1. What detours did you take in terms of customers?
1. Is my quotation professional? Many salespeople are so procrastinating when quoting, always asking questions (in their minds, you can't quote without specific requirements), so that customers rarely reply. In fact, you can quote according to the routine or the simplest situation of your own factory, or you can quote in several different ways, and indicate the relevant situation on the quotation-efficiency can give you a lot of points in front of customers. If customers think your price is acceptable, but the quotation conditions are not up to the requirements, they will tell you. The professionalism of the quotation is also reflected in the quotation. A beautiful, professional and specific quotation can add a lot of color to your quotation.
2. Do I know enough about the product myself? If you don't know enough about your products, you will gradually lose confidence in the process of communicating with customers; Efficiency becomes passive water, because you often ask others before you can reply to customers' questions. Product knowledge is the basis for you to do a good job in foreign trade.
3. Is my definition of customer too narrow? Many salespeople often have a narrow definition of customers. The customers in their eyes are often big foreign customers, customers in developed countries, and customers who can provide detailed requirements. In fact, many domestic and foreign trading companies are good customers, and their experience and channels can make you get twice the result with half the effort; The big customers in Europe and America are really attractive, but the market in some emerging countries is also very big; Don't look down on small orders, big orders often start with small orders; Some clients are unprofessional. What they need is your patience and cooperation. This customer is often very loyal after doing it. ...
2. What detours did you take for your factory?
1. Why is the production of my samples and bulk goods always delayed? The customer placed an order, and the delivery date given by the factory was 18 days. According to your own experience, you can tell customers to deliver the goods in 25 days (or other days), so you can often deliver the goods in advance, even if the factory is delayed for a few days, because you still deliver the goods on time in front of customers. On the other hand, you often have dinner, chat and blow water with colleagues in other departments of the factory, and some things are irrelevant to help them (sometimes how to blow water is also an art), then your relationship with them is very iron, and you will actively cooperate when making your goods or samples. I used to do this when I was in the factory. Because I have a good relationship with other departments, my big goods and samples are often given priority. My samples are often told to be ready in the morning and in the afternoon. Customers keep calling: good!
2. Why are my boss and clients dissatisfied with me? Some salesmen received an email from customers saying that the price was too expensive, so they ran to tell the boss that the price was too expensive, and the boss said that there was no profit and they would not reduce the price. Then the salesman ran to tell the customer that this is our lowest price and we can't reduce the price any more. After several times, the boss and customers are not satisfied with you, and you are quite wronged in the middle. My previous practice was to know the customer's situation clearly through the network before quoting, and then list the specific requirements of the customer and the details of the customer company to quote the boss, so that the boss's quotation is very targeted. After I get the boss's quotation, I often add 5%-30% to it according to my own experience, so I will negotiate with customers within this range of 5%-30% later, and I will often get the order on the basis of the boss's quotation. In this way, my boss and customers are very satisfied with me. Of course, this requires you to have a certain background and experience, and you can't blindly copy it.
3. Why are customers so hard to convince? Because customers have no confidence in you and your factory. First of all, I think you need to learn product knowledge and understand the advantages and disadvantages of your factory. Then you need to improve your quality and negotiation skills ... private efforts will eventually make others look at you with new eyes.