In this enormous exporting market of foreign trade, some
salespersons have excellent performance and orders, while some average struggle
to get more orders but failed. Even if they share the same training and client
information in a team, the outcome differs from individual to individual. The
reason is that these excellent people can always see things differently. They
lead their clients so well as to make the orders happen.
This week an outstanding salesman told me about how she conquered
her customer within one day! I am so inspired after hearing her story. I
realize that they do think differently from average salespersons.
You said you didn't buy this kind of products. But I knew you lie
to me!
On the night when this excellent salesman sent the introduction
and quotation letter to the customer, she didn't hear from the customer. So the
next day, she began to contact the customer actively in the morning. She left a
message saying the strengths and features of the product with pictures to
attract attention. Then the customer couldn't help replying her, “No need send
me picture anymore, dear, I don't buy this product. And to be frankly, your
price is very high. ”
Well, I believe most salesmen will give up on this customer to
this extent and reply： “Okay. If you have future
orders, please feel free to contact me!” Then move on to the next customer.
However, this amazing salesman drew another conclusion from the customer's
words: The customer says it's expensive. This means he has paid close attention
to this product. And most importantly, he has compared about the price
Thus, she went on to the next step – to stimulate the customer’s
desire to buy this product.
I don’t believe that you won’t buy this!
Now that she knew the customer did have purchase desire. As an
excellent salesman, how on earth could she give up this chance? But she wasn't
so worried as to discuss about target price and start negotiation. Instead, she
confidently answered this customer why the price was high and what was the
product's difference from others, and what's the value.
In a word, he led the customer to believe the price was worth it.
At last, the customer said, “Send me picture.” At that moment, she knew that
the customer was interested in her product and she could get this order. This
excellent salesman sent the photos to him immediately. In the rest of the
conversation, the salesman actively replied the customer's questions without
any hesitation. With a smooth communication, they cooperated very well and this
whole process only took one day!
That was a Sunday. Only in a day, this salesman wins this new
customer. Her efficiency is so amazing.
Logic plays a very important role in the process of following-up
with customers. If the salesman didn't use her logical thinking, I am afraid
this order will not exist. From the experience of this salesman, it's easy to
see that what the customer says can manifest his ideas in some say. As long as
we can analyze them with patience, we can possibly find out more clues in the
conversation so as to get the order.
