The mechanical industry salesman must learn: 20 experiences for newcomers to find customers

When I first entered the company, the supervisor gave me three sentences:

1. You never know what your guests are thinking (so don't bother to guess);

2. You never know what you're doing right (so don't shy away from doing things);

3. You never know what your customers are today and you will be a competitor tomorrow (so no matter how good the relationship is, some things should be kept confidential).

1. When a guest complains that the price is too high at the factory, I always say a penny and a piece of goods and reply with good quality. After entering the trading company, I learned that the price is the hard truth, especially the big guests. The consideration of price is definitely higher than the consideration of quality. And do not think that others can't do the price they can't do. You can get a penny for you here, and half the money for other factories. Taking the electronics factory as an example, there are more than 3,000 large and small in one place in Dongguan, Guangdong, and the choice of guests is very large. Therefore, when guests threaten to switch their orders without lowering their prices, do not think that they cannot transfer their prices at all.

2. If you say you want to audit the factory, your chance will come. Don't bother. Only big customers will check the factory before placing orders.

3. Don't oversold your current customers with your wishes. I once encountered some business. When I talked about the price, I talked about how one of his big customers was. I said that the order for 200K people for one month is also the price. This way of talking is tantamount to sealing my mouth. At that time, I felt that he had already eaten and gave him food.

4, promised to be done, even if it can not be completed but also to tell the guests in advance, do not drag the guests to ask before they say. Integrity is too important, not only the company, personal integrity is also very important, even if the list is not made, at least to maintain the integrity in front of guests, whether it is for the business, or for their own future development will be of great benefit.

5, quotations should have skills. Because some factory operations actually report prices to a sky high (3 to 4 times higher than other plants!!), I also have the nerve to say that I am because of the high quality. I asked where I am really good. I also said that the engineers are quite clear. Do not know!! Guests are not stupid, if the same capacity of MP3, quote is higher than SONY, who would be interested?

6. When replying to the customer's news, please reply in time. Even a reply in a popular format will let guests know the efficiency of your service and respect for the guests. Sometimes when you think about how to reply, the guests have already flown off the quotation. This is particularly important for those who advertise on Alibaba or Global Sources and have a large number of daily trading services.

7, business SENSE is essential. This thing is more difficult to describe, simply to be able to find out what the most important factor is when guests consider whether to place an order. I once lost a $5 million bill. The specific reason was inconvenient to explain. But at that time, just making a phone call to clarify was OK. I didn't notice the importance of this call. As a result, the list was robbed by others and I was depressed for quite a while.

8, do not easily say "no" to the guests. Sleek handling is a good choice. For example, the target price of the guest is really not to be able to do it, it can be said that "I will help you and the boss to fight for it", or recommend products that can reach the target price to the guests.

9. When I participated in the exhibition, I most like to go on the first day, because except for the first day, most of the exhibitors did not have the passion for the business, and the price for the guests was almost exhausted. Those who think they have eye-catching eyes treat the guests differently. These are all fatal. Just a few days after the show, please give us 12 points and give each guest a good impression on your booth.

10, sitting in the office, repeating the same work, send e-mail, receive e-mail ... ... a lot of people did not have orders for several months, even a little clues are not. I believe that most salesmen have experienced such a situation. I had such a confusion when I was at the factory. I came to a trading company and I realized that the original client development had no purpose, that is, it did not focus on the key customers at all, but it was a general connection. It was naturally difficult to achieve results. To do business, before e-mailing new customers, be sure to confirm that your e-mail is valuable to the guest. For example, if you are a small, inexpensive gift and you want to develop the U.S. market, you need to know that the target guests are WAL-MART, DOLLARTREE, DOLLARGENERAL.... To do the stationery, you need to know that the target guests are OFFICEMAX, OFFICEDEPOT... Doing home appliances. It is necessary to know that CIRCUITCITY, RADIOSHACK, STAPLES ... These guests as long as the capture of a family, the business is enough for the boss laugh for a few months.

11. Questions about quotation. Most of the customers now have their own quoting format, which is convenient for comparison. However, the business of the factory cannot be understood or even lazy. It is always not timely, complete, and correct. It always feels that its quotation is OK and does not need to be filled in again. So complicated. However, standing on the guest's position, if a factory's business personnel, even simple quotes do not work well, how can you trust the order to you?

12. Questions about business skills. If everybody wants to become a real business, we must pay attention to things other than foreign trade. I mean things that foreign trade will only involve in documents, customs declarations, and so on. We must also learn business skills from domestic sales personnel. I have also made posts in this regard before, but I have not received widespread recognition. In my practice, I deeply feel how foreign trade businesses do business, and the business sense is much worse than the domestic sales staff. Although people face different markets and guests, business skills are interoperable. (PS. My LP is working in the world's largest trading company and is recognized as one of the gold salespersons. I am learning business skills with the help of LP.) 13. About payment methods. To make a foreign trade business, the risk of payment is high. Therefore, when considering the payment method, we must first pay attention to controlling the risk. This principle is understood by everyone. Then, if the payment method of the guest conflicts with your risk control and affects the transaction, how can it be affected? Get orders and make sure you receive money. I only have a stupid way to go to the China Export Credit Insurance Corporation. Although the procedures are complicated, once it is underwritten, it is absolutely safe.

14, business and boss relations. When I negotiated with the factory, I clearly felt that talking with the boss and talking about the business had an effect because the business never knew where the bottom line of the boss was. This brought a question of how much the business should know when preparing the negotiations. Do not think that the owner of the BOM single thrown to you, is to trust you, how to grasp the boss's state of mind, but also the clerk to learn things, especially when the price is not talked about.

15. This item should be sent to the salesman of the factory. Because in my experience, the service of the factory, especially the big factory, has a poor sense of service. The service I said was not to say that the guests had come to pour tea, but rather that in the daily communication and handling issues with the guests, we must not only do a good job of products, but also have a good sense of service. For example, I want a business to help me deal with the sample. He was bothered when he was doing it and complained that I was the most annoying one among his guests. Just think, if the hotel waiter complains to guests while pouring tea, can he still do it? Here we must remind some young women business, do not play in front of guests Miss temper or spoiled, even if the usual relationship with the guests can not be good, foreign trade business is rigorous, meticulous style, must not show a small woman in front of guests Face.

16, some marketing books now emphasize that when salespersons meet customers, they must be neither haughty nor humble. However, many businesses have only done so far and are cool to customers. Cool enough, no matter how many questions are asked, I don’t even understand the basic conditions of the factory, and put on a “your problem is really funny” expression. It seems that it is easy to be not humble, but at the same time it is not so simple.

17. In school, I also learned some marketing courses. The contents of psychology are also involved. But now it seems that those things are not something that people of my generation who have few years of social experience can master, especially to do it. Foreign trade, originally human relations are relatively simple, it is impossible to accurately grasp the guests' psychological in the negotiations. Therefore, if there are not enough complicated ideas, don't waste time and energy guessing what the guests are thinking about, let alone making any judgments based on guesswork. All judgments must be based on facts. A customer contact list is very important, it is best to make a copy of your own OUTLOOK, send some new products every time, pull quotes like, although it is only a matter of hand, but it can let the guests to you Keep an impression. In fact, the valued guests are limited. After passing through the preliminary nets and screenings, how to make potential customers become the first priority when placing orders, and letting guests maintain your impression is the first step to success. .

19, guests are also people, will be faint and make mistakes, it will be impolite, so for those who are not satisfied with the public anger, guests must be embarrassed, but also want to embarrassment, but after the embarrassment, must call Explaining that he is too young and more appropriate to pacify like an impulse, he neither suffocates his chest nor sins the guest.

20. When I was doing business at the factory, I often felt that procurement and finance were harder to deal with than the guests. A lot of time and energy were spent on internal consumption. Now think of it, to get the company's internal support, we must always pay attention to do a good job of interpersonal relationships, and avoid being arrogant and arrogant.