General

Huacheng Import and Export Data Observation reported that it was relatively difficult to grasp the pain points of customers in the process of communication and negotiation with foreign trade development customers. Then, grasping the pain points in communication is extremely skilful, and requires the salesperson to carefully understand the customer's psychology. That is, the first factor that customers pay most attention to. Whoever can better meet this demand can become a candidate supplier for customers. So how do we judge the pain points of customers and how to deal with them? Let's talk about it.

1. Quality First Customers

According to the observation of Huacheng import and export data, although almost every customer will emphasize quality, they do not pay as much attention as they say. Some customers try to hide their attention to other aspects, such as Indian customers, whose prices always come first. Some customers' requirements for quality are within the controllable range. Some customers who are the first in quality think that we are able to meet their quality requirements before they put forward their request for quotation.

2. Price First Customers

For such "above price" customers, the standard for selecting suppliers is: among the manufacturers with the lowest price, select the ones whose quality is up to the standard and keep their prices at the lowest in the industry. According to the observation of Huacheng's import and export data, the price must not be lowered easily when dealing with such customers, because you need to deal with haggling again and again, and you can't cooperate once or twice. In addition, if the customer is worth talking about, then grasp the dominant rhythm, move the customer away from the price, talk about others first, and catch the customer's eye.

3. Customers who value technical standards

For one type of customer, the contact personnel are technicians or engineers, not business leaders. Therefore, such customers focus on technical standards. They will tirelessly discuss with you the technical details, indicators and test details of the product. Moreover, once you can convince the technicians, it is not far from cooperation, and the next price negotiation is easy to pass. According to the import and export data of Huacheng, the professional knowledge of the salesperson is not enough to deal with such customers. Be patient to ask the production manager for advice, and do not completely copy the production manager's reply ideas. You need to integrate every professional reply into the answer to promote cooperation according to the business idea and the customer's grasp, and provide it to customers. Huacheng's import and export data observation report.