Dnike

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 timid 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 plant, 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 the guests that want to test plants, your opportunity comes, do not be bothered, only large customers will experience plant before the next one.

3. Do not over-willingness of clients to boast of the existing results. 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. Offer to have skills. Some plant operations actually reported a day the price high (3-4 times higher than other plants!!), The nerve to say that they are because the quality is excellent, in asking 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. Received the guests back in time when the information set, even 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.

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. To participate in exhibitions, it is best to go in 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 the 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. In fact, customer development is not the purpose, that is simply not grasping key customers, but the general connection, it is only natural to bear fruit. 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. On the issue of quotations. 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. On the business skills of the problem. 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. That I used too recently, but has 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.

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. Went to China Export & Credit Insurance, although the procedures are complex, but once the underwriting, absolute security.

14. Operations and owner relations. And factories in the negotiations, 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. Plant, especially the large plant operations, poor sense of service. The service here is not to say that the guests come pour some tea, but that in daily communication with customers and deal with 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, will learn some marketing courses, the content of psychology are also involved, but now it seems that those things that is not my generation who has experienced a few years to master, especially to do foreign trade , and 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, all the judgments must be made the basis of the facts.

18. A customer contact list is very important, preferably in their own OUTLOOK in a series, each period of time made some new products La, quoting La and the like, though only a little effort, but it allows guests impression on you to keep. In fact, the value of customers is limited, after a preliminary screening of bulk network and how potential customers to become the next single most important task, 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 later, it is absolutely necessary telephone to explain, he 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 but also difficult to deal with than the guests, a lot of time and energy 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.