外贸思维

duduup

在偌大的外贸出口市场，有的业务员总是在芸芸众生当中独领风骚，订单不断，有的则和大多数业务一样，为订单抓破脑袋，却总是订单寥寥。在接受同样培训内容，共享客户资源的同一团队中，销售业绩也有悬殊，不为别的，就因为那些出类拔萃的人儿总能从不一样的角度引领客户，促成订单。
In this enormous exporting market of foreign trade, some salespersons have excellent performance and orders, while some average struggle to get more orders but failed. Even if they share the same training and client information in a team, the outcome differs from individual to individual. The reason is that these excellent people can always see things differently. They lead their clients so well as to make the orders happen.

这次我们一起来听听一个大神级别的业务员讲述他一天攻下客户接单的经过，听完后犹如醍醐灌顶，惊觉原来高业绩的人头脑是这样运转的。
This week an outstanding salesman told me about how she conquered her customer within one day! I am so inspired after hearing her story. I realize that they do think differently from average salespersons.
你说没有做这款产品，我就知道你是骗我的！
You said you didn't buy this kind of products. But I knew you lie to me!

在发给客户产品介绍信和报价单的那天晚上，这位业务大神并没有收到客户的回复，于是乎，第二天一早，大神就开始积极联系客户，在微信上留言产品的各种特点和优势，并且发上图片，试图吸引客户的注意力。客户耐不住，终于回复了一句：“No need send me picture any more, dear, I don't buy this product. And to be frankly, your price is very high. ”
On the night when this excellent salesman sent the introduction and quotation letter to the customer, she didn't hear from the customer. So the next day, she began to contact the customer actively in the morning. She left a message saying the strengths and features of the product with pictures to attract attention. Then the customer couldn't help replying her, “No need send me picture anymore, dear, I don't buy this product. And to be frankly, your price is very high. ”
事情发展到这里，相信大部分业务也已经止步了，回给客户一句：”那以后有需要记得找我合作哦！”便开始进攻下一位客户。然而，从客户的这句回答中，大神得出的却是另外一个结论：客户说贵，证明他是有关注这个产品的，而且，他还有对比过价格！搜索微信公众号名称：外贸充电站，永久关注汇聚全国数万外贸精英的掌上学习平台。
Well, I believe most salesmen will give up on this customer to this extent and reply： “Okay. If you have future orders, please feel free to contact me!” Then move on to the next customer. However, this amazing salesman drew another conclusion from the customer's words: The customer says it's expensive. This means he has paid close attention to this product. And most importantly, he has compared about the price!

duduup

于是乎，对于客户的跟踪，就升华到另外一个阶段了——激发客户的购买欲。
Thus, she went on to the next step – to stimulate the customer’s desire to buy this product.




你说不买，我就不信！
I don’t believe that you won’t buy this!

既然知道客户是有这个需要的，作为大神级别的业务员又怎么会轻易放过这个机会呢？然而，大神并没有急着问客户的目标价或者开始讲价模式，而是不紧不慢地就客户对于价格高的回答做进一步的产品分析，告诉客户这个产品“贵”在哪里，它的价值在哪里，让客户知道，这样的价格对于这样的产品，是“物超所值”。
Now that she knew the customer did have purchase desire. As an excellent salesman, how on earth could she give up this chance? But she wasn't so worried as to discuss about target price and start negotiation. Instead, she confidently answered this customer why the price was high and what was the product's difference from others, and what's the value.

终于，客户发来一句：“send me picture.” 大神知道，客户已经对产品产生兴趣了，而且，这张订单已是囊中之物。大神马上安排拍照，发到给客户，在接下来的客户问答中，丝毫没有怠慢，迅速回复客户。在流畅的沟通下，一切水到渠成，自然达成了合作。整个过程下来，只用了一天的时间。
In a word, he led the customer to believe the price was worth it. At last, the customer said, “Send me picture.” At that moment, she knew that the customer was interested in her product and she could get this order. This excellent salesman sent the photos to him immediately. In the rest of the conversation, the salesman actively replied the customer's questions without any hesitation. With a smooth communication, they cooperated very well and this whole process only took one day!

这是一个周日，就是这样一个周末，用短短一天的时间，这位外贸达人攻下了一位从未在该公司购买过这款产品的客户。时间之短，速度之快令人赞叹。
That was a Sunday. Only in a day, this salesman wins this new customer. Her efficiency is so amazing.

跟进客户，逻辑思维很重要。如果用一般的逻辑，这张订单恐怕就会扼杀于摇篮中了。从这位外贸大神的经验中，我们不难看出，其实客户的每个回答都能在一定程度上透露他的思维和想法，只要我们能够细心分析，就能从对话中找到“蛛丝马迹”，撬开合作的大门。
Logic plays a very important role in the process of following-up with customers. If the salesman didn't use her logical thinking, I am afraid this order will not exist. From the experience of this salesman, it's easy to see that what the customer says can manifest his ideas in some say. As long as we can analyze them with patience, we can possibly find out more clues in the conversation so as to get the order.