【精品案例】外贸人的五重境界,你在第几重? Five Realms of Foreign Traders

北汽进出口 浏览次数: 2016-11-30 18:32

视野决定业绩,成长始于开阔视野。多挑担子的肩膀才能更加结实,像老板一样操心你才能有老板的视野。快来看看我们总结的五重境界对不对,看看你在第几重! One'...

视野决定业绩,成长始于开阔视野。多挑担子的肩膀才能更加结实,像老板一样操心你才能有老板的视野。快来看看我们总结的五重境界对不对,看看你在第几重!

One’s horizon makes a difference to the performance which means you are actually grown up when you start to open your mind. The more responsibilities you are undertaking,the more missions you are able to finish.Only if you worry as your boss do can you have the horizons like your boss do.Come on,check the five realms of foreign traders to know what level you are at.

第一重

盯着订单 Focus on the order:

这些人往往是新手,急切地想成交,所有工作都以订单为中心,对于客户了解很少。靠品质、价格和交期吸引客户,最终就只能在价格上一让再让,以求得订单。在谈判上,他们有的倾向于“面对面”,同客户针锋相对,比较硬;或者是比较软,求单心切,被客户所利用。

Those who want to make a deal in a haste know little about the customers because all their work is around the order and that means those are just newbies.They attract the customers with qualities,prices and contact however they compromise on the prices in order to get the order.In the negotiation, some of the newcomers like to be tougher who prefer to communicate with the customers face to face while others are gentler but eager to make a deal which makes them catpaw.

在这个阶段,业务员冲劲十足,但屡屡遇到挫折。逐步明白技巧的重要性,开始注意学习技巧。他们刚踏入社会,个性十足,还不太能抛开“自我中心”。

In this realm,the traders are highly motivated but easy to have setbacks.They gradually understand the importance of skills and they begin to learn the skills.They just step into the society with strong personality so it seems difficult to quit the self-centeredness.

第二重

盯着客户 Focu on customers:

工作几年后,他们清楚了赢得一个客户远比一个订单重要,所以他们竭力同客户建立一个长远的关系。他们开始认真思考客户的需求是什么,所以服务比较周到,同客户的关系也相对比较牢靠,客户一般流失率很低。在谈判上,他们尽力培养同客户“肩并肩”而不是“面对面”,争取双赢,妥善处理争议,既为公司争取利益,又要兼顾客户关系。

After few years work,they are clear that it is more important to get a customer than an order so they do their utmost to establish a long-term relationship with the customers.In addition,they start to think about what customers really want which makes their service thoughtful as well as relationship firmand the churn rate decreases.In the negotiation,they try their best to make a deal with the customers side by side but not just face to face.And they cope with the controversy appropriately to strive for win-win.They not only fight for the company’s profits but also give considerations to the customers relation.

这个阶段的业务员,逐步明白,销售技巧即心理学。他们在实际运用中,技巧逐步成熟,能抛开“自我中心”,明白“舍己从人”的道理,逐步同客户建立起较好的关系。

Step by step,traders in this realm know that sales technique is psychology.With the gradually mature skills,they can cast self-centeredness aside and grasp the principle of altruism and maintain a good relationship with the customers.

第三重

盯着市场 Focus on the market:

当业务员进一步成长后,他们发现客户数量不是关键,有效覆盖市场才是关键。于是他们很关注客户的质量,并且竭尽全力配合客户在当地市场的拓展,一起成长。同客户的关系非常紧密,大家在一起策划方案,一起探讨,双方互相支持,犹如一个团队。他们之与客户,如同咨询师。客户对他们言听计从,互通有无,关系十分牢靠,其他供应商基本没有任何机会插入进来。

When the traders grow further,they discover a truth that how many customers they own is not the key but the market.Therefore,they are quite concerned about the quality of customers and they exert all their energies to match up with customers’ expansion in the local market to grow up together.

第四重

盯着自己 Focus on themselves:

当他们遇到强劲的竞争后便会明白,很多销售的成果取决于销售能力之外的因素,比如产品的研发能力,是否适销对路,品质是否为市场接受,价格是否有竞争力等。只有彻底提高自己的核心竞争能力,才能保障业务。所以他们开始把目光放在打造自己的核心竞争能力上,甚至有能力来筛选客户。

Encountering with strong competitors,they realize that the sales achievement depends on the factors beyond sales ability such as R&D ability(Research and development ability) ,if the products are great for sale,if the products quality can be accepted by the market or the price is competitive.Only if they enhance their own core competitiveness can they ensure that the business goes well.As a result,they begin to have eyes on making their core competitiveness and they are even able to select the customers.

第五重

盯着趋势 Focus on the trend:

虽然成为了行业的佼佼者,但他们发现自己的发展还是不可避免地遇到了天花板。所以他们发现,原来趋势很重要。需要选择有快速增长的,且潜在市场容量巨大的产品和行业。于是他们到处收集信息,不断思考趋势,尽全力走在趋势的前面。

Though having become the leading edge in the industry,they still discover that they encounter with the bottle neck.Hence they see that the trend is of necessity.They should choose those flourishing products and industry with huge potential market. Consequently they gather the information far and near ,thinking about what is the trend over and over again to make their best endeavours to fight prior to the trend.

哇,第五重就是所谓的外贸大神了吧,那可是我们每一位外贸人努力的方向呢!现处于第一重的“菜鸟”们也不要灰心哦,假以时日,相信不懈努力的你们也会站在行业的顶峰的!

Wow,the fifth realm means the real boss in foreign trade.That is what we,every traders fight for! Don't get upset even if you are still in the first realm. I believe that you can be on the top of the industry with your persistence one day!

转自外贸连

北京汽车工业进出口公司是北汽集团旗下的专业外贸公司,专注行业领域三十余载,值得您的信赖。业务联系: info@baiciec.com

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