外贸销售不容易,请尊重!

    作为外贸销售的我们会接触到形形式式的客户,来自礼仪之邦的我们,出于礼貌,但更多时候是为了讨客户欢心而放低自己的身段。可是你发现了吗?有时候你的谦卑不但得不到客户的尊重,甚至还会让自己处境过于被动而很难把订单谈下来。     As a salesperson in foreign trading, we will meet any kinds

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    作为外贸销售的我们会接触到形形式式的客户,来自礼仪之邦的我们,出于礼貌,但更多时候是为了讨客户欢心而放低自己的身段。可是你发现了吗?有时候你的谦卑不但得不到客户的尊重,甚至还会让自己处境过于被动而很难把订单谈下来。 


    As a salesperson in foreign trading, we will meet any kinds of customers. Owing to a nation of politeness where we are, and mostly for pleasing the customers, we will lower our status. But have you found that sometimes your modesty will not only win the respect from customers, but also an deal because you’re putting yourself in an over negative position.


    Brant刚入行时也是这种心态,生怕得罪客户,总害怕对客户说错了什么就会导致客户不愿意和他联系。


    Brant held the same idea when he just entered the field that he was afraid of offending the customers and was always scaring of losing contact from them.


    开始跟客户时,有一位A客户是孟加拉很大的品牌公司,Brant持续跟踪了快一年的时间,期间有报过价,寄过样品,但之后客户总会说必须在见面的时候才能谈具体。


    At the beginning of follow-up, customer A was a big brand enterprise from Bangladesh. Brant followed for about one year. Quotation was sent while sample were sent, however, no progress had been made after a long time.


    Brant在广交会前就开始邀约客户,千辛万苦终于邀请到A客户到Brant的摊位。整个会议的谈判因为有公司领导傍着,所以挺顺利的,A客户对Brant公司实力和产品的质量也十分满意,并答应会尽快展开合作的。然而广交会结束后,客户回国后却消失了。Brant发的邮件不回,打电话 直接挂掉,WHATSAPP上信息看了也不回复。Brant很受打击,感觉又被客户骗了,而且被大公司骗,觉得公司大,人都是冷淡无情的,感觉外贸路茫茫。


    Before the Canton fair, Brant had already invited this customer to his booth in the fair. The negotiation was smooth with the leaders around Brant and A was quite satisfied with products from Brant’s company and the capability of the business. He quickly agreed cooperation. However, the customer went home and disappeared after the fair. He didn’t reply to Brant’s mails, hung up the calls, ignored the messages on WHATSAPP. Brant was quite hurt, and he felt cheated again by the customer and the company, a big company, feeling confused of his career.


    Brant在无可奈何之下向经理求助。根据Brant提供的邮件和WHATS APP聊天信息,经理一句话就道破了玄机:客户不尊重Brant,这个结果是Brant自己造成的。经理问Brant:“你知道什么叫礼貌?什么叫卑微吗?”Brant摇摇头。“你作为一名销售,对客户是不断地让步,不断地乞求,你认为他还会跟你谈生意吗?客户对你没有信心,不会放你在眼里,也不会回复你。”之后,经理教Brant在WHATSAPP上发了一段话:DEAR MR.XX,首先我们一直感谢您到我们公司拜访,并在拜访中对我们几款产品下了意向订单,随后我们也及时把订单的样板给您安排寄出。但遗憾的是,之后一直未见您的回复。我们知道您是贵司的老板,我们公司也是非常希望和你们展开合作,所以希望不管是否要确认这个订单都能收到您给我们的一些答复,谢谢!


    Brant had totally no idea what he could do and asked the manager for help. According to the mails and messages offered, the manager broke the secret with one answer. The customer didn’t respect Brant and it was caused by Brant himself. He asked Brant if he knew the difference of politeness and modesty. Brant shook his head. "As a foreign trader, you are always giving in to the customers and begging them, will he still talking about business with you? The customer is not confident in you, so he won’t care about you, not even reply your message." said the manager. The manager taught Brant to send a message on WHATSAPP: DEAR MR.XX,thanks for your visiting of our company and interest in our products. We have sent samples to you for days, however, still not yet receive any of your feedback. We know you are the boss and we really want to cooperate with you. Therefore, please respond as soon as possible no matter the order i still available.


    发过去后,客户没多久就回复了,并告知了原因。然而在此之前,Brant可是已经发了非常多的信息也并没得到客户任何的回复。


    After that, the customer replied soon and told the reason. However, before this, although Brant sent plenty of messages, there was no response.


    这个成长的经历对于Brant非常宝贵,希望Brant懂得其中的技巧和改变自己的谈话方式。作为销售,无论客户是经理还是老板,在面对客户时我们的地位都是平等,并没等级之分。在洽谈时礼貌尊重要有,但不等于就是要让自己低人一等。不然对于一些不懂尊重销售的客户而言,只会让他们更加不尊重我们。从而难以让客户信服,推动我们的合作。当我们赢得了客户的尊重,说出的话也会更加有信服力。


    This experience was a treasure to Brant. I wish Brant can understand the skills and change his way of communication. As a salesperson, no matter bosses or managers the customers are, we are at the same status facing them. We should be polite when chatting while it doesn’t mean we should be lower than others. Otherwise, to some people who don't know how to respect others, they will disrespect us even worse. And we can’t promote cooperation and gain the customer’s trust. When we win the respect from customers, our words are more powerful.

(本文来自网络)