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      北京物流信息聯盟

      客戶下不下單,其實你能決定You can Deside Customers' Orders.

      外貿連 2021-10-27 14:37:04

      敢于下成交建議,敢于向客戶逼單

      Dare to make a business proposal?and?make orders to the customer

      逼單,即逼著客戶確認訂單。很多業務員沒有勇氣跨出這一步。很多時候,客戶對產品本身是有傾向的,但遲遲不下訂單,又或者雖然訂單發過來了,但遲遲未能確認。

      Force the order, that is forcing customers to confirm the orders.Many salesmen have no courage to take this step.?In many cases, the customer is inclined to the product , but the?order has been delayed.?Or even if the order is sent, no confirmation is received. ?


      既然我們已經判斷出客戶有采購意向,遇到這種情況,我們不妨主動向前邁一步,一方面追問客戶對產品和服務還存在什么疑慮并給客戶下單的理由,一方面直接將合同發過去讓客戶確認和簽約。如果客戶對合同表示沒有異議,很可能就促成這筆訂單了。

      Since we have identified the buyer's intention, we may take one more step forwardly.On the one hand, asking?the customers for their doubts about the products and services, and then give them the?reasons?to place order.??On the other?hand, sending?the contract directly to the customer to confirm and sign. You may likely get this order if the customer has no objection to the contract.


      其實我們跟客戶是一個平等的合作關系,雙方并沒有虧欠誰??蛻艨梢灾苯影延唵谓o我們,我們也可以直接向客戶要訂單。大家不能總等著客戶下訂單,要主動上前一步向客戶爭取訂單。即便客戶決定放棄訂單,我們也要知道客戶不下單的原因。
      Actually, we are in an equal cooperative relationship with our clients,and we are not indebted to each other.The customer can give us the order directly, and we can also ask for the order from them.We should take the initiative to obtain the order instead of ?waiting for the orders from them.Even if the customer decides to abandon the order,we need to know why.

      用引起客戶共鳴的話題打動客戶

      Impress clients with the topics that can resonate them

      業務員要懂得把握各種時機去促成交易。2008年奧運會,當得知印度某一比賽項目獲得了第一枚金牌后,某業務員就立即給他的印度客戶們發過去祝賀郵件。祝賀一輪之后,客戶回復率明顯比之前有所提高。之后他就成交了一筆訂單。

      The salesman should know how to seize the opportunity about facilitating the transaction.A?salesman sent a congratulatory email to his Indian clients when he learned that India had won the first gold medal in a competition?at the 2008 Olympic Games.After congratulating, the rate of customer response was significantly higher than before.And then he completed an order.


      你可以抓住各種時機增加與客戶之間的交流,增進與客戶之間的感情。即便這一單成不了,但是你讓客戶記住了你,給客戶留下了好印象,也算是一種收獲。

      You can seize every opportunity to communicate?with your clients and enhance your relationship.Even if it doesn't work, you make the customers remember you.It is also a kind of harvest to make a good impression on customers.

      多渠道獲取信息

      Accessing information in multichannel?

      和大家分享一下獲取信息的重要性。平時GUMMI BEREIFUNG每天固定推送十來條消息。有一次點開一條消息,發現新聞報道的就是德國某地倉庫失火了,而倉庫老板正是我的客戶。其實我當時心里想的是,客戶倉庫失火,想必損失慘重,發生這樣不幸的事,自己是不是就別再給對方添亂了,因此糾結要不要發封郵件問候一下客戶。但我還是給客戶發了封關切信??蛻艚o我回了郵件,向我描述他們那邊庫房由于貨物堆放不規范,再加上天氣的原因,就起火了。我回復道:If you need any help,我可以隨時為你提供幫助。之后客戶又給我下單了。

      Now I’d like to share the importance of getting information?with you.GUMMI BEREIFUNG regularly sends ten messages a day.Last time i learned a message that ?a warehouse in Germany had lost its fire.And the warehouse owner was my client.In fact, I was thinking that the customer?must have suffered a great loss?in such an unfortunate,and i shouldn’t bother him.So I wondered?if I should send an email to?greet my client,and i did it.The customer replied me and told me that it was the nonstandard placing of stock and weather that cause the fire. I replied that:“If you need any help, pls contact me at any tim." After that, the customer gave me an order again.


      那條消息剛發布出來三五分鐘,我立馬一封郵件給客戶發過去了??蛻艨隙〞@訝于我獲得消息的及時性以及我做出行動的速度??蛻魰J為我有很強的信息獲取能力和行動力。

      I sent him the email within three to five minutes after the news came out. The customer was surprised by my timeliness of information and the speed of my action.Besides he will think that I have strong information acquisition ability and action motivation.

      沉潛下來做業務,保持銷售的熱度

      Dive down for business,and maintain the heat of sales

      做銷售壓力大,不乏有業務員急于拿到訂單,才跟客戶聯系兩次就想讓客戶選擇跟自己合作。但是現實的情況往往是,如果客戶已經有合作供應商的話,不可能很快被你吸引。

      The pressure of sales?is great. There are many salesmen eager to get the orders.They make customers choose to cooperate with them when they just contact twice.But the fact is that if the client already has a partner, they won't be attracted by?it soon.


      打個比方,女生買化妝品,相信大家手中都有固定使用的品牌,你心中認可的可能就是那幾個牌子,不可能頻繁地更換品牌,偶爾更換的也多是些補充產品的品牌。比如眼霜沒了,我換一個;口紅沒了,我再換幾個。但是潔面護膚的化妝品,你可能很少更換??蛻粢彩且粯拥?,即便要去買你的牌子,比如他一個月能下單10個柜,他很難一下把10個柜的量都交給你供應,他起初可能嘗試采購半個柜并加以考察,事實證明發貨穩定且市場反映良好后,再逐漸增加采購量。

      For example,girls buy cosmetics, and I believe that everyone has a fixed brand in mind. But you won't change them fluently. You may add more brands. For example, you change the eye cream when it runs out; You change the lipstick when it is used up. But you may rarely change the cleansing cosmetics.The customers are the same.Even if they want to buy your brand, he can order 10 containers a month for example, he is difficult to place all these 10 container to you only. He may try to buy half a container for trial and increase the quantity if everything is stable and the market response is good.?


      文章整理自網絡,若涉及版權等問題,請告知,我們將在第一時間刪除,謝謝!


      AV一本大道香蕉大在线

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