doing well, how can you give the order to you with confidence?
12. Questions about business skills. If you want to become a real business, you should pay attention to things other than foreign trade. I mean that except for documents, customs declarations, etc., only foreign trade will involve things, but also a lot of skills to learn business from domestic salesmen. I have also posted this post before, but I have not received wide recognition. In my practice, I deeply felt how the foreign trade business is doing business, and the business sense is much worse than the domestic salesman. Although everyone faces different markets and customers, the business skills are interoperable. (PS. My LP works in the world's top trading company and is recognized as one of the award-winning salesmen. I am learning business skills with LP help)
13. About payment methods. Do foreign trade business, the risk of payment is large, so when considering the payment method, you must first pay attention to controlling the risk. Everyone understands this, then, if the payment method of the guest conflicts with your risk control, affecting the transaction, how should Get the order and make sure you receive the money. I only have a stupid way to find a Chinese export credit insurance company. Although the procedures are complicated, once it is underwritten, it is safe.
14. The relationship between business and boss. When I was negotiating with the factory, I obviously felt that talking to the boss was more effective than talking to the business, because the business never knew where the boss's bottom line was, which brought up a question. How much should the business know when preparing for negotiations? Don't think that the boss throws the BOM to you is the trust of you. How to grasp the boss's mentality is also something that the salesman should learn, especially when the price is not close.
15. This one is specially sent to the salesman of the factory. Because in my experience, the business of the factory, especially the big factory, has a poor sense of service. The service I said is not to say that the guests came to the tea, but that in the daily communication with the guests and the handling of problems, we must not only do a good job of products, but also a sense of service. For example, I want a business to help me with the sample. He is bothered to do it, complaining that I am an annoying one among his guests. Imagine if the hotel waiter blames the guests while pouring tea and he can still do it. Here to remind some young female business, do not play a young temper or spoiled in front of the guests, even if the relationship with the guests is not good, the foreign trade business is rigorous, meticulous style, must not show the little woman in front of the guests The face.
16. Some marketing books now emphasize that salesmen must not be humble when they meet customers. But a lot of business is only not humble, it is cool in front of customers. Cool is no problem, many questions are not asked, even the basic situation of the factory is still not understood, and put on a "your problem is really ridiculous" expression. It seems that it is easy to do not humble, but at the same time it is not so simple.
17. In school, I also learned some marketing courses, and the content of psychology is also involved, but now it seems that those things are not mastered by people of my generation who have not experienced social experience for a few years, especially for foreign trade. Originally, interpersonal relationships are relatively simple, and it is impossible to accurately grasp the psychological basics of the guests in the negotiations. Therefore, if you don't have enough complicated ideas, don't waste your time and energy on guessing what the guests are thinking, and don't make any judgment based on guessing. All judgments must be based on facts.
18. A customer contact list is very important. It is better to compile a copy in your OUTLOOK. Every time you send some new products, the offer is pulled, and so on, although it is just a little effort, but you can let the guests treat you. Keep an impression. In fact, valuable guests are limited. After passing through the previous stage of the net and screening, how to make potential customers order becomes a top priority, and let the customer keep the impression that you are successful. .
19. If the guests are also human beings, they will also make mistakes and rudeness. Therefore, for those who are not angry with the civilians, they must be embarrassed, and they must be embarrassed. However, after you have finished, you must call to explain. Said that he is too young, more appropriate to appease the urge, in addition to sulking in the chest, and not guilty of guests.
20. When I was doing business in the factory, I often felt that purchasing and finance were more difficult than the customers, and a lot of time and energy were spent. Now think of it, in order to get the support within the company, we must pay attention to the interpersonal relationship in peacetime, and avoid all arrogance.
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