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    C

    外贸连先生

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    第一期的广交会转眼间已经结束了,市场情况的好坏相信大家心中已有定数,有人欢喜有人愁。不过,无论收获如何,阿连相信各位参加了广交会的连粉都从参展这个宝贵的经历中学习到了很多,收获到比订单更重要东西。


    阿连也参加了本届广交会并走访了很多场馆的众多摊位,在这个过程中,阿连见识了很多资深业务员谈判的“深厚功力”,也看到了不少稚嫩业务员的“虾碌”(状况百出)瞬间。对此,为了让大家注意到问题所在,阿连把看到的问题和解决的办法整理出来,让准备参加第二第三期的小伙伴们引以为鉴咯:


    1.报价前没拿名片


    这是不少业务员经常出现的问题。有时因为摊位上的客户多,业务员没忙得过来,对于一些客户的报价,业务们没有留下客户名片或任何联系资料就把价格报出去,让一个又一个潜在客户从身边溜走。


    这是一个值得所有业务员重视的问题。因为我们参展的最主要目的就是获得更多客户资源,如果我们连客户信息都没有留住,我们谈何展后跟进?作为一名专业的业务员,报价前必须先得到客户的名片或联系方式,并做好报价记录,这样就算客户因价格太高当场拒绝,我们也能在参展后再联系跟踪,说不定下一张单就从这里出来了。


    面对一些说名片已经派完的客户,我们可以让客户写下邮箱地址或电话,而不要轻易“放走”一个前来的客户。


    2.报价时间太长


    很多业务在客户询问报价后,都会使劲儿翻看报价资料或自己已经写上报价的目录册。但对于一些产品较多的业务员,这就不是一项容易的工作了。当有客户报价的时候,一些紧张的业务就开始使劲翻,但又迟迟没有翻对页,让客户在那边久久等候。


    这其实反映了一个问题:业务员对产品报价不熟悉。就算产品种类再多,业务员也应该对产品及其报价有一定的掌握,就算不能清晰记住每个型号的报价,但是也应该对写有每个型号报价的位置了如指掌,在客户问价的时候能迅速找到报价,并做到从容淡定,表现出专业业务员应有的从容不迫。


    3.没有做好报价记录


    有的业务员报价出去之后并没有在本子上记录下报出的价格,也没有记录清楚报价的条件(客户市场、认证、插头等),阻碍了以后的跟进工作。


    这是业务员的大忌。对于每个报过价的客户,我们必须清晰知道客户的要求和报价的条件,方便在日后跟进中针对客户要求做更深入的交流。


    4.接待客户欠缺主动


    阿连发现,在一些摊位,业务员们纷纷坐在椅子上聊天,当看到有客户进摊时,并没有主动上前接待,主动推介,而是等客户开口询问并需要介绍时,业务员才缓缓上前接待。


    这不应该是业务员参展的态度。广交会是贸易界难得的盛会,有幸参展的业务们应该好好珍惜这样的机会,把握每一个进馆的客户,因为这是你跟客户面对面直接交流的最好机会,也是你冲业绩的黄金机会。


    一年两届的广交会是外贸人心向往之的交流盛会,也是外贸人感知国际市场状况的最直接渠道。在这个难得盛会,每位业务员都应该好好珍惜,抓住机会,为自己的业绩冲上另一个台阶。广交会,大家都在为其奋斗着,越努力,越幸运这句话充分印证着大家“累,并快乐着”的心情。


    在此,阿连祝每位外贸人在广交会中都收获好成绩!



    原创作品,欢迎转载,请标明出处:外贸连(微信号:LWG-8888)
    外贸连
    The first phase of Canton Fair has ended. Whether the market is good or not I believe you have already had answer in mind. Some people are happy while some are not. But, no matter how much you have received, I believe that everyone who has participated in Canton Fair must learn a lot from this precious experience, gaining something more important than order.


    I also have attended this Canton Fair and visited many booths. In this process, I saw many senior salesman’s “profound” negotiation skill, and some young salesmen’s mistake-making moment. In order to attract your attention to this problem, I have listed the problems I saw and the solutions to let those who attend the second and third phase fair learn a lesson from it.


    1.Do not take business card before quote


    This is a problem comes up a lot. Sometimes salesmen are too busy to receive so many clients so they forget to leave any name card of contacts of customers and then quote the price, letting potential customers slipping away one by one.


    This is a problem that deserves all salesmen’s attention. Getting more customers resource is the main purpose that we attend the exhibition and if we don’t keep customer’s information, how could we follow up with after exhibition? So, as a professional salesman,we have to get customer’s business card or contact information before quoting, and make the quotation record. In this way, even if customer refused at that time because of high price, we can contact and follow after exhibition. Maybe there lies the next order.


    Facing those who say his business card having been sending out, we can let him write down his E-mail or phone number, but not just let him go away.


    2.Take long time to quote


    Many salesmen will browse the quotation data or catalog that has written down the price after customer ask for a quote. But for a salesman who has many products, it’s not an easy job. When customer asks about quotation, some salesman begins nervous and turns over the quotation data, but takes long time to find the right page, making customer waiting for a long time.


    Actually, it reflects a problem that the salesman is unfamiliar with with product’s price. Even if there’s many product types, salesman must have certain mastery to product and it’s quotation. Even though you can’t remember every model’s quotation clearly, you have to know where it is, then you can find it quickly when customer asks about the quotation, showing the calmness of a professional salesman.


    3.Do not mark the quotation record


    Some salesmen don’t record the price they quote after quotation, neither do the quotation terms (customer’s market, certification, plug ,etc) clearly, which will hinder the follow-up.


    It’s also the taboo for salesman. For every customer we have quoted, we have to know clearly about customer’s requirement and terms which will be more convenient for further follow-up.


    4.Do not active enough when receiving customers


    I found that in some booths, salesmen chat with each other, sitting in the chair. When there’s a customer coming, they won’t come to receive and recommend actively. They would only come slowly to customer when he asks.


    This shouldn’t be the attitude of a salesman. Canton Fair is a rare event in trade circles. Salesman who has the pleasure to participate in this exhibition should cherish this opportunity and seize every customer, because it’s the best chance that you can chat with customers face to face and it is also the golden chance for pushing your sales performance.


    Canton Fair, one year two session, is the exhibition that every foreign trader yearning, and it is also the direct channel for foreign traders to know about the international market. In this exhibition, every salesman should cherish and seize this chance, to develop to another level. Canton Fair, it is we are fighting for it. “The harder we work, the luckier we will be”, it fully confirm our feelings of “ tired but happy”.


    Here, I wish everyone can gain good result in the Canton Fair.



    Original works,welcome to repost, plesae mark the source:外贸连(Wechat ID:LWG-8888)


    老土的说一句,求点喜欢(下方)、求回复支持!!求关注!

  • 1 楼#

    cn1500499976

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    楼主各个小点应该用过去时比较恰当

  • 2 楼#

    点石成金-c_小菜

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    本人英语渣渣,表示涨姿势了!  

  • 3 楼#
    C

    外贸连先生

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    cn1500499976:楼主各个小点应该用过去时比较恰当回到原帖
    谢谢你,阿连当时考虑的是这是大家普遍存在的问题,所以用了现在时。不过站在另一个角度,这也确实发生在过去,你的意见也是有道理的,感谢你宝贵的意见。

  • 4 楼#

    cn1001808121

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    接待客户欠缺主动

  • 5 楼#

    cn1512042612

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    32个赞

  • 6 楼#

    势利眼

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    100个赞!!~

  • 7 楼#

    IAM

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    有好多忽略的地方。

  • 8 楼#

    你连跳舞都不会

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    喜欢喜欢!~

  • 9 楼#

    困境

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    为你点赞。

  • 10 楼#

    外贸士

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    受用了!

  • 11 楼#

    aliang

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    谢谢啊连为我们提出问题所在

  • 12 楼#

    shiwen199509

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    每次都能讲到重点,赞!

  • 13 楼#

    chenrice

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    确实忘拿名片了、、、、

  • 14 楼#

    cn1513130211

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    还中英文对照,强!

  • 15 楼#

    Julie@FCG

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    cn1510860497:谢谢你,阿连当时考虑的是这是大家普遍存在的问题,所以用了现在时。不过站在另一个角度,这也确实发生在过去,你的意见也是有道理的,感谢你宝贵的意见。回到原帖
    用过去式比较好。
    Do not...祈使语气,就成了 “不要....."
    Do not take business card before quote 报价前不要索取名片~
    容易引起误解(光看标题的时候)
    因为这是总结这次广交会业务员存在的问题,用过去式更恰当
    Didn't ... 或者直接用Not  也不错。
    比方说 Not active enough when receiving customers.../Not taking name cards before quote...

  • 16 楼#

    Julie@FCG

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    cn1510860497:谢谢你,阿连当时考虑的是这是大家普遍存在的问题,所以用了现在时。不过站在另一个角度,这也确实发生在过去,你的意见也是有道理的,感谢你宝贵的意见。回到原帖
    很喜欢你每次发双语的帖子,但是我一般是直接看英文,看不懂的地方才看中文的

  • 17 楼#

    cn1511592609

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    谢谢分享!

  • 18 楼#

    qdnaita

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    1.Do not take business card before quote
    2.Take long time to quote
    3.Do not mark the quotation record
    4.Do not active enough when receiving customers

  • 19 楼#

    cn1501492684

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    对于展会上的客人,主动出击搭讪怎么看呢?好像很多客人都会反感。。可是不主动出击搭讪的话又很少人进来展位~~



  • 第一期的广交会转眼间已经结束了,市场情况的好坏相信大家心中已有定数,有人欢喜有人愁。不过,无论收获如何,阿连相信各位参加了广交会的连粉都从参展这个宝贵的经历中学习到了很多,收获到比订单更重要东西。


    阿连也参加了本届广交会并走访了很多场馆的众多摊位,在这个过程中,阿连见识了很多资深业务员谈判的“深厚功力”,也看到了不少稚嫩业务员的“虾碌”(状况百出)瞬间。对此,为了让大家注意到问题所在,阿连把看到的问题和解决的办法整理出来,让准备参加第二第三期的小伙伴们引以为鉴咯:


    1.报价前没拿名片


    这是不少业务员经常出现的问题。有时因为摊位上的客户多,业务员没忙得过来,对于一些客户的报价,业务们没有留下客户名片或任何联系资料就把价格报出去,让一个又一个潜在客户从身边溜走。


    这是一个值得所有业务员重视的问题。因为我们参展的最主要目的就是获得更多客户资源,如果我们连客户信息都没有留住,我们谈何展后跟进?作为一名专业的业务员,报价前必须先得到客户的名片或联系方式,并做好报价记录,这样就算客户因价格太高当场拒绝,我们也能在参展后再联系跟踪,说不定下一张单就从这里出来了。


    面对一些说名片已经派完的客户,我们可以让客户写下邮箱地址或电话,而不要轻易“放走”一个前来的客户。


    2.报价时间太长


    很多业务在客户询问报价后,都会使劲儿翻看报价资料或自己已经写上报价的目录册。但对于一些产品较多的业务员,这就不是一项容易的工作了。当有客户报价的时候,一些紧张的业务就开始使劲翻,但又迟迟没有翻对页,让客户在那边久久等候。


    这其实反映了一个问题:业务员对产品报价不熟悉。就算产品种类再多,业务员也应该对产品及其报价有一定的掌握,就算不能清晰记住每个型号的报价,但是也应该对写有每个型号报价的位置了如指掌,在客户问价的时候能迅速找到报价,并做到从容淡定,表现出专业业务员应有的从容不迫。


    3.没有做好报价记录


    有的业务员报价出去之后并没有在本子上记录下报出的价格,也没有记录清楚报价的条件(客户市场、认证、插头等),阻碍了以后的跟进工作。


    这是业务员的大忌。对于每个报过价的客户,我们必须清晰知道客户的要求和报价的条件,方便在日后跟进中针对客户要求做更深入的交流。


    4.接待客户欠缺主动


    阿连发现,在一些摊位,业务员们纷纷坐在椅子上聊天,当看到有客户进摊时,并没有主动上前接待,主动推介,而是等客户开口询问并需要介绍时,业务员才缓缓上前接待。


    这不应该是业务员参展的态度。广交会是贸易界难得的盛会,有幸参展的业务们应该好好珍惜这样的机会,把握每一个进馆的客户,因为这是你跟客户面对面直接交流的最好机会,也是你冲业绩的黄金机会。


    一年两届的广交会是外贸人心向往之的交流盛会,也是外贸人感知国际市场状况的最直接渠道。在这个难得盛会,每位业务员都应该好好珍惜,抓住机会,为自己的业绩冲上另一个台阶。广交会,大家都在为其奋斗着,越努力,越幸运这句话充分印证着大家“累,并快乐着”的心情。


    在此,阿连祝每位外贸人在广交会中都收获好成绩!



    原创作品,欢迎转载,请标明出处:外贸连(微信号:LWG-8888)
    外贸连
    The first phase of Canton Fair has ended. Whether the market is good or not I believe you have already had answer in mind. Some people are happy while some are not. But, no matter how much you have received, I believe that everyone who has participated in Canton Fair must learn a lot from this precious experience, gaining something more important than order.


    I also have attended this Canton Fair and visited many booths. In this process, I saw many senior salesman’s “profound” negotiation skill, and some young salesmen’s mistake-making moment. In order to attract your attention to this problem, I have listed the problems I saw and the solutions to let those who attend the second and third phase fair learn a lesson from it.


    1.Do not take business card before quote


    This is a problem comes up a lot. Sometimes salesmen are too busy to receive so many clients so they forget to leave any name card of contacts of customers and then quote the price, letting potential customers slipping away one by one.


    This is a problem that deserves all salesmen’s attention. Getting more customers resource is the main purpose that we attend the exhibition and if we don’t keep customer’s information, how could we follow up with after exhibition? So, as a professional salesman,we have to get customer’s business card or contact information before quoting, and make the quotation record. In this way, even if customer refused at that time because of high price, we can contact and follow after exhibition. Maybe there lies the next order.


    Facing those who say his business card having been sending out, we can let him write down his E-mail or phone number, but not just let him go away.


    2.Take long time to quote


    Many salesmen will browse the quotation data or catalog that has written down the price after customer ask for a quote. But for a salesman who has many products, it’s not an easy job. When customer asks about quotation, some salesman begins nervous and turns over the quotation data, but takes long time to find the right page, making customer waiting for a long time.


    Actually, it reflects a problem that the salesman is unfamiliar with with product’s price. Even if there’s many product types, salesman must have certain mastery to product and it’s quotation. Even though you can’t remember every model’s quotation clearly, you have to know where it is, then you can find it quickly when customer asks about the quotation, showing the calmness of a professional salesman.


    3.Do not mark the quotation record


    Some salesmen don’t record the price they quote after quotation, neither do the quotation terms (customer’s market, certification, plug ,etc) clearly, which will hinder the follow-up.


    It’s also the taboo for salesman. For every customer we have quoted, we have to know clearly about customer’s requirement and terms which will be more convenient for further follow-up.


    4.Do not active enough when receiving customers


    I found that in some booths, salesmen chat with each other, sitting in the chair. When there’s a customer coming, they won’t come to receive and recommend actively. They would only come slowly to customer when he asks.


    This shouldn’t be the attitude of a salesman. Canton Fair is a rare event in trade circles. Salesman who has the pleasure to participate in this exhibition should cherish this opportunity and seize every customer, because it’s the best chance that you can chat with customers face to face and it is also the golden chance for pushing your sales performance.


    Canton Fair, one year two session, is the exhibition that every foreign trader yearning, and it is also the direct channel for foreign traders to know about the international market. In this exhibition, every salesman should cherish and seize this chance, to develop to another level. Canton Fair, it is we are fighting for it. “The harder we work, the luckier we will be”, it fully confirm our feelings of “ tired but happy”.


    Here, I wish everyone can gain good result in the Canton Fair.



    Original works,welcome to repost, plesae mark the source:外贸连(Wechat ID:LWG-8888)


    老土的说一句,求点喜欢(下方)、求回复支持!!求关注!



  • 楼主各个小点应该用过去时比较恰当



  • 本人英语渣渣,表示涨姿势了!  



  • cn1500499976:楼主各个小点应该用过去时比较恰当回到原帖
    谢谢你,阿连当时考虑的是这是大家普遍存在的问题,所以用了现在时。不过站在另一个角度,这也确实发生在过去,你的意见也是有道理的,感谢你宝贵的意见。



  • 接待客户欠缺主动



  • 32个赞



  • 100个赞!!~



  • 有好多忽略的地方。



  • 喜欢喜欢!~



  • 为你点赞。



  • 受用了!



  • 谢谢啊连为我们提出问题所在



  • 每次都能讲到重点,赞!



  • 确实忘拿名片了、、、、



  • 还中英文对照,强!



  • cn1510860497:谢谢你,阿连当时考虑的是这是大家普遍存在的问题,所以用了现在时。不过站在另一个角度,这也确实发生在过去,你的意见也是有道理的,感谢你宝贵的意见。回到原帖
    用过去式比较好。
    Do not...祈使语气,就成了 “不要....."
    Do not take business card before quote 报价前不要索取名片~
    容易引起误解(光看标题的时候)
    因为这是总结这次广交会业务员存在的问题,用过去式更恰当
    Didn't ... 或者直接用Not  也不错。
    比方说 Not active enough when receiving customers.../Not taking name cards before quote...



  • cn1510860497:谢谢你,阿连当时考虑的是这是大家普遍存在的问题,所以用了现在时。不过站在另一个角度,这也确实发生在过去,你的意见也是有道理的,感谢你宝贵的意见。回到原帖
    很喜欢你每次发双语的帖子,但是我一般是直接看英文,看不懂的地方才看中文的



  • 谢谢分享!



  • 1.Do not take business card before quote
    2.Take long time to quote
    3.Do not mark the quotation record
    4.Do not active enough when receiving customers



  • 对于展会上的客人,主动出击搭讪怎么看呢?好像很多客人都会反感。。可是不主动出击搭讪的话又很少人进来展位~~


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