The old and vulgar but very real problem

Been afflicting a large number of foreign staff. Must have other friends also have this confusion, albeit to different degrees. Since there, why not open, everyone came to look, a dead end when in the end should be where to find clients? ?

Web search? Web search for this trick is most commonly used all the way foreign people, but puzzling is that the response rate is getting lower and lower. Previously in a number of websites to find customers, but also basically have a 10% response rate (of course, is made up a little), but now the site of a more reliable access to buy message (the reason that he as “reliable, because the site will remain the fax number, are generally real usable), send an e-mail and fax contact letter, the statements were a hundred letters, actually only 34 responses. Web search really is more and more difficult.

National show to find? Participate in exhibitions, many engaged in foreign trade began to walk into a friend of a misunderstanding, some domestic cities known as the international exhibition organized by invitation flying, you really the go, you fooled, not inside, nobody, but do not said one foreigner was at best only be considered only party colleagues. Fair is not as if not, like the root of much, not many foreign customers for many small businesses the resources more like a resort. But go after the alternative? A friend took part in the fall of Canton Fair, business cards, found a lot of down time, but made little, only one or two thousand dollars in a small one. Spring 2005 has just ended is even more not to mention the Fair, written later, is basically not even echo. Feeling so distressed than the fair also.

International fairs to find? Home to die, had to be days off Yeah, how do? Reluctantly forced to go abroad to walk around the bleeding. Abroad, busy, tired half to death, results of course, better than some of the domestic, but foreigners prudent to death, for an unknown small brands, they usually start at most only 20 ‘container trial order.

Some of the economic counselor to the Foreign Office advice? 99.99% the game is, did not care for you, feel boring themselves. Appliance industry for its friends in the host, this time should be a season, but the business lunch in winter is cold, like days, at most only to some customers send orders to do some more dead than alive, new customers seems to have dried up . Perhaps some friends will say, that is you will not do business with you delay delivery Who do you? ! But as that case are few. More friends is in the network, at the forum, complained at a friend’s circle more and more savvy foreigners, customers are increasingly hard to find, and so on, different shelling ceased.

Resources was desperate, but come back to think about, more people believe that foreign trade, the buyer certainly exist, but we do not know him, they did not know we. There is also a question, who is accustomed to buy all kinds of information on the website? Of course they are your potential customers, but I’m sure they account for only a small fraction of all buyers?

That being the case, which the majority of buyers have real needs, where? How should we find you? Think over it also makes sense, if you are a buyer, being thousands of letters every day from all over the world, like you like “Volunteered” message, endless harassment, you can not bother Mody ? This message was changed to be shelved, occasionally shows a 12 when he was feeling good. After all, customers do very precise product positioning, so they are able to understand the product business. Has it ever occurred to YAHOO, GOOGLE search to the customers of these messages all the links again? 1000 has a real orders pretty good, after all some one can eat a lifetime. But this is only a palliative approach Bale.

How to receive more orders?

(1) to the buyers of products recalled first check your reference point, which helps buyers recalled when he was, by what means, what kind of products of interest or issues. Because of the inherent familiarity with you will increase buyer interest and confidence.

This recalls a reference point of time, events or objects and so on.

(2) to the buyer the right to increase the pressure a little. Aims to promote the speed and serious buyers reply the extent that some objective is to force the buyers even had to purchase behavior.

(3) tell the buyer as a supplier of products do you? How can you do? Buyers on what basis the trust you completely? This is About the size and strength to prove.

(4) is not what I would like to request you, but what I can do for you. Remember service concept.

(5) Question: The answer that is asked, the answer to my question; many suppliers will send samples of the problems encountered. Buyers have to kind of ‘product’, I’ll send free samples ‘this’ to show you. But the kind of ‘goods’ it, how to say? As long as you have given express account I send samples. If you like to express what account? I also did not say them off. Let this, too, the answer to my question. (6) Keep in mind: to attract buyers back to your reply. This example is how to do it?

A, I can send over some samples for you, if you reply to me;

B, I can introduce you to your peers that the product purchased, if you reply to me;

C, I can do for you particular sample, if you reply to me;

D, if you want to know how the 1,500 samples, I can introduce you, if you reply to me;

E, if you want to sample, please reply to me;

F, looking forward to your reply as soon as possible;

A complete thank you: thank + Company Profile + for the signature or signature.

The old and vulgar but very real problem

Been afflicting a large number of foreign staff. Must have other friends also have this confusion, albeit to different degrees. Since there, why not open, everyone came to look, a dead end when in the end should be where to find clients? ?

Web search? Web search for this trick is most commonly used all the way foreign people, but puzzling is that the response rate is getting lower and lower. Previously in a number of websites to find customers, but also basically have a 10% response rate (of course, is made up a little), but now the site of a more reliable access to buy message (the reason that he as “reliable, because the site will remain the fax number, are generally real usable), send an e-mail and fax contact letter, the statements were a hundred letters, actually only 34 responses. Web search really is more and more difficult.

National show to find? Participate in exhibitions, many engaged in foreign trade began to walk into a friend of a misunderstanding, some domestic cities known as the international exhibition organized by invitation flying, you really the go, you fooled, not inside, nobody, but do not said one foreigner was at best only be considered only party colleagues. Fair is not as if not, like the root of much, not many foreign customers for many small businesses the resources more like a resort. But go after the alternative? A friend took part in the fall of Canton Fair, business cards, found a lot of down time, but made little, only one or two thousand dollars in a small one. Spring 2005 has just ended is even more not to mention the Fair, written later, is basically not even echo. Feeling so distressed than the fair also.

International fairs to find? Home to die, had to be days off Yeah, how do? Reluctantly forced to go abroad to walk around the bleeding. Abroad, busy, tired half to death, results of course, better than some of the domestic, but foreigners prudent to death, for an unknown small brands, they usually start at most only 20 ‘container trial order.

Some of the economic counselor to the Foreign Office advice? 99.99% the game is, did not care for you, feel boring themselves. Appliance industry for its friends in the host, this time should be a season, but the business lunch in winter is cold, like days, at most only to some customers send orders to do some more dead than alive, new customers seems to have dried up . Perhaps some friends will say, that is you will not do business with you delay delivery Who do you? ! But as that case are few. More friends is in the network, at the forum, complained at a friend’s circle more and more savvy foreigners, customers are increasingly hard to find, and so on, different shelling ceased.

Resources was desperate, but come back to think about, more people believe that foreign trade, the buyer certainly exist, but we do not know him, they did not know we. There is also a question, who is accustomed to buy all kinds of information on the website? Of course they are your potential customers, but I’m sure they account for only a small fraction of all buyers?

That being the case, which the majority of buyers have real needs, where? How should we find you? Think over it also makes sense, if you are a buyer, being thousands of letters every day from all over the world, like you like “Volunteered” message, endless harassment, you can not bother Mody ? This message was changed to be shelved, occasionally shows a 12 when he was feeling good. After all, customers do very precise product positioning, so they are able to understand the product business. Has it ever occurred to YAHOO, GOOGLE search to the customers of these messages all the links again? 1000 has a real orders pretty good, after all some one can eat a lifetime. But this is only a palliative approach Bale.

How to receive more orders?

(1) to the buyers of products recalled first check your reference point, which helps buyers recalled when he was, by what means, what kind of products of interest or issues. Because of the inherent familiarity with you will increase buyer interest and confidence.

This recalls a reference point of time, events or objects and so on.

(2) to the buyer the right to increase the pressure a little. Aims to promote the speed and serious buyers reply the extent that some objective is to force the buyers even had to purchase behavior.

(3) tell the buyer as a supplier of products do you? How can you do? Buyers on what basis the trust you completely? This is About the size and strength to prove.

(4) is not what I would like to request you, but what I can do for you. Remember service concept.

(5) Question: The answer that is asked, the answer to my question; many suppliers will send samples of the problems encountered. Buyers have to kind of ‘product’, I’ll send free samples ‘this’ to show you. But the kind of ‘goods’ it, how to say? As long as you have given express account I send samples. If you like to express what account? I also did not say them off. Let this, too, the answer to my question. (6) Keep in mind: to attract buyers back to your reply. This example is how to do it?

A, I can send over some samples for you, if you reply to me;

B, I can introduce you to your peers that the product purchased, if you reply to me;

C, I can do for you particular sample, if you reply to me;

D, if you want to know how the 1,500 samples, I can introduce you, if you reply to me;

E, if you want to sample, please reply to me;

F, looking forward to your reply as soon as possible;

A complete thank you: thank + Company Profile + for the signature or signature.

1876: Western Union Telegraph Company to the effect loss of Jingzhou

In 1876, Alexander Graham Bell invented the telephone, and a few hours before 伊莱沙格雷 applied for a patent. However, it makes all the efforts made by Bell almost exhausting, so Gardiner Hubbard Bell’s father intends to sell the telephone patent. Of course, his goal is aimed at long-distance communications industry’s dominant Western Union Telegraph Company.

But Western Union president Wei Lianao Patton refused Hubbard’s request, he thought, “telephone” has too many shortcomings, it is not strictly as a means of communication, such devices have no value to them . Orton refused Hubbard not only because they already between the seasons, and he made that phone no matter how much success, his company has the strength to easily extract a Bell market.

Soon, company Western Union to pay for its short-sighted a great price. Customers gave up teletype instead rented from the new company set up by Bell Telephone. Western Union had to passive follow-up, using Gray’s patent and the design of Thomas Edison launched its own version of the telephone company. Then broke out between the two sides in a fierce legal battle, the final defeat of the Western Union Telegraph Company, and was forced to lease telephone equipment from the Bell companies.

1903: “Safety Razor King” King Gillette opened up a one-time items of the times the United States

Today, the United States is full of disposable diapers, disposable cameras can be discarded after use disposable products. But when King Gillette began selling in 1903, the safety razor with disposable blades, the Americans are not free to accept it, because it conflicts with the concept of American thrift.

At that time shaving is a difficult man to live, Gillette also often suffer, so he decided to invent the safety razor is simple. Gillette spent eight years studying how to become sufficiently thin blade, cheap enough to be used as blunt in his later can be thrown away without painfully. Hard work pays off, and finally in 1901, he invented the first razor with disposable blades, applied for a patent, and set up Gillette.

World War I, the Gillette Company is the U.S. military provided 3.5 million Gillette razors and 32 million blades go aboard American soldiers fighting the impact of the Gillette Safety Razor extended to the world.

1906: Giannini after the earthquake to open treasury loans to people who need

When the San Francisco earthquake Giannini, founder of the Italian banking thrown from his bed, his mind only one thing: his bank. He immediately along with two employees in time before the fire engulfed the bank to rescue the gold worth 80,000 U.S. dollars. Other bank vault for several weeks due to hot and can not be opened. And Giannini immediately afterwards, the people who need cash loans to help them rebuild their lives.

Giannini’s move earned him the honor. Giannini is the descendant of Italian immigrants, who in 1904 founded the Bank of Italy, the object of his services is not well-off minority, his work to anyone with 10 dollars to provide loans ranging from 300 dollars.

Is Giannini to residential mortgages, car loans and other consumer credit means further spread. Before 1945, his reputation has resounded everywhere. He also renamed the Italian bank, Bank of America, among the world’s largest listed bank.

1914: Ford 5 dollars a day to the workers compensation

In 1914, Henry Ford announced the working hours of workers reduced from 9 hours to 8 hours and 5 dollars per day to the workers compensation, which is 2.34 U.S. dollars prior to the wage level more than twice. The news hit like a bolt from the blue of the American people. For a time, tens of thousands of people gathered outside to seek work in factories, but also many of the media accused the Ford made a huge economic mistake. Since 1913 he has started automobile production line, he can not retain workers worry. 370% turnover rate of workers that he had to employ almost 5 million people each year to maintain the 1.4 million people in the labor force, so that production is not affected. Ford hopes the workers every day to 5 dollars in your pocket can get more return, that not only mass-produced car, you can also hold most of market share.

In a sense, the move paid 5 dollars a day seems to have changed everything. The first time a major industrial house made of contracts between employers and employees should not only include wages.

1925: Sears retail major expansion

金 斯罗伯特伍德 returned after World War I found that chain stores began to sweep the country, through mail order price Manual operations affected. 1921, Wood to his new employer Montgomery – Ward said the company has four distribution points, one organization and effective procurement system and good reputation, if the company can take advantage of these competitive advantages over other chains. But Wood’s views are not accepted by management, and in 1924 was dismissed. Wood then joined the Sears Roebuck company, and later became company president.

Wood aware of the importance of cities to retail stores, it took office, he began operations, including where to open new stores, who will manage them. Some of the early election Sears store near the highway outside the city, which seems funny, but later, as the city expanded, the shop was among the contents into the city.

3 years, the Sears retail store has expanded to more than 300. In Sears, Sears Wood revered as the father of the retail expansion.

1929: optimist before the onset of the Great Depression, Merrill sold stock on hand

Merrill Lynch, founder of the U.S. search 尔斯梅里尔 known as the optimist, though he grew up poor, but by personal struggle among Wall Street. Merrill on the stock investment has amazing insight, in 1929 the United States before the advent of the Great Depression he predicted the stock market will suffer heavy losses, as early as 1928, Merrill began to remind his customers to sell their shares, almost all of them His views are on the nose. But Merrill believe their own judgments, in a timely manner against the company’s majority shares into cash, so that Merrill Lynch escaped the great catastrophe, Merrill will also be a result of this wise and forever in the annals of American Finance . Merrill was also the first to propose not just stocks and bonds, speculative stocks palm plaything, they are an effective U.S. general population of making money. He tried to bring up the small investor base for the modern market in 1945, only 16% of U.S. households invest in stocks, but now the proportion has reached 50%.

Secondly, to tell you the four major companies to pay on the issue: First of all, the point is that any company that has been collected to pay the risk, depending on the agreement you and your customers.

DHL: DHL is the best one to pay for doing it are two accounts, one is a local account, the other is the global account (to 95 or 96 at the beginning). Generally speaking, as long as the customer tells you its global account, which is basically no problem, this global account in which money itself, freight directly deducted from the account. As for that local account, DHL lady that goes like this: First, the sender and recipient agreement, and then notify the recipient by the sender about the package, and (weight, size of class) and then by the recipient notify the sender local DHL location DHL, DHL final notice by the sender where the sender and parcels sent. How, know how inconvenient it, I encountered such a situation, the first all blacked out, and finally asked Shanghai, DHL, they actually have not opened the business (Beijing, I can tell), and now and I have to ask Customers Are there other methods, such as global accounts, or simply allow them to t / t over an alternative, but there are still no news. I would like also, after long, hard, I’m tired.

Fedex: The company must have the other accounts in addition to outside, he still must have an account, if not you can contact with business license and business card to apply for one, said to be very simple. If you really do not want to account, you can issue a guarantee Han, UPS can also be paid, but also Han-issued security, or turn in the equivalent of advance deposit. However, as generally used in the local way of monthly, so generally have three months to see if I was dishonored.

TNT is doing the worst one, or even unwilling to do the general agent to pay, and I have had one vote out, using the other account to tell me, but then did not succeed because of the freight side, said in Hangzhou but also each other’s tariff, the customer said they had previously been no … … I might win and the customer have been exhausted to endure, and finally let the matter rest, or do we pay the postage, but also particularly high (no discount), the customer was as if how we do not have friendly. So: next time, and customers talk, the best is asking customers to DHL account number, and must begin with the global account is 95,96.

When customers stop buying the product, you should find a way to change this situation: trying to help them solve the problem. This is the software company Concord Communications deal with the situation when the measures adopted. According to the company’s executive vice president of worldwide sales to say Daniel, the company made the decision to temporarily stop selling, start from the perspective of business consultants to consider the issue.

Daniel is responsible for global sales is also responsible for direct sales and network marketing. He said: “90 years of the 20th century, selling is easy. But now the times have changed – our customers to reduce the budget, cash flow poor, the use of funds must undergo a rigorous argument, but also used to measure the effectiveness of utilization of funds . ”

Clearly, the old way of selling is no longer suitable for present difficult economic situation. So last fall, Concord by the 140-member sales team and senior management, marketing and support teams to participate in the company’s organization of intensive training, the content is how to change the way communication with customers. They have to learn how to identify customer’s business “pain”; how to build a direct sale of the senior management chain; how to jump out of Seller’s thinking, from the perspective of a businessman thinking and talking. This approach is not limited to sales. Concord from product brochures and information to have been re-designed to address key vertical market challenges and problems.

This initiative has been fruitful result. Concord has grown from British Telecom, Morgan Stanley, National Aeronautics and Space Administration and the United States, where banks and other customers to get millions of dollars. Orders rose by 12% per transaction dollar selling price rose from 70,000 to 100,000. “Our business is bigger and better performance.” Daniel said.

To sum up, consulting sales, including the three events: find out the needs and requirements of customers; assessment of your product or service meets those needs; tell customers how you will help him solve the problem.

Concord’s case shows that the slow development of these methods to drive sales, the enterprise out of the shadow of economic recession. But the consulting-style selling methods and sales practices contrary to the traditional. Arizona training company Morningstar Ventures owner Andrea Chilcote said: “Many will be his salesman imaginary customers. Consultative sales staff must get rid of their prejudices, and empathy from an objective point of view to think about customer needs. ”

Consultation style is a customer-centric sales to strategic and solution oriented. Its concern is not price and product focus is the position of a customer business model on positive changes. Consultative sales do not follow the pattern of investment products and then sell it to meet the needs and development solutions based. Its ultimate goal is to establish and develop long-term relationship, not a transaction.

Understanding of their industry. Chicago research and consulting firm, vice president of customer relationship Doculabs Goeff Blanco likes to raise their own sales team a question: “100 sales staff, including visiting clients today, you will. How will you stand out?” He said, the answer is “tight posted customer industries. “- This is the consultant should keep promises to customers. “You must find out what damage the strength of the company, impede the development of the forces of the inviolability of what is. Then put your findings clearly to the customer. You have to let your service to bring real value to customers, must be clearly to tell customers how your solution will be effective. ”

Customer needs is not more products and services, but more creative ideas and solutions. So last year Doculabs development and implementation of a one-year plan: to sell the team from the traditional “customer service” training into a new “customer relationship manager.” The part of the training is to ask each salesperson on a specific vertical market, a thorough-depth study to Zhizao from insurance to financing, Suo Yi and customers in their business needs O’clock Tanlun they can Shifenshuxi He proficient customer 所属 industry.

“Management means the salesperson must understand the relationship between customers, clients customers, business processes and solutions. For example, if your client is a financial services company in the future, you need to know their broker / dealer channel how it works, why their Customers will choose their services, they used to manage customer demand and operating costs of the processes and technology is what. “Blanco said.

Industry and business customers have a deep understanding not only bring more and better services, but also promote more careful use of resources, shorter sales cycle.

And their togetherness. Empathy is the consultation a key element in the sales environment. In other words, you should question the customer as their own problems. Their challenge is your challenge, their goal is your goal. And their sharing weal and woe, more importantly, to help them out of misery. Even those who do not intend to buy your product or service should be cast to the eyes of love.

This is the Concord in helping their customers – Florida BankFirst Bank strategy used, because the bank realized that the company’s individual business and enterprise business does not integrate well, resulting in a loss of customers. If the business owner is an individual business, long-term clients, he wanted for his company to apply for a loan, but the enterprise business manager can not access the customer records. Customer service, therefore be a great negative impact.

Have, such as the European Central Bank and Bank of Montreal, Concord and other software customers are very familiar with the technical issues facing the banking industry. Concord’s sales team not only introduced to the customer’s senior management the benefits of their products, but also demonstrate to them how their enterprise software, the two pillars of the Bank – Personal Business Unit and the Ministry of the organic integration of enterprise business, how to solve the problem, how to promote the bank’s sales performance, how to help banks achieve their strategic objectives. The results, Concord achieve 6 figure sales.

Higher, wider and deeper. When your customers no longer buy your product, does not mean that you should give up, you should find new ways to deal with. “In the fall of the market, when the decision matrix provided from satisfied with the fundamental value of the transfer request, the purchasing ability can promote enterprise development.” Waterhouse said, “Many of the sales staff are still using low-level access methods. If they never discovered this, they will never get a strong sales force. ”

Sales representatives Concord finds itself caught in this situation. “Our IT department no longer has the purchasing power of customers,” Daniel said. “So our sales team to put feelers out into the company higher, wider, deeper corner.”

In other words, they must deal with the company’s executives, and companies dealing with people in different departments, it must be from the CFO to the factory managers, financial officers and other functions dealing with. So you traveled the entire company, you will know what this business is facing the challenge of how to respond to this challenge.

Ask questions – to answer. Merkin first clarify her clients want to get anything from the display, and then is how to achieve their goals. “My purpose is not just selling products. If the customer can benefit from our products and successfully reached the target, then I can get a lifelong friend.”

She explained in detail the entire process to the customer – from how exhibits for the company’s overall marketing and brand design, to color and design recommendations. She also advises clients to conduct other activities, such as public relations campaigns, to provide some advertising sales techniques. She also suggested that if the Trade Fair is not the best choice is not costly to plan such activities.

She remembers a customer needs 50 has special custom designed booth. Nonetheless, as she was careful investigation, she found that there are many defects in the design of our customers. “If I did not raise any objections, then I get the same commission. But I know that design is a failure. I am from their point of view, as they have made to improve the program. The result our customers know that I was in for them sake, then our company has established a high degree of loyalty, will always give us orders. “

A: What people can, I think so! As long as you have your heart in dealing with any one thing, they do.

A: First, like it; second foreign language well; third, good at communication.

A: I think people who want to do foreign trade as the special forces people who need anti-hunger (not working late at night to eat), nerve to thick section (of the customer to endure the cumbersome and factories of the numerous problems), family must be no burden (travel 10 days and a half months do not worry), physical to be robust (and sometimes forced to carry some weight of their own products), better psychological quality (continuous work for six months is not complaining).

A: The resourcefulness of people! If a little theoretical basis to do foreign trade, and English-based, then a lot easier. As for the poor long good communication, I think the problem is not great to say that these can soon learn, as long as you carefully and have a good friend to help you.

A: The heart is severe, the hand should be black!

A: The act thoughtful, coherent thinking, gain experience!

A: I have experienced many factors, including low wages, bonuses and commission, there is no stock and dividends, mental torture – from the boss of mistrust and suspicion, and so on, not a good battlefield …

A: But Guizaijianchi, just entering the time as the Shen Nong tasted a hundred herbs, over a point, you will find that he has standing in a hilltop, and this time, you will find a lot of people are trying to climb. A bit like a daughter-boiled po ten years, your in the perseverance, hard work, learn to forget!

A: The people who really want to do can be done. If a person tells himself to do a good job, but to do so, then difficulties can be overcome. Take a look at the thick black Lizong Wu Xue bar!

When franchising in the 21st century, the mainstream business model in China for more than 20 years, a time when we use these words to try to speculate on China’s joining the feelings of those who I suppose is the most appropriate thing to.

Undeniably, this more than 20 years, there are a number of franchisees benefit from a result of franchising. They are honest labor and lawful operations, of course, there is still the key point is to chose the right “at home” – in a responsible, strong, driven by licensing bodies to complete the self-start, and even continue to grow and develop.

However, there are a number of franchisees, we should say is a great group – almost no data to consider, most of them small and medium franchisees – the beginning of a community, students, laid-off workers, unemployed youth or part-time white-collar workers like they are … … carries a wealth of beautiful dreams, despite the lack of experience in business, but there is no case of preparedness, business passers-wings – light by tens of thousands of dollars are lost in vain, Zirendaomei; In severe cases, go bankrupt, and even life offset.

Behind them, those bloodthirsty side are the so-called concession was jubilation, with shining white splash out a few of the notes … …

Reporter interviewed some of those who cheated, and some with bad intentions to join the franchise operators as well as visited several members of the industry, with a view to professional help, opened a franchise behind numerous shady, to those who get rich doing Dream of the good people a warning.

Silence of the franchisee

Mr. Wang, a town home in the South after graduating from college, he was bent on their own business. One day, he accidentally saw on television stations in the province of a certain jewelry to seek to join the ad, claiming the French brand, a “zero initial fee, investment 20000, the annual return of 100 thousand” – a half-baked French beauty munching passion to promote Chinese language. Some time later, he was the back cover of a magazine saw this jewelry ads, the bottom right corner that read “× × International Jewelry Group.” Visit its web site: beautiful colors, the content is complete, goods looks are seductive, is also prominently marked: “France × × Jewelry Association.”

Mr. Wang is more tempted and more at ease. He went to the company the moment the seat of China – Beijing Haidian District Building. Building, not far from the West Railway Station, a look that is high-grade office buildings. Mr. Wang received a warm and sincere Sister. Sister also for his referral of the trappings of full manager.

Subsequently, the eldest sister took him to visit the kind of store, the two, the foot has 100 square meters. Ornaments are put in glass windows, the name of soft, with crystal, silver, plexiglass, and dazzling to the showground. Mr. Wang look very exciting, I feel no worries about not sell such a beautiful thing. Sister brought the company’s products also gracious album, which models all wearing jewelry French.

Came back from the kind of shops, big sister, said: “Amy, I think you are honest people, tell you the truth. You That region has a lot of people asked to join in, but this places are limited. The contract if you signed prior to the 11, and advance of the margin, we can think of ways to help you to keep places; if after a time limit, which is harder. ”

Mr. Wang, some hesitation, but he switched to a wish to have had field trips, and what can not trust it. Terms of the company put together a film which are franchisees make money, the theories … … can no longer hesitated.

Contract is signed by the manager and Mr. Wang, face to face. Originally intended one by one to see a clear, eldest sister was standing next to the special truthfully say: “just a form of contract, we are committed to a certain honor.” Made in the contract text, densely several large page, the word as small as ants, headache, or hurry signed the Bar. End pay deposit, pre-selected goods to shops, big sister said, after joining then put the supporting facilities and goods made in the past, Mr. Wang With a passion for a future of unlimited vision back.

But when when you get the pre-Distribution, Mr. Wang immediately perplexing – it is not his own choosing those ah! A very bad look. Call the past, people’s reason is temporarily out of stock of goods. Frustration, Mr. Wang had to again chose the company’s home page looked easy to sell more goods. Shall fight in the past, there delays in shipments; finally made over, incomplete goods of poor quality, with the kind of store display and on-line to see a far cry from the ingredients on the label site has no factory name, and only one expensive, outrageous prices. How to do this business? The shops are open for a month, a total of not sold a few pieces of jewelry, sign a contract when the other side promised to help you location, training, free tune-site replacement and the guiding hand without a cash.

This realized that Mr. Wang Probably people fall into the trap. He opened the contract and found that the above are some of the terms of their disadvantage, is unknown; to Guangzhou, the students should go to the agency’s production base in Guangzhou, the results where no here.

Warned them of fraud? Go to Beijing to court, cost too much Besides, the contract signed his name himself, evidence is insufficient, can Gu Ying is a problem. Dilemma, Mr. Wang has barely stays of 3 months, the last even rent a total of 50000 now lost the money.

It can be said of Mr. Wang’s case in many cheated franchisees generally typical. Those licensing bodies, it is utilized, as he so eagerly seek rich mentality, resorted to the tactics of one hundred test bad mood, but right afterwards let the matter rest without fear before an unscrupulous dug a another “hole” — - Please jun into the urn.

“A lot of people to defraud, a lot of people cheated, deceived, after a lot of people do not safeguard their rights due to various reasons, remain silent … … so a vicious cycle that makes joining the trap open to rampant fraud.” Legal work involved in franchising for many years counsel, told reporters Xuejun Liang sighed with regret, “now known as the CPE’s ‘Zhu Shi group fraud’, had it not been franchisees to jump down, and other extreme events are exposed by the media, either a joint denunciation Shoupian Ren, those who cheat will not be so quick to Xianchuyuanxing . “

First of all make it clear that the customer’s motives.

A class of customers, malicious counter-offer: you open a price, every time he would say, 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. this case, you hear must be very fire, this does not know what’s what guy, Go to hell, you go to someone else there to buy better. Heard this, I would like answered: YES, SIR, I DO KNOW THEY GIVE YOU LOW PRICE FOR SIMILAR PRICE, BUT OUR PRODUCT IS DIFFERENT TO THEIRS. Then say, the company’s product features, service and other advantages. And then said he was sorry, our products with the price you have requested too far behind, but we have some cheaper products (introduced some special, inventory items to him), look at his response and, if he is not, or continue to bargain even if the a. I feel, and foreign trade have to know a set where your target market, your sales target is not all of them, you just can seize your target market in a small group of people is sufficient. For instance, your market position is 10USD, your customers are able to accept products 8-12 yuan a person (give an approximate price of space), those who are only willing to buy cheaper products out of 1 yuan or 20 yuan to buy a luxury one, you in relation to their customer list from the temporarily removed. Unless they will be able to accept the 10 yuan price and quality.

B class of customers, bargaining in good faith: for example, each asking price, they always have to a 10% DISCOUNT. This client, a general, all want to buy your product, do not offend other people in order to some small bits. This situation is the need to know where your powers, you can receive a discount where it is.

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 “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 if this Price you can accept, but also displayed more grievances and reluctantly.

If, others a counter-offer, you immediately back off, they know, you have to price the space, then your price will be more pressure lower. Moreover, never before shown in the customer Jizao mentality, the more anxious you are, the customer will be more haggling. Sometimes, on the price negotiations, not necessarily the same day response, they can wait a 1-2 days. When the customer calls to you, but also seems difficult to deal with this problem, first pledged to consult, the can answer.

Think of yourself is the buyer under the buyer’s state of mind more than speculation, empathy, there will be unintended consequences.

The second measure: how to deal with customer’s refusal to

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

This case, do not give up, can not give up, can not give up.

You have to cheek to ask customers what the reasons were rejected. Of course, you absolutely can not the customer’s decision to make a long, indiscreet remarks about his conclusion: those who live, I have such a good price to you, you actually do not, what meaning do. I worked hard to give you proof, do not know how much talk about good things to our factory, your end result is actually not really wronged. Is probably the mentality of common people.

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 reasons is because budgets are insufficient, wrong delivery period, the price is too high, or how how the. For different situations, of course, to do different things.

If the budget is not high, you can spoke to him, our volume of orders is not large, the amount is not high. You also waste of effort for this list, the factory has spent a lot of cost and effort, is not it can then fight about. If all difficult to accept, is not an acceptable part of one of the other wait until next year in January (do not say later, talk about a clear point, otherwise people will completely forget you).

Delivery period does not: you can ask of their expected delivery period, with the plant in advance and then the next fight.

Price is too high: You asked him if he accepted a similar but low-priced deals. There is emphasis on product features.

In short, less than the last one moment, do not give up, even to give up, it still must be very polite with the customers to say goodbye and look forward to the next cooperation, usually have to keep in touch, do not give you that others do not list on one foot to kick people a.

Finally, would like to remind everyone that even if they are refused, do not cringe in order to abuse others, or others, should be neither overbearing nor servile, reasonable and restrained. Procurement and sales are equal, the procurement noble better than you this sale. Similarly, do the purchase, it does not then the boss can be poking into other people.

Do first people, good people, before it can be a good businessman.

The third measure: how to deal with customer complaints

As a foreign trade salesman, the most troublesome than in the face of customer complaints, and goods are made, the customer received the money. After a few months, is even customer complaints of quality goods problem.

We generally react? “With such a low price this is the only quality, but he still expected to spend 100 years, ah,” “bad luck, were complaints, simply ignore him”

This problem will become increasingly worse.

My experience is: a customer complaint, reply soon, tell him you on this CASE attention.

If you are a factory, it can be replied: 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 ah, my friends. First, one will have to reply immediately to allow customers to let them wait too long crazy things they complained to your boss or more high-level people there; second, a set to use WE, rather than I. I suggest that the vast majority of cases, I used to use better than WE. WE seem you more PROFESSIONAL, because you represent a CO, rather than your private, of course, a single exception of those who fly their own. In particular, when the complainants, WE that you have a background! Third, there must be a photo as evidence, the saying goes, “I said, no proof,” Who knows the goods in question is indeed a malicious extortion or clients?

And production and inspection department of the meeting is also very important that this meeting could let everyone know how much some of the goods in question, there is little question, I have come across the productive sectors of the pigment mixture of my mistakes, the things wrong with the ratio . Aware of an error where it can cope with, I think people within the company, even if you hide, hide than in the customer less, that is, you always know more than the customers

If you are a foreign trade company, should immediately contact with the plant, to open it will, as far as possible to find the problem, of course, the main body of the meeting at that time, that is, you and your plant.

If you find that is indeed our responsibility, to make the other party to mention a claim, are neither the first openings. To mention the other side there is an advantage. Is that you want to know where the bottom line for compensation.

Outcry tips: When the other person is expert and you are a layman, let the other side first outcry; when the other person is an outsider and you are expert, let the other side first outcry; When the two sides is an insider or an outsider all the time , you should take the initiative first outcry. This, we gradually began to feel the bar.

B. self-confidence a little, not nervous, so as not to affect your oral expression in English, met English is not very good customers in Japan and South Korea and other countries do when the Speed too fast, carefully listening to customer requirements or needs, met do not understand of, or did not catch the call when the other customers too embarrassed to say again, a “PARDON” or call Customer explain popular that customers will be very pleased to accept, and must not Budongzhuangdong! more can not be just lip service, casually promise! you companies can do what, do not have to be realistic, to be frank with clients that do not exceed your ability to promise something beyond, of course, you do get to meet the best customer!

C. encountered come to visit customers can detail their products, and customers to exchange business cards, the need for further discussion please customers in your booth to sit down and carefully on the table to discuss consultation, take the registration book for each individual customer’s requirements, each important quotes and related information and nailed the customer the appropriate card into different categories, key customers do not forget to separate tags. When exchanging business cards to be courteous, you knew it was met with some competitors, visitors and would like to ask people to have skills Hui Ci Ming films.

D. When sending samples to see customers, competitors do not even have given the trouble that sometimes, and encountered very sure that you have to judge competitors, and the other party asks you to give him the samples when you can politely that you are the with a few samples, can stay in business cards and then send him back.

E. The time has come to empty your competitors walk around the booth to learn about competitors as well as the latest rival certainly be an advantage, so that to know ourselves!

F. encounter many people may not come to meet and greet the guests they need, when you go to, when I remember leaving the subject of Zaiqu with a customer greeting other guests, should not have a client in conversation with other people crowded out when I turn the first to greet another customer may account for other personnel should talk to the customers greeted wait a bit longer.

G. met few people visit, very busy when we must guard against the booth shouting / talking or chewing gum and the like, so as not to affect the company’s image.

H. negotiate with the customer when the best cell phone set to mute, this is a basic courtesy to a man is respect for the customer! Courteous attention to all the small details.

I. If possible, prepare some small souvenirs with Chinese characteristics, to give foreign customers, gifts should not be too valuable, delicate yet rich in Chinese style, which inadvertently tend to give small gifts to leave a very deep impression on customers, but also very warm but very human.