在 偌大的外贸出口市场，有的业务员总是在芸芸众生当中独领风骚，订单不断，有的则和大多数业务一样，为订单抓破脑袋，却总是订单寥寥。在接受同样培训内容， 共享客户资源的同一团队中，销售业绩也有悬殊，不为别的，就因为那些出类拔萃的人儿总能从不一样的角度引领客户，促成订单。
In this enormous exporting market of foreign trade, some salespersons have excellent performance and orders, while some average struggle to get more orders but failed. Even if they share the same training and client information in a team, the outcome differs from individual to individual. The reason is that these excellent people can always see things differently. They lead their clients so well as to make the orders happen.
This week an outstanding salesman told me about how she conquered her customer within one day! I am so inspired after hearing her story. I realize that they do think differently from average salespersons.
You said you didn't buy this kind of products. But I knew you lie to me!
在发给客户产品介绍信和报价单的那天晚上，这位业务大神并没有收到客户的回复，于是乎，第二天一早，大神就开始积极联系客户，在微信上留言产品的各种特点和优势，并且发上图片，试图吸引客户的注意力。客户耐不住，终于回复了一句：“No need send me picture any more, dear, I don't buy this product. And to be frankly, your price is very high. ”
On the night when this excellent salesman sent the introduction and quotation letter to the customer, she didn't hear from the customer. So the next day, she began to contact the customer actively in the morning. She left a message saying the strengths and features of the product with pictures to attract attention. Then the customer couldn't help replying her, “No need send me picture anymore, dear, I don't buy this product. And to be frankly, your price is very high. ”
Well, I believe most salesmen will give up on this customer to this extent and reply： “Okay. If you have future orders, please feel free to contact me!” Then move on to the next customer. However, this amazing salesman drew another conclusion from the customer's words: The customer says it's expensive. This means he has paid close attention to this product. And most importantly, he has compared about the price!
Thus, she went on to the next step – to stimulate the customer’s desire to buy this product.
I don’t believe that you won’t buy this!
Now that she knew the customer did have purchase desire. As an excellent salesman, how on earth could she give up this chance? But she wasn't so worried as to discuss about target price and start negotiation. Instead, she confidently answered this customer why the price was high and what was the product's difference from others, and what's the value.
终于，客户发来一句：“send me picture.” 大神知道，客户已经对产品产生兴趣了，而且，这张订单已是囊中之物。大神马上安排拍照，发到给客户，在接下来的客户问答中，丝毫没有怠慢，迅速回复客户。在流畅的沟通下，一切水到渠成，自然达成了合作。整个过程下来，只用了一天的时间。
In a word, he led the customer to believe the price was worth it. At last, the customer said, “Send me picture.” At that moment, she knew that the customer was interested in her product and she could get this order. This excellent salesman sent the photos to him immediately. In the rest of the conversation, the salesman actively replied the customer's questions without any hesitation. With a smooth communication, they cooperated very well and this whole process only took one day!
That was a Sunday. Only in a day, this salesman wins this new customer. Her efficiency is so amazing.
Logic plays a very important role in the process of following-up with customers. If the salesman didn't use her logical thinking, I am afraid this order will not exist. From the experience of this salesman, it's easy to see that what the customer says can manifest his ideas in some say. As long as we can analyze them with patience, we can possibly find out more clues in the conversation so as to get the order.