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老业务员的肺腑之言(2)

分类:销售技巧  时间:2012-06-29  编辑:丽人行

老业务员的肺腑之言(2) 标签:业务员 业务员管理 招揽业务 公务员工资 公务员

  5、可能你的样品是比较满意的,但相关的交易条件令人不满意,有些客户不会说。因他要样品也不只你一家。总之,碰到这样的事,则要有耐心,能有订单则最好,若没有,也很正常。但你要努力去跟催客人的情况,以求得到最好的效果。如果本次不成功并不意味没有希望,经常保持与客户的联系和沟通,如果他是最终客户可能在经后的接触中会另外选择您。您要做好您的潜在客户资料档案。分享B 对于一些小客/新客,我建议可向客人说明我们很乐意随时免费推荐最新潮的产品款式给他们,以吸引更多的客户和生意。但我们又面临负担大数目快递费用的困扰。

  如果客人愿意为我们分担快递费的话,例如提供到付账号,将是对我们工作极大的支持。这样我可以多推荐一些有新意的样品给客人。当然,为帮助客人节约快递费,我们推荐新东西给客人都会从实用性考虑,在寄出之前都会通知客人,照片给客人看,客人看过确定需要后才寄出。我想这种方式对于一些真正有意开拓生意的客户会有一定的效果。而对于那些大客老客,尽管他们每年和我们的生意额很大,我一般还是会出以下这封信件给客户的:

  Dear Sirs, Firstly thank you for your continuours supports in the past years,

  we wish both business snowballing in the coming years. As per the summing-

  up made by our financial department in the last half year,

  the statistics showed that we had a very heavy burden on sample cost,

  Just as you know, during the past years we supplied the small qty samples to

  our customer free of charge, in this way, we not only had to pay the

  samples cost in our factory, but also pay for the postage to express courier,

  such as UPS, Fedex, however, our profit is getting smaller and smaller,

  Under the above-mentioned situation, we find it is getting difficult to

  run business in this way。In order to solve this matter in a reasonable way,

  we hope our customer could help to share the cost by paying the postage,

  So could you please inform us your account number of UPS or Fedex or other

  express by returnSo that we could send samples by your account number,

  while we will supply the samples which are free of charge in normal small

  quantity as before。We believe this will do favor to develop the business

  between us, most of our customers is doing in this way now,

  we sincerely hope it will be also workable to you。Please kindly comment

  the new way and advise us your A/C no。Thank you for your cooperation。

  Looking forward to hearing from you soon

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