Three measures of foreign trade transactions Skills
The first one: How to bargain with customers
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.