Tell You Three Skills Necessary Foreign Trade Skills

First: how to bargain with customers.

First of all, we should distinguish clearly the motives of customers.

A class customer, malicious counteroffer: you open a price, every time he says, HI TRACY, YOU GIVE ME A CRAZY PRICE, I KNOW XX XX, "30%", "you", you must be very angry.

When I hear this, I will reply in this way: YES, SIR, I DO KNOW THEY GIVE YOU LOW PRICE FOR FOR, THEY.

Next, I will talk about the advantages of the company's product features and after-sales service.

Then we regret to say that our products are far from the price you asked for, but we still have some cheap products (introduce some special items, give him inventory), and see his reply. If he still doesn't want it, or continue to haggle.

I feel that foreign trade 1 must know where the target market is, and your sales target is not all people, so long as you can seize 1 small parts of your target market, it is enough.

For example, your market positioning is in 10USD, your customers are those who can accept 8-12 yuan products (give a price space), those who only pay 1 yuan to buy cheap products or 20 yuan to buy luxury goods, you should temporarily remove them from the list of customers.

Unless they can accept the price and quality of 10 yuan in the future.

B class customers, good faith counter-offer: for example, after each asking price, they always need a 10% DISCOUNT.

This kind of customer, like 1, wants to buy your product, so do not offend people for small odds.

In this case, you need to know where your authority is and where you can accept the discount.

You can reply to "DEAR SIR, THE PRICE WE GIVE IS ALMOST REACH OUR BOTTOM BOTTOM", "THE", "2%".

PLEASE NOTE, I HAVE TRY MY BEST "or" ACCORDING TO OUT COMPANY 1 ";" TO "," I "," 2% ".

"In a word, even if you accept this price, you should show the more grievances and reluctance.

If people make a 1 counteroffer, you will relax immediately, and they will know that you still have room to make the price. Next, your price will be lower and lower.

Moreover, never show the anxious attitude in front of customers. The more anxious you are, the more customers will bargain.

Sometimes, negotiations on prices do not necessarily resume on the same day. They can wait for 1-2 days.

When the customer calls you, it will be difficult to deal with this problem. First, you must ask for instructions before answering.

Think of yourself as a buyer, speculate on the mentality of the buyer, think about it, and have unexpected results.

The second recruit: how to face customer's refusal

As the 1 salesperson, I think the most sad thing is that the customer says no to you.

SORRY, WE CAN NOT GIVE YOU THIS ORDER.

In this case, never give up, do not give up, and never give up.

You have to be bold enough to ask why the customer is refused.

Of course, you must never give a long speech to the client's decision, and tell him what he said.

I tried hard to give you a proof. I didn't know how much good I said to the factory.

Probably the mentality we often have.

I would normally tell him: DEAR SIR, I UNDERSTAND YOUR SITUTATION AND THANKS FOR ALL YOUR YOUR, "".

BUT COULD YOU KINDLY LET ME KNOW THE REASON?

PRICE, DELIVERY OR...

Some customers will be very sincere, tell you the reason is because the budget is not enough, the delivery period is not right, the price is too high, or how.

Of course, different interpretations should be made for different situations.

If the budget is not high, you can tell him that the quantity of our order is not very large and the amount is not high.

You also spend a lot of time on this list. The factory has also spent a lot of cost and energy. Is it possible to fight for it again?

If it is difficult to accept all of them, do you accept the 1 part and leave the rest until next January?

The delivery date is not correct: you can ask them the expected delivery date and advance with the factory.

The price is too high: you ask him if he can accept a similar but low price special item.

And emphasize product characteristics.

In short, do not give up until the last 1 minutes. Even if you give up, you must say goodbye to your customers very politely. Expect the next cooperation, and keep in touch with each other at ordinary times. Don't let others give you a list, but you can kick them out with 1 feet.

Finally, I want to remind you that even if you are rejected, do not ask others or insult others.

Procurement and sales are equal, and procurement is no more noble than yours.

In the same way, purchasing is not equal to being the boss.

Be a good man before you can be a good businessman.

The third step: how to deal with customer complaints

As a foreign trade salesperson, the most troublesome thing is to face customers' complaints, the goods have also been issued, and the customers' money has also been received.

A few months later, the customer complained about the quality of the goods.

What is the general reaction?

Such a low price is only the quality, and it is expected to last 100 years.

The problem will get worse and worse.

My experience is that when a customer complains, he will reply immediately, and tell him that you attach importance to this CASE.

If you are a factory, you can answer this question: DEAR SIR, THANKS FOR YOUR MESSAGE.

WE WILL FOLLOW THIS CASE.

WE WILL HAVE A MEETING WITH PRODUCING DEPT, INSPECTION DEPT...

THIS AFTERNOON TO DISCUSS THIS MATTER AND REVERT TO YOU A.

S.

A.

P.

PLEASE SEND ME A PHOTO OF DAMAGE.

Remember, friends.

First, 1 must reply immediately, so that customers can wait too long to make them mad and complain to your boss or higher level people. Second, 1 will use WE instead of I.

I suggest that in most cases, using WE is better than using I.

WE appears to be more PROFESSIONAL than you, because you represent 1 CO instead of you, of course, except those who fly alone.

Especially when complaining, WE says you have backstage!

Third, 1 must have photographs as evidence. As the saying goes, "without saying anything," who knows whether there is a problem with goods or a customer's malicious blackmail?

The meeting with production and inspection department is also very important. This meeting can let you know how much goods are having problems and how big the problem is. I once met with the production department that mixed up my pigments and made the wrong ratio.

If you know where the mistake is, you will be able to deal with it. I think people inside the company will conceal even less than the customers even if they want to hide it from you, that is to say, you always know more than the customers.

If you are a foreign trade company, you should contact the factory immediately and have a meeting to try to find out the problems. Of course, the main body of the conference is you and the factory.

If we find that it is indeed our duty to ask the other party for compensation, we must not speak for ourselves.

The other side has 1 advantages.

It is knowing where the bottom line is for compensation.

Bidding skills: when the other side is an expert and you are an amateur, ask the other party to bid first; when the other side is an amateur and you are an expert, ask the other party to bid first; when both sides are experts or are laymen, you must take the initiative to bid first.

This, we will gradually realize it.