Remember that you are a salesperson, not a messenger.
A poor salesperson is a microphone. If a good salesperson has time and understands English, then you are useless; an ordinary salesperson is a salesperson, and he can answer product questions like The answers are the same as the flow, but they cannot affect the customer’s choice; an excellent salesperson is a shopping guide who can help him clearly explain his own needs and find ways to meet the customer’s needs.
Don’t brag about your performance.
Don’t overly boast about your customers’ achievements.
Once, I negotiated the price with some companies and talked about one of his big customers. He also said that other people’s monthly orders of 200K were at the same price. This kind of talk is tantamount to sealing his mouth. At that time, he felt that he was full and did not want any more food.
Do what you promised.
Even if you promise to do something that cannot be done, you must tell the guest in advance, and do not wait until the guest asks. Honesty is very important, not only for the company, but also for personal integrity. Even if the order is not completed, at least you can maintain your integrity in front of the customers, which is good for the company and your own future development.
Only if you buy wrong, you will not sell wrong.
One wrong purchase can destroy a company. Try to understand the buyer’s hesitation and distrust.
Reply to inquiries in a timely manner.
Reply promptly when receiving inquiries from customers. Even a popular reply will let the guests know your work efficiency and respect for them. Sometimes, by the time you’re thinking about how to respond, the guest has flown away. Particularly important are those who advertise on Alibaba or Global Sources, which receive a large amount of inquiry business every day.
To the factory attendant.
Due to my experience, factories, especially the business of large factories, have very poor service awareness. The service we talk about does not mean that customers come to serve tea and water, but that when communicating with customers and solving problems on a daily basis, we must not only have good products, but also have a sense of service.
Business capabilities.
Some marketing books today emphasize that salespeople must be humble when meeting customers.
But many companies only try not to be inferior to others and look cool in front of customers. Forget about being cold, he didn’t know a lot of questions when asked, and he didn’t even understand the basic situation of the factory, and he put on an expression like “your questions are ridiculous.” It seems that it is easy to not be humble, but it is not so simple to not be arrogant at the same time.
Clear bottom line.
Assuming that the customer’s bottom line is lower than your bottom line, then there is no need to discuss price. It’s just that you know your bottom line (if you don’t know, ask yourself if you are playing the role of a microphone), but the customer’s bottom line is often unknown to him.
The core of bargaining strategy.
The core bargaining strategy is to make the guests feel that they are getting an advantage (note: it is to try every means to give the guests this feeling, rather than to really give the guests an advantage, and appreciate the difference).
The impact of price increases and reductions.
The greater the price reduction in the entire industry, the harder it is to do business; the greater the price increase in the entire industry, the better the business.