As salesmen, will you set goals for yourself? Have you any ambition to become top sales? I think that no one is really willing to be a mediocre person.
However, Qian Qian, which is engaged in foreign trade, is still a minority. In fact, all walks of life have such “28 Laws”. It is difficult to make changes if you cannot realize the gap between yourself and the excellent.
Recently, Miyou @SherryLi, who has worked in the office for 6 years, lamented that most people are “unprofessional” in the same way when talking about the salesmen he has dealt with over the years. It was not until I met this salesman, who has only been in business for 2 years, that I could not help but want to praise him. …
Because of their profession, at least 1,000 foreign trade salesmen have been encountered in recent years. But what really impresses me is not much, because most of the salesmen are similar. No matter from the product, to the company, to the market understanding professionalism, or service attitude, way of doing things, communication and other aspects are almost the same.
For example, I told the factory that my boss and I would visit. The factory usually asks when you will arrive, where you need to send a car to pick it up, and then hangs up the phone. Few people ask the accompanying people what their positions are and whether they need to prepare any special samples.
I also have a habit: when I go to a factory, I always like to ask the salesman how much your factory sells in the whole year, how much it sells abroad and how much it sells in the domestic market. As well as the main markets, the best products the company sells, the new products, etc., you will also ask the business how much sales you made this year and last year respectively.
After arriving at the factory, few salesmen can pick out the products we have inquired for from the sample room and prepare the relevant information. However, the factory salesman who went to inspect the goods today left me a special impression.
This factory makes filter bottles and filters for water purifiers. We have 42 products in an ultra-high cabinet. Each product is divided into large labels, small labels and color boxes. Even if the quantity is only 6 boxes, the factory has printed color boxes for us. This order is definitely the most complicated one among all our orders. It took us more than half a month to modify the design before and after packaging this piece. However, it was such a complicated order that I saw what it was like to be a real professional salesman, even though she had only been in business for 2 years.
The reason why the salesman of this factory impressed me is mainly manifested in the following aspects:
1. There are many kinds of products, some of which are too small to make color boxes. The salesman made a plan for us.
Scheme 1: Use their neutral packaging color boxes and paste our own LOGO in transparent color to save cost and production cycle. And gave us a demonstration and sent us a color box picture with our LOGO for our reference.
Scheme 2: Printing our own LOGO color boxes, we will bear the mould cost of 480 US dollars, and each color box MOQ 1000. It is especially emphasized that this is not what they require, but what the packaging factory requires. It can be done in small quantities, but the cost will be much higher. It is suggested that we make 1,000 color boxes more cost-effective. This time we will use 600, and the remaining 400 will be stored in the factory. The next order will directly reduce the cost of 400 color boxes. And the unit price of each color box is marked. If the color box design is not changed in future orders, there is no need to bear the cost of color box mold. We chose option two.
Advantages: She didn’t make any problems to the customers, telling them that the order quantity is too small to make color boxes. You can add the quantity yourself or do it at your discretion. Instead, they propose solutions for customers to choose from.
2. During the production process of the order, we found that we had a grey wire wound filter core, but the staff made it all black, and asked if we could accept it.
Advantages: During the documentary process, go online to check the production progress and see if the order production is consistent with the customer’s requirements. Once problems are found, inform the customer immediately. And asked the customer if it was acceptable, unlike some salespeople, they cut off the shopkeeper after receiving the order and made decisions for the customer without authorization even if problems were found.
3. Although the whole order has many kinds and complicated packing, there is no mistake.
I asked her how she did it, and she said that some labels were very similar, fearing that the staff had pasted them incorrectly. She pasted them herself and repeatedly explained how the packaging department packed them.
Advantages: Take the work seriously, be dedicated to one’s work, be diligent in internal communication, and explain the key points and details.
4. During the inspection, the salesman prepared all the tools needed for the inspection. During the inspection, there were two filter elements, one 51MM and the other 60 mm. However, our inspection was only 49MM and 58 mm. The salesman took a sample of each of these two products, took a picture, and immediately reported to the manager. And put these two samples separately, and then inform us that we have already fed back the situation to the inside and will give us a reply immediately. Within five minutes, his manager came and brought with him the inspection tools. Each product was re-inspected on the spot for a dozen or so. Later, we were told that this product is made of PP and is sealed with plastic. Some products are slightly sealed with plastic, with a difference of 1-2MM. However, it is absolutely impossible to exceed 3MM.
And the product was weighed, and the weight was no less, indicating that if we are very concerned, we can seal the plastic a little loosely next time. Or some customers are calculated according to the weight, we order tickets, can mark the weight on it, they will strictly according to our requirements.
Advantages: After the customer complains, he immediately reports to the relevant departments. The factory is very efficient in solving the problem, not only finding out the cause of the problem, but also proposing a solution.
I asked the salesman, are your orders as varied as ours?
The salesman said that there are not so many kinds of customers, and there are also very few orders with the same quantity as ours. There are many kinds, and the quantity of each kind is small. I went on to ask, then why did you take our list? The salesman said that the first order had a very large variety of products. I thought your ticket was a trial order with a large variety, which means you have great potential in the future. As long as our products are of good quality and there is no mistake in the order, the quantity of the second order will be added, but I didn’t expect that the quantity of your second order is still so small.
I went on to ask, then if we place an order with so many types and so few quantities, will you continue to accept the order? She answered, of course, the mosquito is meat even if it is small. You may place a big order one day. Moreover, we start from small orders, and when you grow up later, we will definitely not change orders, because we have trust and tacit understanding.
Advantages: The thinking is very correct, not to give up because of small orders and difficult orders. Every customer grows up from small to large, making big orders from the very beginning. After all, it is very small. Customers who grow up together from childhood to adulthood will have very high loyalty in the future.
All I know is that as long as his order is not a big quality problem and the price is not too high, we will not transfer the order. Of course, with the basis of the previous two votes, there is still a great chance of cooperation in future.
6. The salesman is very specialized in products. She used to do purchasing for 6 years. Later, she was very interested in foreign trade. She taught herself English and switched to foreign trade sales.
She said that her English was a half-skill, but she enjoyed the process of doing business, and her income was several times as much as before. She also enjoyed the result. Any effort is rewarded.
Advantages: Interest is the best teacher. If you like it, you can finish it directly. Don’t hesitate. If you’re wrong, then what’s the big deal? Although she said it very easily, I understand that she must have worked very hard all the way. The reason for this is clear to everyone who does foreign trade. It is difficult for our major in foreign trade to do foreign trade, especially for her who does not know English and foreign trade, how much hardship she has to pay, as long as she knows. Fortunately, everyone who works hard will not have too bad luck.
7. Before placing the order, I told her that the current market situation was not very good. The salesman persuaded the boss to reduce the price by about 5 points.
Advantages: When customers need it, they should do their best to cooperate and not only care about the immediate interests. Only when we share weal and woe can we see the true feelings.
He is highly specialized in products, can cooperate with customers, is good at making plans for customers to choose, and does not make mistakes in orders. In case of customer complaints, they can give feedback and solutions very quickly, and they also make special efforts and progress. May I ask why such factory salesmen do not become TOP SALES? After 2 years in business, the sales volume is close to 20 million, SO EASY.
To add, they have a high cabinet worth 30-100,000 RMB.
-Ace sales, by “professional”- Who doesn’t want to boast about such an excellent salesman? TOP SALES with an annual sales of 20 million, who else? I hope everyone can be inspired by this and look back at their own shortcomings. Remember, don’t belittle yourself, just like Bingda said: when you encounter problems, ask inward. If it does, trump card sales are not so far away. After all, salespeople who have only been in business for 2 years can achieve this result. Why don’t you change and work hard?
Original Artical，Author：China Trade Agent，if repost，please give references ：https://offers-bg.com/nearly-20-million-what-makes-her/