推荐书籍
Brian Tracy 博恩崔西 的书
5 second rules 5秒法则
The magic of thinking big 大思想的神奇
Play your day
Dayly plan and weedly plan
DOG 体系
Darly order goals
一
你是否适合做销售？（有其中一条都不行）
1，你对自己的工作感觉骄傲吗？
2，在你们部门里是是否前四？
3，你对自己满意吗？
4，谈判时你确定不会犯错误引起无法成交订单？
5，客户拒绝你购买时，你会想办法说服他？
6，是否一直想提高自己的收入通过努力做好你的工作？
二
市场营销的TRUST MATRIX 规则
优势 superiorty
缺点 weakness
机会 opportunity
处理方式 treats
了解自己公司的优势，找到同行的缺点改成自己的优点，只有优秀的公司 和优秀的人才，才能快速成交
Think in paper 任何好的想法都要记录下来
三
客户对销售人员的看法是什么？
说话不算话，
不靠谱
说谎
吹牛
非常吵
工作效率低
爱钱
客户对公司的看法是什么？
说话不算数
不诚信（the good faith integrity ）
四
开发海外市场的八*法大**则
1，行业创新
If you can’t be NO 1,you must be the special one
2,独特名言
I like it MCDONALD
JUST DO IT NIKE
THE BEST OR NOTHING
QUALITY IS OUR CULTURE
3,时间规则
4，对手缺点
你了解吗？如何找到自己的优点和同行的缺点？
1）直接问客户（你觉得我们的优势是什么？我们的缺点是什么？）
2）客户反馈（非常重要的一件事NPS）
3）海外论坛（各个行业论坛）
4）Google 搜索（公司名字+bad words ）
5）阿里首页（关键词，仔细研究首页旺铺，联系）
6）业务团队（销售团队是最明白公司的优势和缺点）
One step
成功离你只有一个步骤，你必须走成功这一步
Begin with the end in mind
不要紧张
无论任何事情绝对不要紧张，安静思考如何解决
勇敢面对
开发市场就需要你勇敢面对任何事情
别骄傲
哪怕你成功一点，千万别骄傲才能开发更多市场
资金
Start big you will be more big
Think big start small act now
五
海外企业销售团队 提高订单的五个思路
1，社会价值思路
你们的产品会给客户带来什么价值？
2，闹钟文化的思路
3，心情的思路
客户看到你的产品会带来什么心情
4，大中小的思路
5，创造故事的思路
6，细节来自于制度
六
DOG 是什么？
设置每日计划
开始行动
坚持
1，设置目标请注意：
90%的人几乎不会完成自己的目标
时间一定会过去
FTF方案，把精力放在大事情上
大目标分别为小目标
把大目标告诉你比较信任的人
学会查看你的 进度
Specific 必须是具体的
Measurable 可以衡量的
Attainable 可以达到的
Realistic 必须实际的
TIME 有明确的完成实际
一个月的目标不超过10个，选3个最主要的目标
七
业务员最有效的时间表
9:00-9:05 加油站
9:06-9:30 早会
9:36-10:00 访客营销
10:00-11:00 推荐买家和粉丝通第一次
11:00-11:05 歇一会眼镜 深呼吸几次
11:06-11:55 无时差询盘回复，没有新的就跟进老的
12:00-13:30 无休
13:00-13:35 加油站
13:35-14:15 发布产品，跟新检查产品
14:16-15:00 欧洲RFQ+开发信
15:00-15:20 每日数据分析
15:20-15:30 走一圈
15:30-16:30 阿拉伯地区RFQ
16:35-16:55 闪电报价
17:00-17:15 粉丝通第二次
17:15-18:00 任何国际开发信 和在线聊天
18:00-18:30 粉丝通第三次
八
必备六工具
比工作更重要的事情是准备工作需要的工具
1，思维导图
2，CLI IM 二维码
3，Englishclub.com 学习英语 免费
4，Plcclick.com 学习描述 老外如何发布
5，Verifyemailaddress.org 验证邮箱
6，Nicetranslator.com 在线翻译工具
九
流行标题
Your weekly collection of weighing scale best selling
你每周收集的称重秤最畅销，
Enjoy amazing deals during march
享受美妙的交易在3月
What is the selling right now in china
Alibaba recommend this supplier for you
2019 Alibaba most welcomed supplier
This supplier can offer you free sample[free shipping]
Personalized trends your cann’t miss.
Top sellers in rings on Alibaba
Nice collection of weighing scale JUST FOR YOU.
Top selling products in china
Your Alibaba order has been created
奇怪标题
To bo NO1
This email may be change your business way
We still have more,would you like to see？
Yes ,we can do it,
Think outside the box,
How to make monry?
Black list for chinese companies
This company have more than 1000 customers, you know why?
2 reasons let me write this email for you
签名模板
XXX group (QUALITY IS OUR CULTURE)
www.XXX.en.alibaba.com
XXX （Sales Manager）
MOB&whatapp&Viber:
Skype:
（WITH US YOUR MONEY IN SAFE）
十
常用的句子和词
“win-win situation”
“双赢”
Hope fully we can have a chance to serve you.
希望我们能有机会为您服务。
We can offer your a competitive advantage products
我们能为您提供具有竞争优势的产品
Even we do not have any business,hope we can be good friends.
即使我们没有任何业务，希望我们能成为好朋友。
We are sure both of us will have a bridge future.
我们相信我们两个人都有一个美好的未来。
We support 7days refund MONEY without conditions.
我们支持7天无条件退款。
China also have very nice quality with special price.
中国也有很好的质量和特殊的价格。
We trust we will be your trustworthy supplier in china.
我们相信我们将成为您在中国值得信赖的供应商。
We strongly recommend these products.
我们强烈推荐这些产品。
We had the honor to serve some famous brand as........
我们有幸为一些著名品牌定制
Full refund in case of bad quality
如果质量不好，全额退款
With us your money in safe your business in safe
有了我们，你的钱就安全了，你的生意就安全了
Payment could be made on any basis acceptable for you
你方可以在任何可以接受的基础上付款
Please accept our apologize for the inconvenience caused
给您带来不便，请接受我们的歉意
We will be pleased to give any further information you require
我们将很乐意提供您需要的任何进一步的信息
It will be so great if you forward same information about next order.
如果你能在下个订单中提供同样的信息，那就太好了。
With reference to your last week email.
关于你上周的邮件。
Look forward to the opportunity of being your trustworthy supplier
期待成为您值得信赖的供应商的机会
We trust we will meet your requirements of this item.
我们相信我们会满足你方对这一项目的要求。
Commitment is our culture.
承诺是我们的企业文化。
Free 免费
Exclusive 专一的
Limited time offer 限时优惠
Easy-simple 简单的
Discount 折扣
Original 原件，原版
Nicest 最美好的
Direct name 直接的
Refund 退款
Compare 比较，对比
Hot sale 热销产品
Very special 非常特别
After sales services 售后服务
Instead of 代替
Guarantee 保证，担保
Trustworthy 可靠的
十一
4种提问方法协助你快速成交
the art of persuasion
1,Confirmation question
2,Two choice question
3,Bingbong question
4,Guess of purchasing question
confirmation questions
好处是：
让客户把心里话说出来
慢慢让客户接受你后面更多的看法！
让客户很认真与你聊天！
Bingbong questions！
Do you have blue color？
If we have， you will gonna order？
-------------------
Which color you have？
We have all color，which color you perfer？
-------------------
How much is the last price?
There is not the cheapest price in the world, how much is your target price？
Guess of purchasing
Do you have you or own shipping agent or you will ues ours？
Do you know how to use this machine or you need us to show you？
Do you have you own contract from or you can use ours？
You will use trade assurance or bank transfer？
社交聊天
第一步骤：打招呼
不是hi就够了
Hi+客户名字+微笑表情
必须设置固定的打招呼方法可展示公司的文化，如：
Hi.mr mike, nice to meet you, jxjewelry fully hope to have a chance serve you.(加一个微笑的表情)
Hello，mr mike，nice day! It is our pleasure to chat with you。（加一个微笑的表情）
请注意，建立好关系-第一印象
如果对客户国家某个文化比较了解，我建议你立马开始用，尽量给个好印象
如,当地语言打招呼
去过你们国家
很多你们当地客户来中国采购
中国产品在你们国家买的真好
请问有没有浏览我们的首页
等等
第二个步骤：公司简介和产品优势
一开始要记得给客户先简单介绍公司和你们产品的优势，如
我说：hi mr mike，nice day！it is our pleasure to chat with you。
客户说：hi nice to meet you。
我说：we notice that many customers from your country coming china for doing business，we hope we have chance to serve you。
客户说：yes it right， thanks
我说：jx jewelry group is one of famous companies on alibaba.com
We have more than …designs, trust you will like our quality, price, services, would you like to have a look?
客户说：yes of course。
第三个步骤：产品优势和特点
你必须给客户介绍清楚产品的优势和特点
May I introduce this product for you？
Would you like to know more about this item?
客户确定要买！
我建议那个时候就马上做个【套餐玩法】
客户没有反应，那就推荐类似的产品或介绍更多款式
还没有反应，做个发票并截图给客户看
D．O. G全球客户最佳模板
回复模板及开发信
对当地市场非常了解的公司，客户一定很喜欢
Hi..........
Nice day!
[.............market hot-sale designs]
It is our pleasure to write this email for you,and it is our honor to show your some of our ...........market hot sale designs which was recommend by our market analysis team work,turst you will like them so much ,
Fully hope we have chance to serve you.
Hi..........
Nice day!
[our business trip to .........market ]
........is very nice place,we had been to .....last year for a business trip,we noticed that ..........design is very nice selling thier,is it?
For sure we can make it with very nice price and very nice quality,would you like to give us a chance ?trust you will like our services so much,
充满自信的企业
Hi...........
Good day!
[competitive advantage products are waiting for you]
We trust discovered that almost of chinese companies always say “we have high quality,we have very cheap price,”that it is right?
But if we have a chance to serve you,you will discover that we are right choice for your business
Not only we have nice quality with nice price,but also because we always offer very competitive advantage products,with very nice services,
Please check attachment to know more about our advantages,
Yours
正规及正宗的企业
Hi,
Nice day!
[for sure we will be your trustworthy supplier in china]
Do you know why many customers allover the world prefer us?
Not only because our nice quality with nice price,but also because we are the only supplier can
Offer you.
Confidentiality agreement.
Full refund agreement.
Quality assurance agreement.
International trade legal CONTRACT
Trust you will be safety in doing business with us.
Yours mike lee
双赢原则
Hi,
Good day!
[we trust both of us will have bright future]
Do you know that recently many of chinese companies break down quality to make more profit?
Do you know that doing business with us is tottaly different as we trust business must be
win-win. And we never cheat our customers by break down quality or sending them low quality
Products.
We trust doing business with us will help you making more profit and making more money.
Yours
Hi,
Good day!
[we believe in win-win situation]
In the last few years almost of the chinese companies break down quality to meet low price
Requirements,do you feel that?
Actually we neve did that as it is not our company culture
But,if you do not mind you can tell us your target price,so we can do our best to meet your
Quality and price requirements.
Yours
VIP客户制
Hi,
Have a nice day!
[if you can not be NO1,you can be the special one]
It was our pleasure to do business with a lot of customers allover the world,fully hope you also
Become one of our VIP customers.
Do you know that once you become our VIP customer,we will give you our VIP customers special
Email,which mean you can find us any time.and in case we did not answer you within.....hours,we
Will give you....% discount for your order.
Would you like to be one of our vip customers?
Fully hope we have a chance to serve you.
金品诚企，有研发团队的企业
Hi,
Nice day to you!
[our recently developed designs]
Jx jewelry group one of the star companies in china.as we have our own development team
Whom always think outside the box and developing new products.
Would you like to”test the water”and try some of our lastest research&development new products?
Yours
提供真实产品证书的企业
Hi....
Nice day!
[all our products are coming with certification]
Do you heard that many suppliers on alibaba.com show a fake certifications?
We do not know if the certifications are important for you or not,but it is our pleasure to tell you that all our certifications are real one.
Would you like to see our certifications?
Yours
有社会责任的企业
Hi....
Nice day!
[did you head about the new rules for chinese companies?]
To ensure china quality is suitable for world-wide countries ,also to protect the environment for our lovely world.china government check hardly for environmently protection certifications. So may be you discovered that many chinese suppliers can not finish the order on-time,but as all our products are passed environmental protection,so we can ship the order on-time.so this is one of our factory advanatges [all our products are environmental friendly]
Yours
代理套路
Hi....
Nice day!
[for sure we are looking for long-term co-operation,are you?]
Jx jewelry is one of the top10 suppliers on alibaba.com ,you can check our website.....,then you can see that.
....market is one of our dream market,we always hope we can find long term co-operation customer thier,if you are interesting for long term business,it is our pleasure to serve you,after we co-opreate few times,and if you are satisfy with our quality-price-services,you can be our agent thier,and enjoy more and more nice prices with VIP services.
Would you like to give us a chance to serve you?
Yours
小订单
NO MOQ
Hi....
Nice day!
[are you looking for small order supplier?]
Jx jewwlry group is one of the few suppliers on alibaba.com whom accept small orders we have NO MOQ for any order.would you like to see our small order designs?
Trust you will like them so much.
Your
服务过大品牌的企业
Hi....
Nice day!
[doing business with famous supplier is the right choice,do you agree with?]
For many years we are so honor to serve some of famous chinese&international brands such as(USA TIFFANY-DUBAI DAMAS.....) and we fully hope we can have a chance to serve you?
Would you like to see some of our designs we made for famous brands?
Yours
超级服务 超级安全
Hi....
Nice day!
[please read this email,then we trust you will choose us]
Business is depend on TRUST,that is right?
We always are the trustworthy choice for many customers allover the world,you know why?
the only supplier on alibaba,com support 7 days refund.
The only supplier on alibaba.com support refund money for all items did not sold within 6 months.
Full refund money in case of bad quality.
Just try with us for one time,we trust you will be with us all the time.
Yours
特殊条款
Hi....
Nice day!
[they always asking for 30%-50% deposit,right?]
We trust you have been contact with many suppliers,we more trust you already have nice supplier doing business with you!
But,we just wanna to check one point with you? Is your supplier accept small deposit 10%?
We know that almost of the chinese suppliers cannot accept this.
But we always trust our quality,of course we can accept small deposit as we trust you will like our products quality.
It will be nice if we have a chance to serve you.
What do you think about this kind of service?
Yours
展会产品
Hi....
Nice day!
[you more like NEW designs or hot sale designs?]
It is our pleasure to inform you that we will attend hong-kong jewelry fair at 25-9-2019 to 29-9-2019.
Our company going to bring the most new designs and most hot sale designs for the last 3 years,trust you will love them so much.
Of course if you do not have time to come the fair,we can send you all the designs by email,will you be their or would you like to have a look first by email?
优先考虑
Hi....
Nice day!
[to be more special,to be first one]
It is the high season now,we think you must got many emails from a lot of supplier in the last few weeks.hope our email did not disturb you.
We just wanna to show you some of our new designs,we just finished recently,if you like any of them you can be the first one get these designs in your market.
Would you like to have a look?
Your
快速发货
Hi....
Nice day!
[more than......designs ready for quick shipping]
One of the fewest golden suppliers on Alibaba support quick shipping within.....days.would you like to see our quick shipping whole catalog?trust you will like many of them.
Your
特价产品
Hi....
Nice day!
[very nice promotion for any orders right now]
Buy......get.......
Buy.......get.......
Order for.........get........
This promotion is just for.......days.
Would you like to have more information about these offers?
Your
真心想合作
Hi....
Nice day!
[it is me again]
We always willing to co-operate with you,always hope we have a chance to serve you,if necessary we can make some concessions to ensure our honestly.
Yours
模板24
Hi....
Nice day!
[this is our last email to you]
We contacted you many times,but we did not got any reply]
We always trust arabic people are very nice as we have many customers thier.
We just wanna to know if there is any chance to serve you or not?even if we do not have any chance to do business with us,just reply us YES OR NO,just for not disturb you again any more.
Thanks for your patient.we are waiting for your final choice.
Yours
与客户谈价最好的思路，客户说我的价格比人高
Hi....
Nice day!
[with us your money in safe]
Of course you have all the rights to choose your supplier,but if you do not mind,could you tell us who is the supplier you said their prices are more cheap than us? Then we will tell you why the price is different.
Yours
客户已经选了别的供应商，怎么办？
Hi....
Nice day!
[the past is gone,now ti is now]
Although we are so sorry that we did not have chance to serve you this time,but we fully hope your business is going better.hope we have a chance to serve you in the near future.we trust you will like our quality and services.
Would you mind we keep in touch with by sending you our new designs and new offers each month.
By the way,it will be very nice if you tell us why you choose other supplier to make the last order.so we can pay more attention to your requirements for future orders.
Yours
OEM
Hi....
Nice day!
[we support OEM order]
Maybe you are not interesting in our own designs,right?
Of course you can show us your own design if you have,or you can show us some of nice selling design in your country. We trust we can do it with nice quality and special price.
Would you like to show us some designs your most prefer?
Yours
跟进潜在客户有效方法
Hi....
Nice day!
[you could not overcome your distrust of the stranger supplier?]
Of course you have all the right to distrust a stranger supplier,but do you know that we had the honor to serve some customers in you country. Mr....is one of our old customer in .... market,if you do not trust in our quality and services,we can give you his phone number,you can ask him,then you will trust that we are very nice company.
Would you like to contact him,and know more about us?
Yours
他人反馈
Hi:
Good Day！
【Could you please check our website NOW!】
www.jxgroup.en.alibaba.com, this is our website!
once you open it, please check 【reviews&comments】
you will discover that is all of our clients are very happy with our services， quality.
and we trust you also will be happy with us.
please noto all our clients feedback are real one, not fakel
please check attachments for our new hot-sale designs.
hope you like any of them!
客户投诉时我们应该这么做
Hi：
Nice Day
【By the name of our big boss mr….】
We are really so sorry. We admit it is our mistake, and we are really sorry for that.
Actually, we already finished the order, but we see that quality is not so nice, so we decide to produce it again.
Of course if you accept not 100% good quality prodcuts, we can send you the order now.
If you donot accept low quality prodcuts, please give us some time, and we promise we will finish your order with very nice quality.
We promise it will not happen again.
It is happen again, we will refund you…….
Sorry again, please accept our apology.
Yours
CEO
老客户返单砍价，怎么处理？
HI：
Good Day
[V.I.P customers must have V.I.P services]
Did you check the recently news about jewelry business in china?
Do you know that the USD rate is going down so quick, and the material price is goes up so crazy.
Please note that our price will raise up about 5% for future orders.
Thanks in advance.
Your
Handy
返单技巧
定期联系
Update
以老板名义发邮件
售后
送礼物
节日祝福
拜访上门
邀请来中国
在线聊天
电话
六个步骤足够让你自信：
1：做个很仔细的当天规划，包括你可能会碰到的困难和快乐的事情
2：fake it till you make it
3：忽略别人看法，哪怕也是正确的，相信自己的看法才对
4：repeat
5：声音度和body language
6：别假装，做好自己就行
完毕！
