Three strokes of foreign trade trading skills

The first move: how to bargain with customers

First of all, we must distinguish clearly the customer's motivation.

A type of customer, malicious counter-offer: you open a price, every time he said, HI TRACY, YOU GIVE ME A CRAZY PRICE, I KNOW XX COMPANY WHO PRODUCE A SIMILAR PRODUCT, THEY ONLY GIVE ME 30% PRICE AS YOU GAVE. In this case, you hear that it must be very hot. This dumb guy is going to die. You go to others and buy it. When I hear this, I will reply like this: YES, SIR, I DO KNOW THE Y GIVE YOU LOW PRICE FOR SIMILAR PRICE, BUT OUR PRODUCT IS DIFFERENT TO THEIRS. Then talk about the company's product features, after-sales service and other advantages. Then said that unfortunately, our product is too far away from the price you requested, but we still have some cheap products (introducing some specials, inventory to him), look at his reply, if he still does not, or continue to bargain even Now. I feel that doing foreign trade must know where your target market is, and your sales target is not all people. You just need to be able to grab a small portion of your target market. For example, if your market position is at 10USD, your customers are those who can accept 8-12 yuan products (giving an approximate price space), those who only willing to pay 1 yuan to buy cheap products or 20 yuan to buy luxury goods, you They should be temporarily deleted from the list of customers. Unless they can accept this $10 price and quality in the future.

B-class customers, good faith counter-offer: For example, after each offer, they always have a 10% DISCOUNT. This type of customer, in general, wants to buy your product, so don't offend someone else for some small bits and pieces. In this case, you need to know where your permissions are and where you can accept the discount.

You can answer "DEAR SIR, THE PRICE WE GIVE IS ALMOST REACH OUR BOTTOM LINE, I TRIED TO GET A 2% DISCOUNT FROM MY BOSS, HOPE THIS WILL MAKE YOU SATISFIED. PLEASE NOTE, I HAVE TRY MY BEST" or say "ACCORDING TO OUT COMPANY'S POLICY, ONLY ANNUAL PURCHASING AMOUNT REACHED XX, WE CAN ONLY GIVE A 2% DISCOUNT. I REPORT YOUR CASE TO OUR TOP MANAGEMENT AND TRIED TO GET THIS DISCOUNT FOR YOU DUE TO OUR LONG TERM RELATIONSHIP..." In short, even this The price you can accept, but also to show the more grievances and reluctance.

If you have a counter-offer, you will immediately let it go. They will know that you have room for price, and then your price will be pushed lower and lower. And, never show a squeamish mentality in front of customers. The more you worry, the more customers will bargain. In some cases, negotiations on prices do not need to be answered on the same day. They can wait 1-2 days. When the customer calls you, it also appears to be difficult to deal with this issue, first said that the request to answer in order to reply.

Think of yourself as a buyer and test your mind more about the buyer's mentality. If you think about it, you may have unexpected results.

The second measure: how to face the customer's rejection

As a salesman, I think the most sad thing is that customers say no to you. SORRY, WE CAN NOT GIVE YOU THIS ORDER.

In this case, don't give up, don't give up, don't give up.

You must be cheeky and ask why the customer was rejected. Of course, you must never give a long speech to the customer's decision, and dictate to his conclusion: rely on, I give you such a good price, you actually do not, what does that mean? I tried my best to proof you. I didn't know how much good things were told to the factory. Your final result was not really, really wronged. Probably everyone's mindset.

I usually tell him: DEAR SIR, I UNDERSTAND YOUR SITUTATION AND THANKS FOR ALL YOUR EFFORTS DONE FOR US. BUT COULD YOU KINDLY LET ME KNOW THE REASON? PRICE,DELIVERY OR ...

Some customers will be very sincere and tell you the reason is because the budget is not enough, the delivery date is wrong, the price is too high, or how. Different explanations need to be made for different situations.

If the budget is not high, you can tell him that the amount of our order is not very large and the amount is not high. You have also worked hard for this list. The factory has also spent a lot of cost and energy. Can you try again? If all of them are difficult to accept, will they accept one of them? Others will stay until January next year (don't say it later, be clear, otherwise people will completely forget you).

The delivery date is incorrect: You can ask them about the expected delivery date, and then advance with the factory.

The price is too high: You ask him if he can accept similar but cheaper specials. There is also emphasis on product features.

In short, don't give up until the last moment. Even if you give up, you still have to be polite to say goodbye to your customers. Look forward to the next cooperation and keep in touch with you at ordinary times. Don't give people a list of yours. It's awkward.

Finally, I would like to remind everyone that even if they are rejected, they should not ask others or insult others. They must be both unkind and reasonable. Procurement and sales are equal, and purchases are no more expensive than your sales. In the same way, making a purchase is not the same as the boss, and it can be gesticulated.

First, be a good person and then be a good businessman.

The third measure: how to deal with customer complaints

As a foreign trade salesman, the most troublesome thing is that in the face of customer complaints, the goods are made, and the customer’s money is also received. After a few months, the customer actually complained about the quality of the goods.

What would be the general reaction of everyone? “The only low price is only this quality, and we expect to use it for 100 years.” “It's a bad luck, it's a complaint, and it just ignores him.”

This problem will get worse.

My experience is: Once a customer complains, he will reply immediately and tell him that you attach importance to this CASE.

If you are a factory, you can answer: DEAR SIR, THANKS FOR YOUR MESSAGE. WE WILL FOLLOW THIS CASE. WE WILL HAVE A MEETING WITH PRODUCING DEPT, INSPECTION DEPT ... THIS AFTERNOON TO DISCUSS THIS MATTER AND REVERT TO YOU A. S. A. P. PLEASE SEND ME A PHOTO OF DAMAGE.

Remember, my friends. First, one must be able to reply immediately. Waiting too long for the customer will make them crazy and complain about it to your boss or a higher person. Second, one must use WE instead of I. I suggest that in most cases, using WE is better than using I. WE seems to be more PROFESSIONAL because you represent a CO and not you private, except of course those who fly themselves. In particular, at the time of the complaint, WE said that you have a background! Third, 1 must have photos as evidence, as the saying goes, "Of mouth without saying," Who knows whether there is a problem with the goods or malicious blackmail?

Meetings with the production and inspection departments are also very important. This meeting allows everyone to know more about whether there are problems with the goods and how much problems they have. I have encountered problems in the production department that made mistakes in the mixing of my colorants and the ratios. . Knowing where the mistake is is to deal with it. I think people inside the company, even if they want to hide from you, will hide less than the customers, that is, you always know more than the customer.

If you are a foreign trade company, you should immediately contact the factory and open a meeting to find out where the problems are. Of course, the main body of the meeting at that time is you and the factory.

If we find that it is indeed our responsibility, let the other party ask for compensation. We cannot open our mouth first. The other party mentioned 1 benefit. Just know where the bottom line is for compensation.

Outcry tips: When the other party is an expert and you are an amateur, let the other party ask for the price first; when the other party is an amateur and you are an expert, let the other party ask for the price first; when both parties are experts or are amateurs , you must take the initiative to call out first. This, everyone slowly feel it.