Exhibition and foreign exchange sales skills

We know the old foreign trade, we can meet all kinds of buyers in the exhibition. In the first meeting, if you play a little better, you can increase the probability of getting orders. After all, many salespeople do not have a few times a year to participate in the exhibition, we must maximize the harvest. According to their own experience and the information provided by the Holland company, summed up the following points. Hope useful for everyone.

1, Europeans, Americans are very fond of that kind of interactive people, you do not need to be too formal, do not need anything yes. in the dialogue between the two people, when appropriate to call each other. If you often call each other in the dialogue, the other party will call you, so you can make it easy for customers to have an impression on you, so much benefit to follow up the customer. Non English name, like the Nordic names, we don't know how to pronounce, many French people's names are not in English pronunciation, should pay attention to, you can not read can directly ask the client, it is not rude.

2, native speakers of English are likely to speak quickly, without pause. You can make someone a little slower. Never pick up a client without understanding. Otherwise, customers will find it difficult to communicate with you. It is easy to have gone
3, after the customer sits down, you can ask the customer how much time you can give me. How many time are you available? This will reflect the customer journey you respect, but also allows you to master the content of communication based on
4, as long as foreigners do down, to let foreigners say, in the case of you fully understand, and then introduce yourself. When talking to European Americans, you can ask the client to make a brief statement about the purpose of the trip. Looking for some kind of supplier. Some customers will not directly answer you, some customers will tell you. 7 x/ V’ if you are lucky enough to hit the title is Director, Vice President and other duties of the buyer, to say something more strategic. These people do not come to the exhibition to 1 cabinets to the cabinet of the 2. Many of them are looking for strategic partners (Strategic Partners). So you have to put a long line fishing skills. If you can do your own factory, take the initiative to invite these people to visit your factory. Many of these positions are highly educated, and some people have MBA background. so, a little like to listen to the sour words. These people say: value, global supply chain, private label, costs, partnership, bottom line, etc.. You can say: We are one of the top label suppliers in the 3 private global market. Our producing capacity is more than 50000000000000/units each week. Furthermore, you know, the knowledge and the know-how sometimes is more important than the machines and equipments. Fortunately, we have accumulated enough producing and management know-how from our long-term co-operation with XXXX company. I am sure we can help you to reduce your international sourcing costs, we can help you to increase your bottom line. How many stores: if the retailer does your company have? If it is: Do you distribute your broker goods only in your domestic market Or in the? Whole Europe? Which country is your biggest market? (not directly ask who you are The biggest customer, so sensitive. In the last one or two days of the exhibition, you can ask: What do you think how about the trade show Did you find everything which you? Need exactly? You ask this question is very easy to get your whole industry from customers where the customer's point of view is very valuable to you. At the same time, you also indirectly asked the customer what the customer did not find, perhaps you can help the customer's busy, if you happen to have such a product, the customer will order to you here.

5, when introduced with the customer, do not always say, Our quality is good. booth above everyone time is not much. Do not say that some guests can not be measured, then how to do it? Buyers of large companies are basically at least a college degree, many of them have specialized procurement training, they have a set of quantitative evaluation system. So, it is best to use your terms to express the quantitative industry, if the industry does not have quantitative terms, just say, We have supplied our products for XXXXX company for 5 years and XXXX, company is quiet satisfied for our quality. So I believe we can meet or exceed your quality requirements. of the XXXX company is the best customer should know, and customers almost similar grades, or a little higher, not too much. Otherwise misunderstood.

6, in fact, buyers of large companies are most concerned about is not the price, quality, reliability. but similar merchandise buyers from different suppliers, the price a little gap between the foreign companies is acceptable. However, the buyer looking for a supplier of the problem, then the problem is big, a little better in Europe, the United States can leave immediately. So, if we can stand in the customer's point of view, let the buyer feel that you are in all suppliers, you are the most reliable, including quality, price, long-term supply capacity, etc..

  in short, you are communicating with the client, not being interrogated. Must interactiv