Summary In May, the sunny Beijing began to breathe in summer. At this time, the German grass, which is located in a temperate climate, is flying in the most beautiful season of the year. Beijing - Germany, Wald International Trade Team (hereinafter referred to as "...
In May, the sunny Beijing began to breathe in summer. At this time, the German grass, which is located in a temperate climate, is flying in the most beautiful season of the year. Beijing - Germany, Wald International Trade Team (hereinafter referred to as "foreign trade team") and four people have long been looking forward to this - the German and French customers' visits, a useful attempt to accelerate the international pace. On the morning of May 6th, the morning sputum vomited, and a group of 4 members of the international trade team and the consultant Guo joined together at the Capital Airport to open a visit to Germany and France. From May 6th to 17th, the whole team visited 12 cities after 12 days. After five high-intensity negotiations, the final harvest was a successful conclusion for the trip to Germany and France.
To this end, the foreign trade team spent three months sorting out all relevant business data, business transactions, including all orders, the same order of order frequency, order count, and customer accurate information. In the negotiation game with customers, these three-centimeter customer preparation materials provided Zhang Shifeng and her team with the most powerful foundation guarantee, which played an important role in this customer visit and negotiation.
At the same time, in order to ensure the absolute success of the negotiations, the final preparations on the road every morning and the resumption of the return to the hotel every night are essential, whether it is the empty time on the way to the customer, or after dinner, before going to bed. During the scattered time, the foreign trade team did not want to relax, and seized all the time available for pre-conference preparation and discussion. "The time difference, the frequent replacement of the hotel, and the swaying of the distance did not seem to create too much trouble." Zhang Shifeng lamented that during that time the foreign trade team was like a chicken blood, and it was like gold, not tired.
Fan Xiaoyan, an international trade team, said: "If you are prepared, you will have a chance to succeed. It is impossible for us to win by just playing on the spot. We don't have this strength and we don't have this luck." The sincerity for the negotiations is for the customers. Respect is a respect for oneself, which makes the international trade team break through the difficulties again and again in this trip to Germany and France, and win the key to customer trust.
The power of the team - the contest between the brain and the physical strength The five negotiations of the German and French trips, each negotiation is full of hardships and challenges.
Recalling the scenes of these negotiations, the foreign trade team talked about the second negotiation - in the German client conference room, Berlin time 9:30-17:30, eight hours of brain and physical competition, wisdom and skill The collision will eventually lead to a future cooperation framework, and based on the current cooperation of more than 1 million each year, there will be a million-level cooperation in the future. This is the most difficult negotiation in the foreign trade team's trip to Germany and France. It is also the most difficult negotiation. The customers are constantly martyrdom and constantly questioning. Fortunately, the foreign trade team can cope with the early preparations. As it turns out, all the preparations come in handy, the customers constantly get the information and answers they want in the Wald team, and Wald has a plan of action for the future goals. Both sides clearly expressed their will and I hope that it will lay a solid foundation for further cooperation.
Professional business negotiation is not only a game between the two sides, but also a way for both sides to win more mutual trust. Wald also harvested the customer's trust and also received orders - a customer originally had only 2 million intent orders. Through this meeting, the customer straightened the order directly at the negotiating table and determined the payment. Time adds a confidence to Wald's trip to France.
Through this visit, the Wald International Trade Team has dug and explored more new business and cooperation intentions, which will bring more million-level order revenue for the coming year.
The power of the team - trust is the basic trust of cooperation , and is regarded by Wald's foreign trade team as the most basic and fundamental element of cooperation with customers.
This visit is an informal visit without any customer problems or business purposes. It is a face-to-face communication based on daily mail and telephone communication, and generates a wonderful chemical reaction with customers to enhance mutual trust. And tacit understanding.
The deep digging and development of the business is based on the trust of both parties. If you trust customers, you will have more opportunities for deep cooperation. Fan Xiaoyan cited the team member Zhang Shifeng, an example of a customer who has cooperated for four years: in the first year of cooperation between the two parties, the annual turnover only reached several hundred thousand yuan, but in the year of cooperation, the customer The cooperation experience of the company is quite certain. The trust between China and the United States has gradually been built. In the following year, the customer has increased the amount of cooperation to more than 1 million yuan. In the third year, the cooperation between the two parties reached more than 4 million yuan. Now Wald It has become the largest supplier of this customer, and further cooperation projects are still under negotiation. The next step will be to increase cooperation of 1 million euros or even 10 million yuan.
So how can we trust our customers?
Fan Xiaoyan said: "In our industry, it takes several years for customers to understand each other and trust each other. Trust does not mean that there is no problem. It is a problem to say it early. It is not a concealment. The problem will definitely arise. We actively deal with it, find solutions, and actively communicate. It is better to hide some suppliers than to communicate with others.†Through long-term cooperation, customers have left Wald’s new “Made in Chinaâ€. Under the deep impression, refreshing customers' understanding of Chinese companies, and then reaching the long-term stable cooperation intention. Wald's protection policy for customers' interests is also recognized by customers – protecting their respective customer groups and maintaining mutual market interests, not breaking trust for small conflicts, competing with each other, foreseeing problems Communicate with each other. In addition, Wald can respond quickly to customer problems, provide solutions in a timely manner, maintain smooth and pleasant communication with customers, share information, and increase customer trust in Wald.
The power of the team – the friendship behind the cooperation During the visit, the customer felt the sincerity of the Wald team and expressed their sincerity: bringing the whole set of French meals into the conference room – in a negotiation in France, When the foreign trade team was still communicating with the customers, the conference room door suddenly opened, and the neat French chef led the private car and slowly walked in. The foreign trade team was still deeply surprised when they started. Lunch in the conference room, a set of French meals for the foreign trade team, delicious and pleasant surprises.
The Wald foreign trade team fulfilled its commitment through action, sincerely and professionally let a German customer from the initial defense to the later full opening - led the Wald team to visit their offices and factories, and finally reached a strategic alliance. Then on the quiet and beautiful lake, accompanied by the beauty and the breeze, the client invited the foreign trade team to taste the most famous local liquor and food, and then climbed the mountain with the Chinese team that left him with a different print. Visiting the vineyards is still unfinished.
Cooperation because of trust, trust will inevitably lead to friendship. In Germany, the foreign trade team caught up with the Stuttgart Beer Festival on the last day. The customer took the foreign trade team to drink beer, taste the food, sing and dance with thousands of participants on the scene, and integrate into the local culture. The customer also led the foreign trade team to visit the Mercedes-Benz Museum. Learn about the history of running a horse-drawn carriage to the latest sports car.
In addition, some customers have prepared pens with their own names for each member of the foreign trade team, so that each member of the team is moved and grateful. The customer has gained full trust because of the professionalism and frankness of the Wald team, and after the trust, he also expressed considerable respect and support to Wald. Behind the cooperation, a friendship called trust is hidden.
The power of the team - a professional team to bring a professional experience to the customer, such a team, refined and professional, not exhausted, far from Germany and France, win trust to win orders, and how to have a special construction method in such a team What?
Speaking of team building, Fan Xiaoyan said: "Training is very important. After training, it is necessary to have a plan of action and use the training. The service awareness of the personnel is very important. Each team has a sense of service, customer awareness, and training. You can't just think about what you are selling. If you want what your customers need, R&D is also about what customers need, and it is possible to trade on the customer's heart. For example, selling down jackets to the Middle East, customers can't sell them without wearing them. Application, development line, including doing some important things. There are some training, requirements, and action SIP (standard implementation steps), including receiving customers. Every step has a tool and template to make you do better. Missing, mistakes. All the information of our team is shared. The team will have competition, but it is easy to solve, benign competition, including experience, successful experience, sharing of development experience, sharing of information. Teamwork, one can't finish, The team does it, each has a division of labor, and it is also good before. It can look at the problem from a higher angle, and when the contradiction occurs, it can use a peace of mind. State to deal with. When any problem can not be reconciled, use the system to solve."
The power of the team can gather together powerful forces. It can condense individual strength into a whole force. As long as it contributes, it will surely overcome the problem; it will make each member's sense of belonging stronger and stronger, so that each The team members are all exerting their own energy, and the strength of the team is used to promote the company's strength and influence.
It is reported that through this trip to Germany and France, the Wald International Business Team not only brought back the orders, cooperation intentions, but also brought back more research and development directions, improved details, etc., which gives the sustainable development of Wald. More power and direction. In the future, Wald will continue to enhance the brand influence and accelerate the pace of internationalization.
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