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  • 0 楼#

    外贸连先生

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    新年新气象,过完年回来,大家就要跟着阿连一起收拾好心情,为新的一年奋斗了。干巴爹!
    The New Year begins. Let us start a new state. After the holiday, we should adjust our state to fight for a new year. Come on!

    随着市场竞争越来越大,同行同质同类的产品也如雨后春笋,蜂拥而起。前些天看到客户发出了一句这样的感叹:So many factories making the same kind of product, how to place order to all? 我们业务在大多数时候都埋怨客户没有下单,为什么不选择给自己一个机会尝试自己的产品?其实客户在买,而业务同时在卖,如果业务所卖的东西能够MATCH上客户的买时,合作就是水到渠成的。那么在客户感叹到供应商产品类似的时候,业务该如何将自身产品的差异化凸显?
    As the market competition getting fiercer, a large amount of similar products appear. My customers had a sigh: So many factories making the same kind of product, how to place order to all? Most of us always complain no orders: why not give you a chance? Actually salesmen are selling while customers are buying. Once what they sell can match what customers are going to buy, they may reach cooperation. When customers have a sign that there are lots of similar products, how should salesmen highlight the product characteristics which differ from others?

    一、了解自身产品的较于同行的差异化
    Get to know the difference of our own products from peers

    这点是至关重要的。业务在陈述自身产品的差异化必须要多多少少了解同行的产品状况并较于他们自身产品的优劣势。正所谓知己知彼,虽然不能百战百胜,但至少能够助于更好地与客户谈判。至于怎样能够了解到同行的资讯,上阿里巴巴平台上了解确实是个不错的选择。
    It is crucial. In the statement of product differentiation, the advantages and disadvantages of peer products must be clear. Knowing yourself as well as the enemy, although we cannot be ever-victorious, it is at least beneficial to negotiate with customers. As to the way to know peers’ information, Alibaba platform is a good choice.

    二、尽可能详细地给客户展示自身产品的差异
    Show customers the difference between your products as detailed as possible

    相信大部分业务在与客户介绍产品和讨价还价的过程中,总是一句”but the quality is different”就想说服客户,但其实这个这么笼统的说法,每个业务,每个供应商都是一样的说辞。难免会让客户觉得你是在黄婆卖瓜,自卖自夸。所以必须有更多的细节直接呈现给客户面前。譬如质量好体现在原材料使用的部分,还是产品造工部分?
    In introduction and negotiation, many of salesmen would like to persuade customers with a sentence “but the quality is different”, which is quite less specific because each supplier repeat the same statement. Hence, customers may think that you boast about yourself. The best method is to show better details to your customers, for example, what reflects the good quality, is it raw materials, or manufacture process?

    三、了解客户目前销售的产品,尽可能将客户目前没有的新款呈现给客户
    Get to know customers’ current products on sale, and recommend new products they never sold to customers

    业务可以多多通过B2B平台和客户的网页了解客户目前销售的产品。然后尝试给客户推荐其目前还没有的新款给客户来个耳目一新。因为如果你给客户推荐介绍同类别的SIMILAR产品,在目前合作开的供应商没有出现任何问题的情况下,客户真的会有心思对比考虑其他新的一无所知的供应商的产品吗?所以我们必须靠新款和客户并没有的款式来吸引他们。
    For salesmen, they can get to know customers’ current products from B2B or web pages, and then show them a refreshing sentiment by recommending new products that they never sold. We can imagine, if there is nothing wrong with their current suppliers but you still keep recommending similar products, will customers spare time to compare such a know-nothing supplier? Therefore, recommending new products and what they never sold is necessary.


    当然,如果真的是没有特别的新款的话,那么就将自身产品的一两个特征来个大写的突出。
    Of course, if you indeed have no special new models, you’d better highlight your products with one or two characteristics.
    四、价格竞争
    Price competition

    显然大部分会认为这个并不太好使,因为现在市面没有最低价格的产品,只有更低价格的。
    Apparently, most of you would think this is not a good way, because currently there is no the lowest but the lower price.


    难以在价格上脱颖而出啊!但是,供应商先要清楚自己所定位的客户群,市场,和自身产品的层次。然后与同行同层次的供应商在价格上做个对比,始终会有自身价格的优势所在的。
    It is difficult for us to be attractive by price! However, suppliers must know clearly about the positioning of the customer base, market, and the class of products, and then make a comparison on price with similar suppliers; there will always be the advantages of your own price.


    当然,尽管业务是凸显了自身的差异,也未必能够获取订单,但是至少给到客户的印象分是提高了不少。机会还是会有的!
    Of course, although differences are highlighted, salesmen may still not be able to get orders; at least we leave better impression on customers. There will always be chances!


    老土的说一句,求点喜欢(下方)、求回复支持!!!求关注!!!

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    1 楼#

    kf or tea

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    用户被禁言,该主题自动屏蔽!

  • 2 楼#

    名人堂de小二

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    我要代表圈妹奖励你么么哒一个!

  • 3 楼#

    哈萨克俄罗斯专线

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    你造福各位外贸网友啦!

  • 4 楼#

    cn1500383890

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    好象很高大上,很弄统

  • 5 楼#

    白兰地

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    谢谢分享了

  • 6 楼#

    cn1511759896

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    感谢您的分享

  • 7 楼#

    cn1511042510

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    一直关注外贸连

  • 8 楼#

    jzjiayu

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    谢谢分享!

  • 9 楼#

    cntecronsafety

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    我要代表圈妹奖励你么么哒一个!

  • 10 楼#

    cn1000711129

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    马克之

  • 11 楼#

    Merry_leung

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    谢谢分享

  • 12 楼#

    cn1512478567

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    写的真好,灰常有帮助,本宝宝在此叩谢了!

  • 13 楼#

    cn1517387342ldyi

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    谢谢分享

  • 14 楼#

    有一个菇凉

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    谢谢连哥分享

  • 15 楼#

    anney30510

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    说的很对,就是不够知已知彼,专业度不够

  • 16 楼#

    cn1516542939kqqn

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    金通生产磷酸氢钙,枸溶性磷只有4-9.66%远低于国家标准,客户拒绝收货,要索赔,害人又害己!

  • 17 楼#

    cnhbxinao

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    学习了,谢谢。以后还要继续分享经验啊

  • 18 楼#

    cn1000625363

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    谢谢分享~

  • 19 楼#

    cn1513403935

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  • 新年新气象,过完年回来,大家就要跟着阿连一起收拾好心情,为新的一年奋斗了。干巴爹!
    The New Year begins. Let us start a new state. After the holiday, we should adjust our state to fight for a new year. Come on!

    随着市场竞争越来越大,同行同质同类的产品也如雨后春笋,蜂拥而起。前些天看到客户发出了一句这样的感叹:So many factories making the same kind of product, how to place order to all? 我们业务在大多数时候都埋怨客户没有下单,为什么不选择给自己一个机会尝试自己的产品?其实客户在买,而业务同时在卖,如果业务所卖的东西能够MATCH上客户的买时,合作就是水到渠成的。那么在客户感叹到供应商产品类似的时候,业务该如何将自身产品的差异化凸显?
    As the market competition getting fiercer, a large amount of similar products appear. My customers had a sigh: So many factories making the same kind of product, how to place order to all? Most of us always complain no orders: why not give you a chance? Actually salesmen are selling while customers are buying. Once what they sell can match what customers are going to buy, they may reach cooperation. When customers have a sign that there are lots of similar products, how should salesmen highlight the product characteristics which differ from others?

    一、了解自身产品的较于同行的差异化
    Get to know the difference of our own products from peers

    这点是至关重要的。业务在陈述自身产品的差异化必须要多多少少了解同行的产品状况并较于他们自身产品的优劣势。正所谓知己知彼,虽然不能百战百胜,但至少能够助于更好地与客户谈判。至于怎样能够了解到同行的资讯,上阿里巴巴平台上了解确实是个不错的选择。
    It is crucial. In the statement of product differentiation, the advantages and disadvantages of peer products must be clear. Knowing yourself as well as the enemy, although we cannot be ever-victorious, it is at least beneficial to negotiate with customers. As to the way to know peers’ information, Alibaba platform is a good choice.

    二、尽可能详细地给客户展示自身产品的差异
    Show customers the difference between your products as detailed as possible

    相信大部分业务在与客户介绍产品和讨价还价的过程中,总是一句”but the quality is different”就想说服客户,但其实这个这么笼统的说法,每个业务,每个供应商都是一样的说辞。难免会让客户觉得你是在黄婆卖瓜,自卖自夸。所以必须有更多的细节直接呈现给客户面前。譬如质量好体现在原材料使用的部分,还是产品造工部分?
    In introduction and negotiation, many of salesmen would like to persuade customers with a sentence “but the quality is different”, which is quite less specific because each supplier repeat the same statement. Hence, customers may think that you boast about yourself. The best method is to show better details to your customers, for example, what reflects the good quality, is it raw materials, or manufacture process?

    三、了解客户目前销售的产品,尽可能将客户目前没有的新款呈现给客户
    Get to know customers’ current products on sale, and recommend new products they never sold to customers

    业务可以多多通过B2B平台和客户的网页了解客户目前销售的产品。然后尝试给客户推荐其目前还没有的新款给客户来个耳目一新。因为如果你给客户推荐介绍同类别的SIMILAR产品,在目前合作开的供应商没有出现任何问题的情况下,客户真的会有心思对比考虑其他新的一无所知的供应商的产品吗?所以我们必须靠新款和客户并没有的款式来吸引他们。
    For salesmen, they can get to know customers’ current products from B2B or web pages, and then show them a refreshing sentiment by recommending new products that they never sold. We can imagine, if there is nothing wrong with their current suppliers but you still keep recommending similar products, will customers spare time to compare such a know-nothing supplier? Therefore, recommending new products and what they never sold is necessary.


    当然,如果真的是没有特别的新款的话,那么就将自身产品的一两个特征来个大写的突出。
    Of course, if you indeed have no special new models, you’d better highlight your products with one or two characteristics.
    四、价格竞争
    Price competition

    显然大部分会认为这个并不太好使,因为现在市面没有最低价格的产品,只有更低价格的。
    Apparently, most of you would think this is not a good way, because currently there is no the lowest but the lower price.


    难以在价格上脱颖而出啊!但是,供应商先要清楚自己所定位的客户群,市场,和自身产品的层次。然后与同行同层次的供应商在价格上做个对比,始终会有自身价格的优势所在的。
    It is difficult for us to be attractive by price! However, suppliers must know clearly about the positioning of the customer base, market, and the class of products, and then make a comparison on price with similar suppliers; there will always be the advantages of your own price.


    当然,尽管业务是凸显了自身的差异,也未必能够获取订单,但是至少给到客户的印象分是提高了不少。机会还是会有的!
    Of course, although differences are highlighted, salesmen may still not be able to get orders; at least we leave better impression on customers. There will always be chances!


    老土的说一句,求点喜欢(下方)、求回复支持!!!求关注!!!


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    用户被禁言,该主题自动屏蔽!



  • 我要代表圈妹奖励你么么哒一个!



  • 你造福各位外贸网友啦!



  • 好象很高大上,很弄统



  • 谢谢分享了



  • 感谢您的分享



  • 一直关注外贸连



  • 谢谢分享!



  • 我要代表圈妹奖励你么么哒一个!



  • 马克之



  • 谢谢分享



  • 写的真好,灰常有帮助,本宝宝在此叩谢了!



  • 谢谢分享



  • 谢谢连哥分享



  • 说的很对,就是不够知已知彼,专业度不够



  • 金通生产磷酸氢钙,枸溶性磷只有4-9.66%远低于国家标准,客户拒绝收货,要索赔,害人又害己!



  • 学习了,谢谢。以后还要继续分享经验啊



  • 谢谢分享~





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