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开始外贸之路  

2014-09-22 09:23:54|  分类: 创业就业 |  标签: |举报 |字号 订阅

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非平凡”童鞋,你好!

1,没有订单成交原因有很多,很多情况下并不是你一个人的问题,不要气馁!

2,我们从两方面来分析:
   第一,是你个人的原因。你从2010年开始外贸之路,说明当时你是新手,通常要成为外贸业务员要经过三种路径:从外贸秘书做起,先了解操作流程,业务架构,人事关系等方面;从跟单员做起,先了解产品知识,发货流程,生产工艺等方面;从单证员做起,先了解各种单据,接触合作商,风险控制等方面。时机成熟并经主管考核后才逐步转向外销员,通常都需要一至二年以上。从你的情况看,你有点操之过急。好像有这样一个故事:一只被关的小鸟看到玻璃外的世界非常美好,但就是找不到出口。如果我们要造平房,当然只要有力气和材料就可以马上行动,但要造十几层的大夏,必须得先设计好图纸,弄好工程制作程序。万丈高楼平地起,越高的大楼反而挖的地基越深。你的“地基”打好了吗?
   第二,是生意本身的内在规律。我在有一篇文章里提到过,生意成交的逻辑关系是:先认识客户,再是客户了解你,进而客户认可你,并把订单下给你。你想一想哪一个环节出了问题?首先是时间问题,3个月时间平均到每一个客户你沟通了几次,他们对你和贵公司的产品了解了吗?熟悉了吗?认可了吗?信任需要时间。据统计,订单成交沟通的次数一般需要7-21次。少于7次那就是运气!对于新手,我认为要化的时间比专业的销售员要多好几倍。就是“用时间换空间”。其次,你们的产品有差异化价值吗?目前是买方市场,任何东西都有市场,都有客户,但采购商是货比三家,市场竞争越激烈,采购商对厂家更是严格要求要有持续的供应超值价值能力,不然不是你被社会淘汰,就是他被竞争对手打败。曾经是世界第一的摩托罗拉不也是被原先只做电脑的苹果打败了吗?而你们公司有给你培训过这方面知识吗?最后,我想提醒你行业选择的问题。新手我通常不建议做偏门,冷门,或技术含量高,需要大量售后服务的行业。3年内的新手需要积累的更多是外语综合运用能力,贸易商务的实践操作能力,个人职业性格的培养等方面。功课做到家了,就水到渠成。然而面对一次次的失败和零成交,对个人信心的打击是巨大的,对未来的成长非常不利。

以上仅供参考,还有其他方面的问题你可关注我后面的帖子。
上一篇有讲到了有效沟通的一些方法和技巧,但很多外贸朋友来信问,除了跟客户谈产品外,不知道还能谈什么?其实我在有关学英语的文章中已经侧面点到了沟通的话题。当然还有更实用的内容和信息,今天我先抛砖引玉讲一些。
    这几天正巧在美国,客户跟我聊起了中国春节的趣闻轶事,我就把他们认知的英语表达方式分享给大家,刚上班的同仁们可以马上试用哦。

GUNG HAY FAT CHOY!
解释:恭喜发财!我估计是广东话听多了

A fierce dragon leaps and weaves from side to side.Strings of firecrackers explode in midair.We hear the sounds of gongs and clashing eymbals.What an exciting and noisy parade!
解释:对舞龙的描述

GUNG HAY FAT CHOY means best wishes and congratulations. Have a prosperous and good year. It is the Chinese New Year.This joyous festival may last many days.It is a time for family reunions,for honoring ancestors,and thanking the gods for their blessings.

The Chinese add a year to their age on new year's Day,no matter when they were born. This is the grandest birthday party of all!

Chinese New Year does not come at the same time every year.The date may fall any time between mid-January and mid-February.Chinese festival are celebrated according to dates on the ancient Chinese lunar calendar.It is called the lunar calendar because the length of the months are decided by the cycles of the moon.Each new Chinese year is given the name of an animal.It is named after one of the 12 animal symbols on the Chinese zodiac.These animal symbols date back thousands of years. It is said that a person born within an animal's year will have the qualities of that animal.Chinese learn their future and fortunes by the animal symbols of the Chinese zodiac.

Chinese families make great prepationgs for this special time of year.Before the new year faomilies settle old debts and buy new clothes.The house is cleaned and food is prepared. Home are filled with flowers and fruit.Families display pyramids of oranges and apples.An apple is a symbol of good luck for the new year. Oranges and apples are picked for a special reason.The Chinese believe red and orange are colors of joy.You will see the colors of joy everywhere at the Chinese New Year Festival!

There are red and orange scrolls everywhere.The Chinese characters on the scrolls carry messages of Good Heath,Luck,Long,Life,Prosperity,Happiness.

On the eve of the new year,Chinese families celebrate at a reunion dinner.Offerings are made to family ancestors.Sometimes doors and windows are sealed with red,good luck papers.Children stay awake as long as they can on New Year's Eve.It is said that the longer one stays up,the longer one's parents will live.

The new year is a time for gift giving.Before midnight the children receive a special present,called "lai see".It is good luck money wrapped in red paper. Then,all of a sudden,there is a deafening explosion of firecrackers.It is the new year. Firecrackers will scare away lazy and evil spirits!

你如果一口气在老外面前全部讲出来,估计老外无限崇拜你!

英语好的同学帮忙翻译成中文,看看说得是否正确?

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