论坛 › 河北 › 遇到一月入30000+的外贸业务员，发掘他挺有意思

219mze 发表于 2024-8-25 05:30:52

遇到一月入30000+的外贸业务员，发掘他挺有意思

    <div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/004364b770cf471683abecef14b4357d~noop.image?_iz=58558&amp;from=article.pc_detail&amp;lk3s=953192f4&amp;x-expires=1725040158&amp;x-signature=uldTUxExIasA0iAWOcUjPWt27Nk%3D" style="width: 50%; margin-bottom: 20px;"></div>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">文 | Tess | 公众号：Tess外贸Club（Tess_2006）</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">01</span></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">外贸业务员是个很特殊的职业，说一个人是外贸业务员，就像菜市场的摊主喊买菜的人“老板”<span style="color: black;">同样</span>，<span style="color: black;">这儿</span>的“老板”<span style="color: black;">亦</span>可能是真老板，<span style="color: black;">亦</span>可能是陌生人之间打招呼的通用<span style="color: black;">叫作</span>谓。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">老板和老板<span style="color: black;">区别</span>，有开豪车住豪宅的，<span style="color: black;">亦</span>有租住在城中村，在路边摆摊挣生活费的。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">同理，外贸业务员和外贸业务员<span style="color: black;">亦</span><span style="color: black;">区别</span>，有工作时间自由、财务自由，出国统统五星酒店头等舱的，<span style="color: black;">亦</span>有从没出国，拿着两三千的底薪，被迫996的。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">可能会有人疑惑，同为外贸业务员，都是把中国的东西卖给老外，是什么<span style="color: black;">引起</span>了<span style="color: black;">她们</span>的<span style="color: black;">区别</span>呢？</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">是<span style="color: black;">她们</span>选错了<span style="color: black;">制品</span>，还是选错了老板？</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">答案是，<span style="color: black;">制品</span>和老板虽然有<span style="color: black;">必定</span>的影响，但决定<span style="color: black;">她们</span><span style="color: black;">作为</span>哪种外贸业务员的<span style="color: black;">基本</span><span style="color: black;">原由</span>，则是<span style="color: black;">她们</span><span style="color: black;">自己</span>。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">不信，就看下面这两个案例。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">02</span></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">前段时间，我需要为一个意大利客户采购一批10L的燃气热水器，咨询了几个工厂，有两个业务员给我留下了深刻的影响。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">下面是我和这两个业务员的对话。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;"><span style="color: black;">咱们</span>需要采购一批10L的燃气热水器出口到意大利，你们有合适的款吗？</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员A：</span></strong><span style="color: black;">有的。</span><span style="color: black;">（说完就发了一大堆<span style="color: black;">制品</span><span style="color: black;">照片</span>给我）</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;"><span style="color: black;">能够</span>发一份含<span style="color: black;">制品</span>描述、参数、价格、<span style="color: black;">照片</span>的报价吗？</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员A：</span></strong><span style="color: black;">你要多少量？</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;">还没确定<span style="color: black;">详细</span>数量，试单不少于200台。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员A：</span></strong><span style="color: black;">数量少于一个小柜，<span style="color: black;">咱们</span>只出工厂交货价。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;">没问题。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员A</span></strong><span style="color: black;">：你们以前采购过吗？</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;"><span style="color: black;">无</span>。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员A：</span></strong><span style="color: black;">你们有<span style="color: black;">目的</span>价吗？</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;"><span style="color: black;">无</span>。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员A：</span></strong><span style="color: black;">你既<span style="color: black;">无</span>采购过，<span style="color: black;">亦</span><span style="color: black;">无</span><span style="color: black;">目的</span>价，我怎么给你报价？</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;"><span style="color: black;">根据</span>你对意大利市场的<span style="color: black;">认识</span>，把10L之中合适的款报给我就行。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员A：</span></strong><span style="color: black;"><span style="color: black;">欠好</span>意思，你不符合<span style="color: black;">咱们</span>报价的标准，<span style="color: black;">不可</span>报价。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;">。。。。。。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员A给我的感受：</span></strong></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">挑客户，多疑，<span style="color: black;">无</span>表现出专业度，毫无诚意，浪费彼此的时间。</span></strong></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">后来，我又陆<span style="color: black;">持续</span>续跟三四家<span style="color: black;">机构</span>联系过，所接触的业务员基本都是中规中矩，跟<span style="color: black;">她们</span>说了我的基本<span style="color: black;">需要</span>后，<span style="color: black;">她们</span>发了报价表给我。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">直到遇到第五个业务员，才让我眼前一亮，忍不住跟他多说了几句。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">03</span></span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">由于</span>有了经验教训，我一上来就把自己的<span style="color: black;">状况</span>说清楚了。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;">我需要采购200台10L的燃气热水器，<span style="color: black;">目的</span>市场为意大利，终端客户之前<span style="color: black;">无</span>采购过，对<span style="color: black;">目的</span>价和款式都不确定。你们<span style="color: black;">是不是</span>有合适的款<span style="color: black;">举荐</span>一下。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员B：</span></strong><span style="color: black;"><span style="color: black;">咱们</span><span style="color: black;">始终</span>有出意大利市场，<span style="color: black;">亦</span>有10L的款。意大利<span style="color: black;">日前</span>基本淘汰了烟道机，主流市场都是强排机，高端市场会做恒温机。<span style="color: black;">倘若</span>您能告诉我<span style="color: black;">目的</span>群体，我就<span style="color: black;">能够</span>给您<span style="color: black;">举荐</span>合适的款式。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;">客户在一个二三线城市，面对的是普通消费者。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员B：</span></strong><span style="color: black;">那我给你<span style="color: black;">举荐</span>两款10L的强排机，稍后会发邮件给您，<span style="color: black;">倘若</span>有什么问题，<span style="color: black;">能够</span>随时联系我。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;">好的，谢谢。对了，你们有CE证书吗？进欧盟需要CE证书。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员B：</span></strong><span style="color: black;"><span style="color: black;">安心</span>，我给您<span style="color: black;">举荐</span>的款式都是有CE证书的，<span style="color: black;">况且</span>是基于最新的燃气指令GAR之上的证书。说起证书，我想提示您一个小常识，有些买家对燃气具的证书会不太<span style="color: black;">认识</span>，认为只要有CE证书就行了，但其实CE是个范围很大的东西。有<span style="color: black;">有些</span>同行<span style="color: black;">亦</span>声<span style="color: black;">叫作</span>自己有CE证书，但若仔细看，证书上的指令并不是GAR。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">对燃气具而言，GAR指令是强制性的，其他的质量是<span style="color: black;">选取</span>性的。<span style="color: black;">因此</span>，您在<span style="color: black;">选取</span><span style="color: black;">制品</span>和供应商的过程中，<span style="color: black;">倘若</span>需要验证证书，请<span style="color: black;">首要</span>看证书是基于哪种指令签发的。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;">非常感谢。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员B：</span></strong><span style="color: black;">您还有其他问题需要我解答吗？</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;">暂时<span style="color: black;">无</span>了，我看完报价，和客户商量一下，<span style="color: black;">倘若</span>有问题，会再联系你的。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员B：</span></strong><span style="color: black;">好的，您<span style="color: black;">能够</span>加下我的<span style="color: black;">微X</span>，免得下班后<span style="color: black;">不可</span><span style="color: black;">即时</span>在<span style="color: black;">这儿</span>回复您。我会把您的<span style="color: black;">微X</span>置顶，以便于能<span style="color: black;">即时</span>看到您的信息。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;">冒昧问一下，你做外贸多久了？</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员B：</span></strong><span style="color: black;">8年了。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;"><span style="color: black;">非常多</span>做了8年的老业务都看不上小订单呢。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">业务员B：</span></strong><span style="color: black;">个人价值观<span style="color: black;">区别</span>吧，我倒是觉得，把小客户服务好，和<span style="color: black;">她们</span><span style="color: black;">一起</span>成长是一件<span style="color: black;">特别有</span><span style="color: black;">道理</span>的事。遇到大客户需要运气，我的运气没<span style="color: black;">那样</span>好呢。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">我：</span></strong><span style="color: black;">很开心认识你，期待后续和你合作。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">总结：</span></strong></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">同一个客户，业务员的处理方式<span style="color: black;">区别</span>，给客户带来的感受<span style="color: black;">区别</span>，带来的结果<span style="color: black;">亦</span>是<span style="color: black;">区别</span>的。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">业务员A这辈子是与我无缘了。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">其他业务员大概<span style="color: black;">亦</span><span style="color: black;">便是</span>say hi的缘分。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">倒是业务员B，<span style="color: black;">不仅</span><span style="color: black;">能够</span><span style="color: black;">作为</span>合作伙伴，还有可能<span style="color: black;">作为</span><span style="color: black;">伴侣</span>。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">由于</span>B专业度够，还<span style="color: black;">特别有</span>亲和力，<span style="color: black;">目的</span><span style="color: black;">知道</span>，思维清晰，<span style="color: black;">始终</span>表现得处处为客户着想，让人不知不觉就想跟他多聊几句。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">而有些人，你跟他说完<span style="color: black;">第1</span>句话，就不想说第二句了。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">后来在跟B的接触中，我<span style="color: black;">认识</span>到他手里有不少稳定的大客户，月收入30000+，远高于业务员的平均收入。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">即便如此，他仍然非常认真对对待每一个前来询价的客户，并能让自己的专业和真诚<span style="color: black;">快速</span>打动客户。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">业务员和业务员的差别大概<span style="color: black;">亦</span>就在<span style="color: black;">这儿</span>了。</span></span></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">和<span style="color: black;">大众</span>共勉！</span></span></p>

星☆雨 发表于 2024-8-26 05:14:22

外贸论坛是我们的，责任是我们的，荣誉是我们的，成就是我们的，辉煌是我们的。

4lqedz 发表于 2024-10-17 18:50:04

你说得对，我们一起加油，未来可期。

qzmjef 发表于 2024-10-23 03:13:50

我赞同你的看法，你的智慧让人佩服，谢谢分享。

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