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  • 0 楼#

    外贸连先生

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    外贸连
    以前我一直是把客户当成上帝来对待的,生怕客户不下单或者是取消订单,搞到自己很被动,和公司利益对立时还进退两难。俗话说人只有经历过才会成长的,阿连就是在老板的一位客户上成长的。

    那是一位孟加拉的客户,客户跟我们老板是多年好友,我就觉得什么事情都尽量满足客户。

    说实话这位客户的单子,如果是其他新客户,我们可能真的不会接,因为真的是没有钱赚,但是我们友谊在那里,所以我们还是彼此支持,接了单子,安排做单。

    客户开始的时候还是蛮配合的,但是他很情绪化,所以很多时候他有可能用一些你从来没有听过的粗话来说你。或者如果你不按照他的方式来走,他就会跟你说取消订单。

    刚开始的时候,我心里很忐忑,觉得客户生气了,得罪了客户,特别还是老板的朋友,这是作为一个销售的大忌吧。

    但随着客户的要求越来越过分,我已经把控不住了,只有找老板商量,老板看了我和客户的聊天记录,不但没有批评我,告诉我这位客户只是吓唬我的,还全力支持我用自己的方式去跟客户沟通,然后这单子有很多的问题老板还帮我支招处理了。

    其实现在回顾起来跟进客户的这个单子,充分的体现到我当时的沟通技巧非常稚嫩,在跟客户交流的时候,其实客户跟我们公司领导是朋友,这其实也是我们跟客户谈判的筹码。当时就是我自己没有把握好,所以跟这个客户谈判的时候,我一直都是处于被动的一方。另外这个客户的一些特殊要求,我们其他客户都没有的,要求我们特别做给他的,这些都是更好跟客户谈判的筹码。但我开始时就只懂追随,没有自己的想法。

    在这个订单后,我突然就长进了不少。一名销售除了谈判技巧之外,心理素质也一定要足够强大。在整个谈判过程中能够控制客户想法的,才是强大的表现。

    客户是上帝,满足客户的同时要记住学会引导客户。做不了的要明确告知客户,但同时我们可以指引客户我们有哪些是可以或者是特意是为客户做的,让他觉得自己赚了,这样相信客户会很愿意接受的。你的坦诚客户欣赏,你的机智客户放心。销售懂得引导性满足客户,往往比直接拒绝或满足容易让客户接受。

    对待上帝也不能只是一味的迁就,应时刻把公司给予客户的优势传递给客户,想办法让客户感到自己买得值了,达到双赢效果才是真正的赢。

    外贸连
    I always treated customers as God, fearing of not getting orders or canceling orders of customers. As a consequence, I was passive even in a dilemma when there were conflicts against company benefits. A saying goes that people will grow after experiences. I became more mature through the experience relating to a customer of my boss.

    That was a customer from Bangladesh getting well with my boss for many years. So I should satisfy him on everything, I thought.

    Actually, if he was a new customer, we weren't willing to accept such order for it is non-profit. But we supported each other for our friendship's sake. We accepted the order and managed to the production.

    In the beginning, the customer cooperated with me well. He was sentimental so sometimes he would blame me with coarse language. Or he might cancel this order if I disobeyed his idea.

    At first, I felt nervous because it was a blunder to annoy or offend customers especially my boss'friend.

    I couldn't bear with the excessive demands went too far and I asked my boss for help. My boss didn't blame me but supported me to communicate with customers in this way. She told me that the customer just frightened me when she saw the chatting records.

    It was true that my communication skills were not mature in this case. That was our bargain chip that the customer was our leader's friend when communicated with him. But I was the passive party on negotiation due to my uncertain control. Furthermore, some special requirements mentioned by this customer but never by others were our bargain chips as well because we meet his demands in particular. But I just followed without my own ideas.

    I became more mature after this order. An outstanding salesman should have excellent negotiation skills as well as strong psychological quality.

    Meet the needs of customers meanwhile we should guide them properly because customers are God. Inform customers of what you cannot do and guide them what we can do or particularly do for them. In this way, customers may be willing to accept when they think that they can get benefits. Customers may appreciate your honesty and are worry-free for your intelligence. It is more acceptable for customers if the salesman can meet customers in guidance than directly refuse or meet.

    We should always convey the advantages given by our companies to customers instead of making endless concessions and let customers regard it as a good bargain in their minds. It is a real win when win-win for both sides.
    老土的说一句,求点喜欢(下方)、求回复支持!!求关注!

  • 1 楼#

    名人堂de小二

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    你造福各位外贸网友啦!

  • 2 楼#

    天翔

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    好厉害,向你看齐。

  • 3 楼#

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    oh~~~bandeng

  • 4 楼#

    Youmie99

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    对的,新的业务一般都会这样的。

  • 5 楼#

    sminny

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    谢谢分享,写的很棒!

  • 6 楼#

    Tina Hengshun

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    本来就应该是平等的

  • 7 楼#

    cn209748598

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    有具体的谈判技巧么

  • 8 楼#

    cn1510432177

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  • 9 楼#

    cn1510982932

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    的确是这样呢

  • 10 楼#

    cn1510765648

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    good

  • 11 楼#

    cn1511325668

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    还需要强大的心理素质,这点值得深思

  • 12 楼#

    hginstrument

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    老厉害了

  • 13 楼#

    广州德荣家具有限公司

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    确实是需要强大的心里素质。赞同。

  • 14 楼#

    cn1512599769

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    学习了

  • 15 楼#

    cn1001740864

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    谢谢分享,期待具体的实战技巧的分享!赞楼主

  • 16 楼#

    萨克拉卖皮鞋

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    喜欢,感谢分享!

  • 17 楼#

    cn220007817

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    孟加拉的人是不是都这么不靠谱,我的孟加拉客人两年下了不到一万美金,但是我在他身上花的精力比一年下几十万订单的还多,现在他又要下一个一千多美金的小订单,而且要求40%TT,60%LC。果断被我拒绝了,我觉得我不能再惯着他了

  • 18 楼#

    cn1001065970

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    果然是大侠,受教育了。

  • 19 楼#

    cn1512039247

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    不卑不亢



  • 外贸连
    以前我一直是把客户当成上帝来对待的,生怕客户不下单或者是取消订单,搞到自己很被动,和公司利益对立时还进退两难。俗话说人只有经历过才会成长的,阿连就是在老板的一位客户上成长的。

    那是一位孟加拉的客户,客户跟我们老板是多年好友,我就觉得什么事情都尽量满足客户。

    说实话这位客户的单子,如果是其他新客户,我们可能真的不会接,因为真的是没有钱赚,但是我们友谊在那里,所以我们还是彼此支持,接了单子,安排做单。

    客户开始的时候还是蛮配合的,但是他很情绪化,所以很多时候他有可能用一些你从来没有听过的粗话来说你。或者如果你不按照他的方式来走,他就会跟你说取消订单。

    刚开始的时候,我心里很忐忑,觉得客户生气了,得罪了客户,特别还是老板的朋友,这是作为一个销售的大忌吧。

    但随着客户的要求越来越过分,我已经把控不住了,只有找老板商量,老板看了我和客户的聊天记录,不但没有批评我,告诉我这位客户只是吓唬我的,还全力支持我用自己的方式去跟客户沟通,然后这单子有很多的问题老板还帮我支招处理了。

    其实现在回顾起来跟进客户的这个单子,充分的体现到我当时的沟通技巧非常稚嫩,在跟客户交流的时候,其实客户跟我们公司领导是朋友,这其实也是我们跟客户谈判的筹码。当时就是我自己没有把握好,所以跟这个客户谈判的时候,我一直都是处于被动的一方。另外这个客户的一些特殊要求,我们其他客户都没有的,要求我们特别做给他的,这些都是更好跟客户谈判的筹码。但我开始时就只懂追随,没有自己的想法。

    在这个订单后,我突然就长进了不少。一名销售除了谈判技巧之外,心理素质也一定要足够强大。在整个谈判过程中能够控制客户想法的,才是强大的表现。

    客户是上帝,满足客户的同时要记住学会引导客户。做不了的要明确告知客户,但同时我们可以指引客户我们有哪些是可以或者是特意是为客户做的,让他觉得自己赚了,这样相信客户会很愿意接受的。你的坦诚客户欣赏,你的机智客户放心。销售懂得引导性满足客户,往往比直接拒绝或满足容易让客户接受。

    对待上帝也不能只是一味的迁就,应时刻把公司给予客户的优势传递给客户,想办法让客户感到自己买得值了,达到双赢效果才是真正的赢。

    外贸连
    I always treated customers as God, fearing of not getting orders or canceling orders of customers. As a consequence, I was passive even in a dilemma when there were conflicts against company benefits. A saying goes that people will grow after experiences. I became more mature through the experience relating to a customer of my boss.

    That was a customer from Bangladesh getting well with my boss for many years. So I should satisfy him on everything, I thought.

    Actually, if he was a new customer, we weren't willing to accept such order for it is non-profit. But we supported each other for our friendship's sake. We accepted the order and managed to the production.

    In the beginning, the customer cooperated with me well. He was sentimental so sometimes he would blame me with coarse language. Or he might cancel this order if I disobeyed his idea.

    At first, I felt nervous because it was a blunder to annoy or offend customers especially my boss'friend.

    I couldn't bear with the excessive demands went too far and I asked my boss for help. My boss didn't blame me but supported me to communicate with customers in this way. She told me that the customer just frightened me when she saw the chatting records.

    It was true that my communication skills were not mature in this case. That was our bargain chip that the customer was our leader's friend when communicated with him. But I was the passive party on negotiation due to my uncertain control. Furthermore, some special requirements mentioned by this customer but never by others were our bargain chips as well because we meet his demands in particular. But I just followed without my own ideas.

    I became more mature after this order. An outstanding salesman should have excellent negotiation skills as well as strong psychological quality.

    Meet the needs of customers meanwhile we should guide them properly because customers are God. Inform customers of what you cannot do and guide them what we can do or particularly do for them. In this way, customers may be willing to accept when they think that they can get benefits. Customers may appreciate your honesty and are worry-free for your intelligence. It is more acceptable for customers if the salesman can meet customers in guidance than directly refuse or meet.

    We should always convey the advantages given by our companies to customers instead of making endless concessions and let customers regard it as a good bargain in their minds. It is a real win when win-win for both sides.
    老土的说一句,求点喜欢(下方)、求回复支持!!求关注!



  • 你造福各位外贸网友啦!



  • 好厉害,向你看齐。



  • oh~~~bandeng



  • 对的,新的业务一般都会这样的。



  • 谢谢分享,写的很棒!



  • 本来就应该是平等的



  • 有具体的谈判技巧么






  • 的确是这样呢



  • good



  • 还需要强大的心理素质,这点值得深思



  • 老厉害了



  • 确实是需要强大的心里素质。赞同。



  • 学习了



  • 谢谢分享,期待具体的实战技巧的分享!赞楼主



  • 喜欢,感谢分享!



  • 孟加拉的人是不是都这么不靠谱,我的孟加拉客人两年下了不到一万美金,但是我在他身上花的精力比一年下几十万订单的还多,现在他又要下一个一千多美金的小订单,而且要求40%TT,60%LC。果断被我拒绝了,我觉得我不能再惯着他了



  • 果然是大侠,受教育了。



  • 不卑不亢


288 回复

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