What Should The Newcomers Of Foreign Trade Pay Attention To?

How to familiarise new foreign trade people more quickly

1, when the factory complains that the price is too high, the salesman always says "one cent" and "one cent".

Get into

2, if the guest says

3, do not over extend the existing performance to willing customers.

When a salesperson met a customer and talked about the price, he talked about how a big client was, and said that the order of another month 200K was also the price.

This way of talking is like sealing his own mouth. At that time, he felt that the customer had already eaten and had not given the dinner.

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.

5, the offer must be skilled.

Once encountered some factory business, the price is reported to be sky high (3~4 times higher than other factories!!), it is good to say that because of its excellent quality, it is very good to be asked where it is good. Besides, engineers are more aware that they do not know! The guests are not stupid. If the MP3 of the same capacity is higher than the price of SONY, who will be interested?

6, when receiving a guest's reply, it is necessary to reply in time, even if 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.

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.

8, do not say "no" to guests easily.

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.

9. When attending the exhibition, you can go on the first day, because in addition to the first day, most of the exhibitors do not have passion, 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.

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 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...

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11, about the quotation.

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?

12, about business skills.

If you want to be a real salesperson, you should pay attention to things other than foreign trade, that is, in addition to documents, customs declaration and so on, which only involve foreign trade.

Although the market and guests are different, business skills are interworking.

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.

14, the relationship between business and the boss.

When a salesperson negotiated with a factory, he obviously felt that he had a better time to talk with the boss than to talk with the business, because the business never knew where the boss was at the bottom line, which led to a problem.

Do not think that the boss lost the BOM list to you, that is to trust you, how to grasp the mentality of the boss, but also the business staff to learn, especially when the price is not close.

15, this article should be specially sent to the salesmen of the factory.

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.

16, 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.

17, in school, I 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.

18.

A customer contact list is very important. It's better to make a copy in your own OUTLOOK, and send out some new products every time, pull up quotations and so on, though it is only a matter of effort, but 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.

19, guests are also people, will also be confused, making mistakes and impolite, so for those who do not curse enough for indignation, they must be scolded and severely criticized. However, after scolding, they must call to explain that they are too young, impulsive and so on to comfort appropriately, not only in the chest, but also against the guests.

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.