When communicating with customers, cross-border e-commerce B2B salesmen should be sensitive to what customers say or do, and be able to judge customers’ thoughts and attitudes through the content and tone of their words, and even their expressions and actions when they meet. Excellent salesmen can judge customers’ sensitivity and acceptance of prices through the speed of their response to quotations and the tone of their words during the chat with customers; excellent salesmen can analyze the implied meaning of customers and decide when to advance, when to retreat, and when to retreat to advance, all of which rely on the salesmen’s keen perception. For example, Ken, a Thai customer, came to visit a factory of a Chinese company. Because the product he wanted was out of stock, he found it difficult to decide whether to place an order. The salesman felt the customer’s embarrassment and immediately took out a large number of drawings and photos of the factory producing the product to show the customer professionally, and finally convinced the customer to take the order. Obviously, the salesman’s keen perception is an important reason for his success.
Cross-border e-commerce B2B business involves a large amount of money. Although there are also short-term orders, the larger the amount of the order, the longer the battle line may be. Therefore, doing cross-border e-commerce business requires perseverance. The significance of persistence is that knowledge needs to be accumulated through practice, experience needs to be accumulated through experience, and customers also need to be accumulated one by one. Under the premise of confirming that the general direction of the industry is correct, for salesmen, persistence sometimes means victory. For example, after graduating from university, Ohara worked as a salesman in a crane export group. For a whole year, he went through negotiations for four or five orders, but none of them were successful. Just when he was discouraged, a customer from Africa decisively placed an order with a very high contract amount after just one month of negotiations. The significance of persistence can be seen from this.