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  • 0 楼#

    外贸连先生

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    外贸连 在论坛上和后台里,总会有新入行的外贸同行跟我沟通一些行业上遇到的问题,例如问我怎么发开发信,怎么样跟客户沟通,发了开发信客户没有回复怎么办,一个月没有询盘很无聊,不知道该做什么。每个人都有成长的阶段,你真的对自己的产品了解吗?你会把工作由被动变成主动吗?你有研究过自己工作有没有做对或者应该怎么做吗?


    阿连刚入行时,公司分配了客户给我跟进。那时觉得很新鲜,很有挑战性。根据之前的销售前辈传授的经验,我斗志昂扬的每天发着开发信,想着怎么样去修改闪光点的邮件标题,吸引客户点开我的邮件,同时在试验找一个合适的发信时间,更容易得到客户回复的。终于不负有心人,我得到了一个来自新加坡的客户的回复。他是新加坡籍华人,是一家贸易公司的经理,为客户采购各种商品出口到新加坡。他给我发了询盘,我也给他报了价,还安排了样板给他。按照外贸的常规,要是报价之后,客户要求样板,只要公司产品的质量过关,这张单应该也是稳稳的了。


    而我,在这之前都以为自己非常了解公司的产品而且充满信心的。于是我开始等着客户的好消息了。


    三天之后,我给客户发了邮件,问他样板情况,为了方便沟通,他也给了我他的Q*Q号。于是,我们便在Q*Q上展开了无障碍交流。客户给我发来了两份样板的检测报告,上面写满参数和测试项目。他问了我很多技术上的问题,什么保险丝温度,磁性开关的温度,我一下子就蒙了。这么深入的问题我根本答不上。客户还说我们产品的电源线上刻少了认证报告上标记的电流,出口到他们国家是不行的。然后就是一大串一大串的解释和抓狂。上一条问题我还没答上,下一条问题又来了,无助之下,我只有向总监求救。我把客户问题逐条发给总监,总监很耐心的帮我解答。但是,客户好像总有问不完的问题,让我也不禁开始质疑自己的产品,是不是真的有那么多问题。但是当我把客户的这些问题转给总监的时候,她总是不慌不忙地解答出来,教我怎么跟客户解释。但是我的解释客户似乎不太接受,还说我不专业,什么都不懂,不想跟我说了。然后转而就是对我总是不懂问题严重对我的不满。


    在接下来的沟通里,只要我回复慢了几分钟,他就会不停在Q*Q上问我,有没有听懂他的话,然后又是一大串一大串“教育”我的话。后来,在所有其他问题解决后,客户就一直纠结在电源线上刻的型号少了电流,与报告上显示的不一样。我们咨询了工厂的工程师,他们说这是不影响的,供应商那边本来就是没有标记的。后来,就这个问题,客户不停在Q*Q上问我解决方法。他的Q*Q头像成为我的“梦魇”。后来,总监见我如此担惊受怕,就直接帮我跟客户沟通解释了。最后,客户下单了。


    如果没有遇上这个客户,可能我对自己的产品会一直停留在表面的产品知识上,但庆幸让我遇见他。后来回想起来,我觉得在和客户的沟通过程中,业务首先要了解自己的产品,对自己的产品有信心,不要被客户质疑了两句就慌了。更不要错误的认为这些应该是技术问题,应该由技术负责解答,我们作为销售人员就应该透彻的了解自己的产品,这样才能给到专业和信心给客户,让客户放心购买你的产品。所以,一位著名的行销大师就说过,你向客户推销的不是商品,而是你自己。
    外贸连 In the forum, many foreign trade newcomers ask me some problems faced in foreign trade, such as how to send development letter, how to communicate with customer, what to do if receive no reply after sending out development letter and what to do if receive no inquiry a month. Improvement takes time. Do you really understand your product? Will you turn your work from passiveness to activeness? Or have you ever checked whether you are doing right or have you ever thought about what to do?


    When I was new in foreign trade, my company passed some customers to me to follow up. I was curious and thought it was challenging. Having been taught by some senior sales people, I kept sending development letter everyday, thinking how to change a more attractive email title to attract customer’s attention and looking for a suitable time for sending development letter which was easier to get customer's reply. Finally my hard work received harvest. I received a reply from a Singapore customer who was a manager of trading company, purchasing each commodity for customers in Singapore. He asked me to quote and I sent quotation to him and even arranged samples. According to the normal process, if customer asks for sample after quoting, the chance of receiving order is very big as long as the product quality is good enough.


    And I was very familiar with our products and was full of confidence. So I started to wait for customer's good news.


    Three days later, I sent an email to him, asking about the sample test result and in order for a smoother communication, he told me his Q*Q number. So we began our fluent Q*Q talk. The customer sent me two sample testing report which was full of testing specification and testing item. He asked me many technical problems such as the fuse temperature and magnet switch temperature which confused me a lot. I didn't even what are they. He said there lack of the AC marking in our power cord which was forbidden while exporting to his country. Then he explained a lot to me with mad. The next problem came right before I answered the first one. Helplessly, I could only ask my director for help. I sent every question of the customer and she answered me patiently. However, it seemed that my customer had endless questions which made me began to doubt whether our products had so many problems. But when I passed the question, to my director, she always answered me unhurriedly, teaching me how to explain to customer. But the customer didn't accept my explanation and said I was not professional and knew nothing about that. Then he was unsatisfied with my ignoring the seriousness of the problem.


    In the following communication, as long as I replied a little slower, he would kept asking whether I understood or not in Q*Q and then came the "teaching words". After all other problems settled down, he was entangled in the power cord marking problem, saying that it was lack of AC marking which was different from the certificate report. So we asked our engineers and they said that it was not a problem and the supplier didn't provide it. The customer kept asking me the solution in Q*Q for this problem. His Q*Q became my "nightmare". Later, the director found I was so scared about the customer so she helped talked with him for me. Finally, the customer placed an order to us.


    If I haven't met this customer, I might only know our products on the surface knowledge but it is lucky for me to meet him. I think that during communicating with customers, sales people should fully understand their products and be confident to them. Do not be worried when facing customer's query and do not think that these are the technical problems which should be answered by engineers, but we, the sales people should have full understanding of our products then we could show our profession and confidence to our customers and assure them buy from us. That's why a famous marketing professor once said it is not product that you sell to customer but you yourself.


    老土的说一句,求点喜欢(下方)、求回复支持!!求关注!

  • 1 楼#

    cn150005481

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    支持一下~~~!!

  • 2 楼#

    cn150005481

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    学习学习

  • 3 楼#

    不晓得

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    支持下

  • 4 楼#

    LET flexitank

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    确实,有些东西只有在客户问到的时候才知道自己忽略了那么多

  • 5 楼#

    cn1000487946

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    就这点上我们应该感谢那些问题非常多的客户,是他们成就了我们。遇到这样的客户能让销售人员快速成长。

  • 6 楼#

    cn1000419704

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    绝对赞同

  • 7 楼#

    cgs_donna88

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  • 8 楼#

    cn1512080880

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    支持一下

  • 9 楼#

    Niki Xiao

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    越是难应付的客户越能锻炼自己 要是没有那么多专业的买家 那么多专业的问题 也许自己就只能原地踏步

  • 10 楼#

    萨克拉卖皮鞋

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    学习一下,感谢分享!

  • 11 楼#

    名人堂de小二

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    你造福各位外贸网友啦!

  • 12 楼#

    audiosources

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    谢谢分享

  • 13 楼#

    小钟干货特产

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    写的很不错 支持下

  • 14 楼#

    Claire丶

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    赞一个

  • 15 楼#

    cn1511685816

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    thanks for sharing with us

  • 16 楼#

    cn1512022376

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    学习了

  • 17 楼#

    Kevin Jing

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    既然客户说在上面标电流,你们也可以标,那为什么不给客户说OK呢

  • 18 楼#

    Google

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    学习了 谢谢分享。

  • 19 楼#

    cn1021574714

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    很好 支持很好



  • 外贸连 在论坛上和后台里,总会有新入行的外贸同行跟我沟通一些行业上遇到的问题,例如问我怎么发开发信,怎么样跟客户沟通,发了开发信客户没有回复怎么办,一个月没有询盘很无聊,不知道该做什么。每个人都有成长的阶段,你真的对自己的产品了解吗?你会把工作由被动变成主动吗?你有研究过自己工作有没有做对或者应该怎么做吗?


    阿连刚入行时,公司分配了客户给我跟进。那时觉得很新鲜,很有挑战性。根据之前的销售前辈传授的经验,我斗志昂扬的每天发着开发信,想着怎么样去修改闪光点的邮件标题,吸引客户点开我的邮件,同时在试验找一个合适的发信时间,更容易得到客户回复的。终于不负有心人,我得到了一个来自新加坡的客户的回复。他是新加坡籍华人,是一家贸易公司的经理,为客户采购各种商品出口到新加坡。他给我发了询盘,我也给他报了价,还安排了样板给他。按照外贸的常规,要是报价之后,客户要求样板,只要公司产品的质量过关,这张单应该也是稳稳的了。


    而我,在这之前都以为自己非常了解公司的产品而且充满信心的。于是我开始等着客户的好消息了。


    三天之后,我给客户发了邮件,问他样板情况,为了方便沟通,他也给了我他的Q*Q号。于是,我们便在Q*Q上展开了无障碍交流。客户给我发来了两份样板的检测报告,上面写满参数和测试项目。他问了我很多技术上的问题,什么保险丝温度,磁性开关的温度,我一下子就蒙了。这么深入的问题我根本答不上。客户还说我们产品的电源线上刻少了认证报告上标记的电流,出口到他们国家是不行的。然后就是一大串一大串的解释和抓狂。上一条问题我还没答上,下一条问题又来了,无助之下,我只有向总监求救。我把客户问题逐条发给总监,总监很耐心的帮我解答。但是,客户好像总有问不完的问题,让我也不禁开始质疑自己的产品,是不是真的有那么多问题。但是当我把客户的这些问题转给总监的时候,她总是不慌不忙地解答出来,教我怎么跟客户解释。但是我的解释客户似乎不太接受,还说我不专业,什么都不懂,不想跟我说了。然后转而就是对我总是不懂问题严重对我的不满。


    在接下来的沟通里,只要我回复慢了几分钟,他就会不停在Q*Q上问我,有没有听懂他的话,然后又是一大串一大串“教育”我的话。后来,在所有其他问题解决后,客户就一直纠结在电源线上刻的型号少了电流,与报告上显示的不一样。我们咨询了工厂的工程师,他们说这是不影响的,供应商那边本来就是没有标记的。后来,就这个问题,客户不停在Q*Q上问我解决方法。他的Q*Q头像成为我的“梦魇”。后来,总监见我如此担惊受怕,就直接帮我跟客户沟通解释了。最后,客户下单了。


    如果没有遇上这个客户,可能我对自己的产品会一直停留在表面的产品知识上,但庆幸让我遇见他。后来回想起来,我觉得在和客户的沟通过程中,业务首先要了解自己的产品,对自己的产品有信心,不要被客户质疑了两句就慌了。更不要错误的认为这些应该是技术问题,应该由技术负责解答,我们作为销售人员就应该透彻的了解自己的产品,这样才能给到专业和信心给客户,让客户放心购买你的产品。所以,一位著名的行销大师就说过,你向客户推销的不是商品,而是你自己。
    外贸连 In the forum, many foreign trade newcomers ask me some problems faced in foreign trade, such as how to send development letter, how to communicate with customer, what to do if receive no reply after sending out development letter and what to do if receive no inquiry a month. Improvement takes time. Do you really understand your product? Will you turn your work from passiveness to activeness? Or have you ever checked whether you are doing right or have you ever thought about what to do?


    When I was new in foreign trade, my company passed some customers to me to follow up. I was curious and thought it was challenging. Having been taught by some senior sales people, I kept sending development letter everyday, thinking how to change a more attractive email title to attract customer’s attention and looking for a suitable time for sending development letter which was easier to get customer's reply. Finally my hard work received harvest. I received a reply from a Singapore customer who was a manager of trading company, purchasing each commodity for customers in Singapore. He asked me to quote and I sent quotation to him and even arranged samples. According to the normal process, if customer asks for sample after quoting, the chance of receiving order is very big as long as the product quality is good enough.


    And I was very familiar with our products and was full of confidence. So I started to wait for customer's good news.


    Three days later, I sent an email to him, asking about the sample test result and in order for a smoother communication, he told me his Q*Q number. So we began our fluent Q*Q talk. The customer sent me two sample testing report which was full of testing specification and testing item. He asked me many technical problems such as the fuse temperature and magnet switch temperature which confused me a lot. I didn't even what are they. He said there lack of the AC marking in our power cord which was forbidden while exporting to his country. Then he explained a lot to me with mad. The next problem came right before I answered the first one. Helplessly, I could only ask my director for help. I sent every question of the customer and she answered me patiently. However, it seemed that my customer had endless questions which made me began to doubt whether our products had so many problems. But when I passed the question, to my director, she always answered me unhurriedly, teaching me how to explain to customer. But the customer didn't accept my explanation and said I was not professional and knew nothing about that. Then he was unsatisfied with my ignoring the seriousness of the problem.


    In the following communication, as long as I replied a little slower, he would kept asking whether I understood or not in Q*Q and then came the "teaching words". After all other problems settled down, he was entangled in the power cord marking problem, saying that it was lack of AC marking which was different from the certificate report. So we asked our engineers and they said that it was not a problem and the supplier didn't provide it. The customer kept asking me the solution in Q*Q for this problem. His Q*Q became my "nightmare". Later, the director found I was so scared about the customer so she helped talked with him for me. Finally, the customer placed an order to us.


    If I haven't met this customer, I might only know our products on the surface knowledge but it is lucky for me to meet him. I think that during communicating with customers, sales people should fully understand their products and be confident to them. Do not be worried when facing customer's query and do not think that these are the technical problems which should be answered by engineers, but we, the sales people should have full understanding of our products then we could show our profession and confidence to our customers and assure them buy from us. That's why a famous marketing professor once said it is not product that you sell to customer but you yourself.


    老土的说一句,求点喜欢(下方)、求回复支持!!求关注!



  • 支持一下~~~!!



  • 学习学习



  • 支持下



  • 确实,有些东西只有在客户问到的时候才知道自己忽略了那么多



  • 就这点上我们应该感谢那些问题非常多的客户,是他们成就了我们。遇到这样的客户能让销售人员快速成长。



  • 绝对赞同






  • 支持一下



  • 越是难应付的客户越能锻炼自己 要是没有那么多专业的买家 那么多专业的问题 也许自己就只能原地踏步



  • 学习一下,感谢分享!



  • 你造福各位外贸网友啦!



  • 谢谢分享



  • 写的很不错 支持下



  • 赞一个



  • thanks for sharing with us



  • 学习了



  • 既然客户说在上面标电流,你们也可以标,那为什么不给客户说OK呢



  • 学习了 谢谢分享。



  • 很好 支持很好


210 回复

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