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Just enter the company, the supervisor gave me three sentences: 1. You never know what customers want (so do not bother to guess); 2. You never know what to do right (do not be hesitant to do so); 3. You never know what customers today, tomorrow will be a rival (so even the best relationship, some things should be kept confidential).

1. In the factory, the guests complained about the price too high, I always say you pay for, to restore its good quality. Joined a trading company, before we know the price is the last word, especially large customers, the price is definitely higher than the consideration of quality considerations. And do not think that they can not do the price that others do not, the goods in your penny here, other factories and a half cents on it. Electronic factory, for example, just one place in Dongguan, Guangdong had more than 3,000 large and small, the choice of guest room is very large. Therefore, customers are not price cuts threaten to turn a single time, do not think that the fundamental change in his price does not go out.
2. If guests want to experience that works, then your opportunity comes, do not be bothered, only large customers will experience plant before the next one.

3. There will not be too much to the performance of existing customers boast. I have run into some business, and I talked about the price, talking about how one of his major clients how to say that someone orders a month is the price of 200K. On this law was tantamount to sealing my mouth, I did feel he had to eat on the support, and do not give up rice.

4. Promise of things to do, even if not complete in advance should tell guests not to drag the guests to ask to speak. Integrity is too important to not just companies, personal integrity is very important, even if the list not made, at least to keep the faith before the guests, whether business or future development on their own will greatly benefit both.

5. Quotation should be skill. On this issue, a number of posts, but I really need to say, because actually some of the factory operations to report a sky high price (higher than other plants 3 to 4 times!!), The nerve to say he is because of excellent quality, in I asked what was good in the end, said engineers more clearly, they do not know! ! Guests are not stupid, if the same volume of MP3, SONY offer is higher than that, then who is going to be interested in it?

6. Information set when receiving the guests back in time, even in a public format will let guests know your response, efficiency and respect for the guests. Sometimes a good wait for you to consider how to respond to, quote, the guests have been flying off the. For those who advertise on Ali or global resources, a lot of information every day drive business, which is especially important.

7. SENSE on essential business. More difficult to describe this thing, simply, it is able to find customers to consider the orders, the most important factor is. I have lost a 500 million-dollar list, the specific reasons for convenient explanation, but was just one phone call to clarify the OK, I did not detect the phone of the importance of the results list by others robbed, depressed for quite a while.

8. Not easy for guests to say “no.” The sleek handle a good choice. For example, the guests do not target price is down, can say, “I will help you and your boss to fight for something”, or recommended to achieve the target price of products to customers.

9. Participate in exhibition, I most like to go the first day, because apart from the first day, most of the participating businesses do not have the passion, the search for customers struggling with price almost. Those who think that a fire eyes and eyes of the business are treated differently on the guests. These are very deadly. Exhibition on it a few days, please you hit 12 points less than the spirit, to each of your guests a good impression of the booth.

10. Sitting in office, repeating the monotonous work, send mail, receive e-mail … … a lot of people did a few months without orders, and even did not got a clue. I believe that most of the salesmen have gone through this situation. I have had this plant when the confusion, Laidao trading companies, he realized the 客户 to developing no purpose, that is, Gen Benmo grasp Zhongdian customers, Er Shi general’s contact with the outcome of Zi Ran hard. To do business, at the beginning of the new guests to the mail before, we must confirm your e-mail to the customers is valuable. For example, if you do cheap gifts, and want to develop the U.S. market, you have to know the target customers is WAL-MART, DOLLAR TREE, DOLLAR GENERAL. … … So we should know the objectives of stationery guests OFFICE MAX, OFFICE DEPOT … … do appliances should know CIRCUITCITY, RADIO SHACK, STAPLES … … as long as the capture of one of these customers, traffic boss laughed enough for several months.

11. The question on the quotation. Customers now have their own quotations big format, ease of comparison, but there do not understand the factory’s business, even lazy, is not always timely, complete and accurate filling, always feel that their quotations on OK, and do not need reloading then the complex. But standing in the position of guests, if a factory business, and even quotations that simple things are done, how could rest assured that the order to you.

12. The question on business skills. If you want to be a real business, then we should take note of something other than foreign trade, I mean in addition to documents, declarations, etc. will be involved in something that only trade, but also lots of domestic salesman to learn business skills. I have also made this point over posts, but have not been widely accepted, and I feel deeply in practice how to do business in foreign trade business, and business sense of smell than a lot of poor domestic salesman. Despite all the different markets and customers, but business skills are interoperable. (PS. my LP in the world’s largest trading company, is recognized as one of gold salesman. I was to learn business skills to help LP) 13. On the payment. To do foreign trade business, payment risk, therefore, in consideration of payment, we must first pay attention to risk management, and the reason we all understand, then, if the payment method and your guests risk control clash affect completion, how to not only get orders, but also to ensure that collection does. I only Ben Banfa, go to China Export & Credit Insurance Corporation, although the procedures are complex, but once the underwriting, absolute security.

14. The relationship between business and the boss. I am in and the factory talks, clearly felt and business owners talk about ratio and effective, because the business never know where the boss’s bottom line, which brought out a problem, the business in preparation for negotiations, in the end how much of the know. Do not think your boss threw the BOM one is for your trust, and how to take the boss’s attitude is also clerk to learn things, especially in the prices fail to settle.

15. This is a special gift to the factory salesman. Because in my experience, the factory, especially the big factory business, sense of service is poor. I said the service does not mean that guests come pour some tea, but that in daily communication with customers and handle the issue, there must be not only good products, but also good service consciousness. For example, I want to help me deal with samples of a business matter, he was doing was doing on its hands to his guests complained that I was one of the most annoying. Just think, if one side gives the pouring side of the hotel attendants complained the guests, he can keep the job right. Here we remind some young women business, do not miss playing in front of guests or spoiled temper, even in peacetime, and guests no matter how good relations can not, foreign trade business, the emphasis is on rigorous, meticulous style, must not be in front of the guests were shown a woman appearance.

16. At present, some marketing books emphasize clerk in the See of customers, we must neither overbearing nor servile. But many businesses just did not humble, cool in front of customers. Cool no problem, many problems 一问三不知, even the basic situation of the plant are not known, but assumed a “Your question is really funny” look. It seems, do not base it easy, but at the same time do not Kang, it is not so simple.

17. In school, I’ve learned through some marketing Ke Cheng, Qi Zhong psychological elements as well Sheji, but now Kanqi Lai, Naxiedongxi Bushi I generation that Mei years Shehuijingli of people can grasp, especially Zuo foreign trade of , had relatively simple relationship, you want an accurate grasp of the guests in the negotiations, the basic psychology is impossible. So the idea is not complicated enough, do not waste time and effort to guess what customers want, not to make any judgments based on speculation, the fact that all judgments must be made based Jinchu 18. A customer contact list is very important, preferably in their own OUTLOOK in a compilation, issued from time to time some new products on the pull, pull quotes like, even a little effort, but you can make the guests on maintain the impression. In fact, the value of customers is limited, after a preliminary screening of bulk network and how to make potential customers becomes the most important task orders, while keeping your guests the impression that the first step towards success.

19. Guests are people will faint at fault, will be rude, so not enough to appease the resentment of those who do not criticize the guests, we must criticize, but also fiercely criticized, however, Ma Wan, the explanation must be called , said he was too young to compare the impulse to placate what sort of appropriate, both in addition to chest heart, not to offend guests.

20. I am in a factory business, often feel that procurement and finance than the guests also tough, a lot of time and effort is spent on the internal friction. Now think of it, to get support within the company, they must pay attention to improve interpersonal relationships in peacetime, should not supercilious arrogant.