20 Suggestions For Foreign Trade Salesmen

< p > 1, when the factory complains that the price is too high, I always say "one cent" and "one cent". After entering the a href= "http://sjfzxm.com/news/index_c.asp" > trade < /a > Company, the price is the absolute principle, especially for the large guests. The consideration of the price is definitely higher than the consideration of quality. And don't think others can't do the price that they can't do. Take the electronics factory as an example, there are more than 3000 large and small businesses in Dongguan, Guangdong. The choice of guests is very large. So when a guest threatens not to cut the price, he must not think that he can't turn around at his price. < /p >
< p > 2, if your guest says you want to check the factory, your chance will come. Don't bother. Only the big customers will check the factory before placing the order. < /p >
< p > 3, do not over extend the existing performance to willing customers. I have encountered some business, and when I talk about price, talk about a big customer how to say, other people's 200K month's order is also this price. This kind of talk is tantamount to sealing my mouth. I felt that he had eaten it and gave it up. < /p >
< p > 4, promised things to do, even if not completed, we must tell guests in advance, do not drag the guests to ask questions. Honesty is very important, not just the company. Personal integrity is also important. Even if the list is not made, at least keep the integrity in front of the guests, whether it is good for business or for their future development. < /p >
< p > 5, offer skill. There are many posts on this issue, but I can't say no to it, because some factories have reported the price to 3~4 days higher than the other factories. It's good to say that because they are of excellent quality, they are asking me where they are good. Besides, they know better than engineers. They don't know! They are not stupid. If the same capacity is MP3 and the quotation is higher than SONY, who will be interested? < /p >
< p > 6, when you receive a guest's reply, you must reply in time. Even a popular format reply will let the guest know your efficiency and respect for the guests. Sometimes, when you think about how to respond, when the offer is made, the guest has already flown away. This is especially important for those who advertise on Ali or global resources and have a lot of information every day. < /p >
< p > 7, business SENSE is essential. This is hard to describe. It is simply to find out what the main factor is when the guest is considering whether to place the order. I once lost a $5 million bill, the reason is not convenient to explain, but at the time, just make a phone call to clarify OK, I did not detect the importance of this phone, so the list was robbed by others, depressed for a long time. < /p >
< p > 8, do not easily say "no" to the guests. Smooth handling is a good choice. For example, the target price of a guest is not really able to be done. It can be said, "I'll fight for it with your boss again," or recommend products that can reach the target price for the guests. < /p >
When p < 9 and a href= "http://sjfzxm.com/news/index_z.asp" > exhibition < /a >, I like to go on the first day, because most of the exhibitors have no passion except the first day, and the price for customers is almost exhausted. Those who think they have eyes and eyes are treated differently. These are deadly. The exhibition will be for a few days. Please let everyone play a 12 point spirit and give every visitor a good impression on your booth. < /p >
< p > 10, sitting in the office, repeating the same work, sending e-mail and receiving mail. Many people have been working for months without ordering, or even having no clue at all. I believe most of the salesmen have experienced such a situation. I also had such confusion when I was in the factory. I came to the trading company to know that the original customer development was very purposeful, that is, it did not focus on key customers, but a general link, and it was very difficult to achieve results. Before you start sending mail to new guests, make sure that your mail is valuable to guests. For example, if you are making cheap and small gifts and want to develop the American market, you need to know that the target customers are WAL- MART, DOLLAR TREE, DOLLAR GENERAL. To do the stationery, we must know that the target customers are OFFICE MAX, OFFICE DEPOT... {page_break} < /p >
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< p > 11, about "a href=" http://sjfzxm.com/news/index_cj.as > quotation sheet < /a >. Nowadays, most customers have their own quotation format, which is convenient for comparison. However, there are factories that can not understand or even lazy. They can't fill in timely, complete and correctly. They always feel that their quotations are OK, so they don't need to fill in such complicated things. But standing on the guest's standpoint, if a factory's business personnel, even if the price list is so simple, can't do well, how can you trust to place the order with you? < /p >
< p > 12, about business skills. If you want to become a real business, you have to pay attention to things other than foreign trade. I mean that in addition to documents, declarations and so on, only foreign trade will be involved, and more business skills should be learned from domestic salesmen. I have posted this before, but I have not received wide recognition. In practice, I feel deeply how foreign trade business and business sense of smell are much worse than domestic salesmen. Although the market and guests are different, business skills are interworking. < /p >
< p > 13, about payment. To do business in foreign trade, the risk of payment is great. Therefore, when considering the payment method, we must first pay attention to controlling the risk. As we all know, then, if the payment method of the guest is in conflict with your risk control, how can we get the order and guarantee the receipt? I only have a stupid way to go to China Export and Credit Insurance Corp, although the procedures are complex, but once insured, it is absolutely safe. < /p >
< p > 14, the relationship between business and the boss. When I was negotiating with the factory, I obviously felt that it was more effective to talk with the boss than to talk with the business, because the business never knew where the boss's bottom line was, which led to a problem. Do not think that the boss throws BOM to you alone, that is, trust you. How to grasp the boss's mentality is also a matter for salesmen to learn, especially when prices are not agreed. < /p >
< p > 15, this article should be specially sent to the salesman of the factory. Because in my experience, factories, especially large factories, have a poor sense of service. The service I'm talking about is not to say that the guests have come to pour tea into the water, but that they should not only make good products but also serve well in daily communication with guests. For example, I want a business to help me with the samples. He is tired of doing it and complains that I am the most annoying person among his guests. Just imagine, if the hotel waiter complains of the guests while pouring tea, can he still work? Here, we should remind some young women business not to play a lady's temper or act like a spoiled child in front of guests, even if they are not able to have good relationship with their guests. < /p >
< p > 16, and now some marketing books emphasize that salesmen must be humble when meeting clients. But a lot of businesses are just humble and very cool in front of customers. Even if it is cool, there are many questions and three questions. Even the basic situation of the factory is not known, and a "funny question" is put on your face. It seems that it is easy to be humble but not too strong at the same time. {page_break} < /p >
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< p > 17, in school, I have also learned some marketing courses, including the contents of psychology. But now, it seems that those things are not those of our generation who have been in social experience for quite a few years, especially those who do foreign trade. Therefore, if there is not enough complicated thought, do not waste time and energy to guess what the guests are thinking, and do not make any judgments based on guesswork. All judgments must be based on facts. < /p >
< p > 18, a customer contact list is very important. It is best to make a copy in your own OUTLOOK, and send out some new products every time, pull up quotations and so on. Although it is only a matter of effort, it can make the guests keep an impression on you. In fact, valuable guests are limited. After the initial screening and screening, how to make potential guests place the order becomes the top priority. Keeping the impression of your guests is the first step to success. < /p >
< p > 19, guests are also people, they will be confused and make mistakes. They will also be rude. So for those who do not criticize the public in order to get rid of their indignation, they must be scolded and scolded. However, after they are scolded, they must call to explain that they are too young, and the appropriate impulse to impress them is not only to be sullen in the chest but also not to offend the guests. < /p >
< p > 20, when I do business in factories, I often feel that purchasing and finance are more difficult than guests, and a lot of time and energy are spent on internal friction. Now think of it, if you want to get support from the company, you must pay attention to good interpersonal relationship and avoid being arrogant and arrogant. < /p >