When participating in the Canton Fair, accurate negotiation strategies are an important point to successfully convert potential users into specific buyers. Let’s take a look at how foreign trade salesmen negotiate with scheduled customers at the Canton Fair?
1. Specific ideas for negotiation
① Grasp the customer’s interest
② Invite the booth to sit and chat
③ Exchange business cards/review business cards
④ Eliminate the customer’s vigilance
⑤ Understand the customer’s purchasing background
⑥ Recommend corresponding products to customers
⑦ Appropriately embed the company’s advantages
⑧ Don’t get too entangled in prices
⑨ Determine the details of samples or trial orders as early as possible
⑩ If possible, try to deduct cash as a deposit
? Follow-up commitment after the exhibition
2. How to negotiate with scheduled customers?
① Wait at the booth on time, the time of key customers is very precious;
② Quickly send your business card, and then ask the leader to send your business card again;
③ Simple greetings to facilitate the introduction of the topic;
④ Show the prepared products, brochures, and even emails communicated with customers in the past to customers;
⑤ It is best to record in a notebook during the chat, so that potential users realize that everyone attaches great importance to his words.
⑥ Guide the negotiation process according to the problem, and the negotiation purpose needs to be connected in series. The required negotiation content can also be shared with customers for easy determination together. A rigorous and serious approach is a true reflection.
⑦ Don’t worry about the price unless you have already determined the price or have made an appointment with the customer for open communication. Regarding the price, the old love usually has the answer in mind.
⑧ Don’t rush to ask the time of ordering, unless the customer has taken the initiative to pay attention to the delivery date, otherwise it is not far from signing the order.
⑨ Generally speaking, the negotiation routine: product quality-price-master the strength of the enterprise-sales market (especially the local market)-finally it is a matter of some cooperation details.
⑩The more information a customer usually shares, the easier it is to sign the bill.
?At the end of the discussion, learn to finish the conversation moderately and become other customers. At the same time, sending a small gift to express gratitude and agreeing to follow-up actions can keep in touch with customers and lay the foundation for the final transaction.
By carefully planning and implementing these negotiation strategies, everyone will be able to effectively attract and convert potential users at the exhibition site and bring valuable sales opportunities to the company. Remember that professionalism, preparation and interpersonal skills are indispensable in this process.