加拿大外贸
This Week's Tip:How to Be Sure That When They
DO Buy, It's From You
Greetings,
"Move them forward or move them out." That's what
I constantly preach about prospects in your follow-up file.
This means if a prospect isn't moving closer to buying
each time you speak, they're taking your valuable time.
Keep in mind that you can make more money, but you
can't make more time.
Don't get me wrong, though. Especially in today's economy,
that doesn't mean that you should completely write ALL of
them off. Who hasn't been pleasantly surprised by that
prospect we thought we'd never do business with, the one
who later calls and says, "I'm ready now." But hoping for
that can't be your main sales strategy.
You can, though, make this happen more often. You just
need to be proactive, and smart about it. Have a personal
marketing strategy for staying in contact with your higher
potential prospects.
Here's what I mean.
Some reps are lucky enough to have a virtually limitless
supply of prospects.. Most of us, however, have a finite
number to draw from, and with the sincere buyers, it pays
to stay in touch with them.
There are two groups I'm talking about.
1. Those who are not great prospects for you today (too
small, not qualified) but could very well be in the future.
And although you likely won't have them in your regular
rotation of calls, you want to be sure they think of you if
and when situations change at their company
.
2. In addition to the prospects you decide not to pursue
because they're not qualified, there are those who are
qualified, but choose not to do business with you for
whatever reason. Buy hey, things change, so it's in
your best interest to not write all of these off.
First, let's look at just a few reasons why prospects
won't buy from you today: no need, no interest, no
money, and, no hurry.
Those are the basic ones you see in every sales book.
As a subset of the "no hurry" reason, let's break it down
even further.
- they're lazy. Buying from you would involve some work.
- they procrastinate. Who doesn't?
- they are too busy with other, more pressing activities
(which also could fall in the "no need" category).
There's actually another reason that we might not like
to admit: maybe we did a poor job selling to them.
Hopefully that's not the case, but keeping them in
your funnel could result in something down the road.
So what should you do? Stay in contact with selected
high-potential prospects through methods that don't
require much of your time.
Use the mail, fax, and e-mail. Consider putting together
a brief newsletter that provides valuable information
they can use, not just puffery about your company
and products.
For example, include tips and tidbits that can help
them in their jobs. Of course the suggestions should
include the use of your product or service, but that's
not the main reason for the communication.
For instance, a supplier of packaging products could
send out a piece on "Ten Ways to Reduce Your
Shipping Expenses."
The return on this type of marketing communication
could be huge. And here's the simple reasoning:
- things change, and,
- out of sight, out of mind.
Situations in companies change every day. (Just
think about the changes at your company in just
the past three months!) If changes involved new
needs and requirements, they'll likely turn to what
is familiar.
And when you're in touch with them, you could be
at the forefront of their mind when a new need
develops. Plus, through repetitiveness, you build
credibility in their mind. The more they see your
name, the more familiar and credible it
becomes.
Now, as with most ideas that require work, I know
most people won't do this. I can tell you though,
that for those who do, they show the bigger sales
results.
Mix in a little smart marketing with your selling,
and you'll find that you're maximizing the return on
your time investment.
=====================================
QUOTE OF THE WEEK
"Success in life is a matter not so much of talent or
opportunity as of concentration and perseverance."
C. W. Wendte
Go and have your best week ever!
Art
评论
简要说明：《每周翻译论坛：提高英语表达水平，增强外贸销售能力》
这是一种学习方式，即大家以翻译的方式、跟贴的形式来翻译美国电话推销培训大师ART先生的每周短文，从而在学习美式英语的同时，学习如何推销自己和公司的产品。我以为这是一举两得的好方法。由于我对ART的熟悉，所以，由我担任指导老师。开篇说明的序言原本在我的博客里，但是现在主人却将所有博客都关闭了，所以我的文章也找不到了。有留存的网友，烦请送我一份。谢谢。
过去的2007年共有50期内容，请参看2008年的贺年帖子，里面有所有50篇短文的连接地址：
http://bbs.shanghai.com/thread-913751-1-1.html
2008年帖子如下：
第一期，08-01-11：你想成为富翁吗？ （批改参考见23、24楼）
http://bbs.shanghai.com/thread-931859-1-3.html
第二期，08-01-23：每天你都在应试找工作 （批改参考见6、7楼）
http://bbs.shanghai.com/thread-950375-1-1.html
第三期，08-01-25：2008年开门红：轻松销售 （批改参考见12楼）
http://bbs.shanghai.com/thread-955166-1-1.html
第四期：08-02-01：客户喜爱你，他们就会给你金钱 （批改参考见10、11楼）
http://bbs.shanghai.com/thread-964302-1-1.html
第五期：08-02-07：名人也曾经失败过 （批改参考见10楼）
http://bbs.shanghai.com/thread-967286-1-1.html
第六期：08-02-16：不要把利润白白送走 （批改参考见5楼）
http://bbs.shanghai.com/thread-971895-1-1.html
第七期：08-02-21：真诚地说：你好吗？ （批改参考见8楼）
http://bbs.shanghai.com/thread-980549-1-1.html
第八期：08-02-29：你以为你已经有确定的潜在客户了吗？ （批改参考见5楼）
http://bbs.shanghai.com/thread-994599-1-1.html
第九期：08-03-07：怎么说才能拉近对方？（批改参考见4楼）
http://bbs.shanghai.com/thread-1006298-1-1.html
第十期：08-03-14：了解了关于客户的这一点，他们就会对你刮目相看 （批改参考见9、10楼）
http://bbs.shanghai.com/thread-1020246-1-1.html
第十一期：08-03-24：没有这个，你的成功机会将是零 （批改参考见7楼）
http://bbs.shanghai.com/thread-1035659-1-1.html
第十二期：08-03-30：空想愿望不如这个简单技巧来得有效 （批改参考见10楼）
http://bbs.shanghai.com/thread-1049631-1-1.html
第十三期：08-04-07：超级推销明星的惊人技巧 （批改参考见6、7楼）
http://bbs.shanghai.com/thread-1063050-1-1.html
第十四期：08-04-13：比达成交易更重要的是。。。。。。 （批改参考见7楼）
http://bbs.shanghai.com/thread-1075447-1-1.html
第十五期：08-04-19：避免愚蠢电话推销员所犯的错误 （批改参考见10楼）
http://bbs.shanghai.com/thread-1088016-1-1.html
第十六期：08-04-26：我想你。。。 （批改参考见5楼）
http://bbs.shanghai.com/thread-1101061-1-1.html
第十七期：08-05-05：别人恰好喜欢你这样来展示成功 （批改参考见5、6楼）
http://bbs.shanghai.com/thread-1112703-1-1.html
第十八期：08-05-10：阿特的简要销售观察（批改参考见5、6楼）
http://bbs.shanghai.com/thread-1125250-1-1.html
第十九期：08-05-19：从政治报道中学习 （批改参考见6、7楼）
http://bbs.shanghai.com/thread-1139361-1-1.html
第二十期：08-05-26：如何真正确定你获得了订单？ （批改参考见7楼）
http://bbs.shanghai.com/thread-1153755-1-1.html
第二十一期：08-05-31：如何消除电话恐惧（批改参考见5、6楼）
http://bbs.shanghai.com/thread-1165766-1-1.html
第二十二期：08-06-08：（批改参考见楼）
http://bbs.shanghai.com/thread-1181072-1-1.html
第二十三期：08-06-15：（批改参考见楼）
http://bbs.shanghai.com/thread-1194651-1-1.html
第二十四期：08-06-21：（批改参考见楼）
http://bbs.shanghai.com/thread-1207678-1-1.html
第二十五期：08-07-01：我们失去了一位传奇人物和好朋友 （批改参考见3楼）
http://bbs.shanghai.com/thread-1227864-1-1.html
第二十六期：08-07-14：你在针对高层推销吗？ （批改参考见4楼）
http://bbs.shanghai.com/thread-1254547-1-1.html
第二十七期：08-07-25：你要像海滩老墨小贩那样与众不同 （批改参考见14楼）
http://bbs.shanghai.com/thread-1278077-1-1.html
第二十八期：08-08-08：避免愚蠢的提问 （批改参考见5、6楼）
http://bbs.shanghai.com/thread-1308922-1-1.html
第二十九期：05-08-14：全价销售，避免利润溜走！ （批改参考见6楼）
http://bbs.shanghai.com/thread-1321585-1-1.html
第三十期：05-08-21：
http://bbs.shanghai.com/thread-1335984-1-1.html
最近的技巧篇相对比较长，不过各位的水平经过近2年学习，应该都很棒的，不用花费太多的时间哦。
请继续努力。
评论
我来坐个板凳，先顶帖，然后看！
受教了！
评论
谢谢LZ拉 慢慢看 呵呵
评论
很多呀
收藏了先，慢慢看
评论
还米有人翻译么？？？？？？
额~~今天不忙的话就试一下
评论
本周要点：如何确定他们一定会购买产品，这个关键在你身上哦
大家好！
“要么想方设法成交生意，要么果断地另辟客户。”这就是我一直奉如箴言的宗旨。
这就是说，如果你的解说不能让客户决定购买，那么他们就是在浪费你的宝贵时间，记住，钱可以再赚，时间可是一去不复返的哦！！
额，表误会，我的意思是你不一定要把所有名单都一棒子打死，尤其在当前经济环境下。有些人你想着永远都不可能跟他做成生意的，但是这些人却意外地给你个惊喜：“我买！！”呵呵。但是，别把这类人列为你销售的主客户群内。
当然，这种情况常常发生，你可以积极地对待这类客户，巧妙与之周旋，个人营销策略可是获得潜在客户的制胜法宝呢！
以上就是我的想法。
有些销售人员非常幸运，客户络绎不绝，可是大部分销售员就并非这么走运了，真实买家屈指可数，且需要营销人员不断与之联系才行。
在此，有两类人我想谈一谈：
1. 对你来讲，此刻他们并不是最佳买家（数量太少，不够购买资格），但以后就说不准了。可能你并没有经常与他们电话联系，但你会有这样的想法：如果公司环境变了，他们很可能就会和我做生意了。
2. 再一种情况：因为未达到你所规定的购买额，你不准备把这类人群作为重点买家考虑，却选择另一群强购买力者列为重点培养对象时，这些人却不跟你做生意。嘿嘿。生意哇！！物是人非哦！！所以说，别一棒子打死所有人。
来，首先，我们把客户为啥不买你产品的可能原因写下来：不需要；没兴趣；没钱；不急着买。
这些原因在任何一本销售书籍上都随处可见。对于“不急着买”这理由，让我们来进一步“解析”它吧：
——他们懒，从你那儿买东西会影响他们的工作；
——他们在敷衍：呵呵，谁都做过这样的事儿吧！
——他们超忙！忙着做其他事，当然，这个可以放到“不需要”理由里。
其实，还有个原因，只是我们一直不愿承认：那就是，是我们没做好，于是顾客不想买。好吧，让我们把这个铭记在心，以它为根本，也许会对日后的销售颇有裨益的哦。
那么，我们能做什么呢？？该做什么呢？对于你认为的潜力买家，用相对较短的时间搞定他们。
用信函、传真或电邮来传达一个信息：你所提供的简短介绍对他们来讲很有用，而不是喋喋不休地吹嘘你的公司或产品有多好。
举个例子：把一些能改善他们工作的小技巧附在里面，当然，这些建议得与你的产品挂钩，而非作为主要联系目的与客户联系。
再举个例子：供应商可以在产品包装上打上这么一条：“超值！降低您的海运费！！！”
忽忽，这可能给你的市场带来大大的回报哦！！道理很简单：
——情况变了；
——突破心房，开阔视野。
公司情况日日不同，联想下你就职的地方就该明白了，短短三个月的变化有多大！景况改变，需求也会改变，这时领导们就会想着要添加什么东西了，往往，他们会立刻想到找熟悉的厂商购买物资。
而当你与他们联系时，你可以在他们心中建立这样一个形象：你能提供他们需要的新产品。另外，反复与之联系，你就能在他们心中树立良好的威信，让他们觉得你比别人更亲切，更可信。
想法用在实际上才能发挥作用，但我知道，很多人却是行动的矮子。我可以告诉你，只有把想法用在实际工作中，销售才能跟上去！！
把这些小策略用到销售中，你会发现，你的精力没有白白浪费，丰富的回报等着你哦！！
=============================
本周引言：
“成功与天分和机遇无关，重点在于投入的时间和持之以恒的毅力。”C. W. Wendte
来吧朋友，新星期，新气象！
ART
评论
This Week's Tip:
How to Be Sure That When They DO Buy, It's From You
Greetings,
"Move them forward or move them out." That's what I constantly preach about prospects in your follow-up file.
本周要点：如何确定他们一定会购买产品，这个关键在你身上哦
大家好！
“要么想方设法成交生意，要么果断地另辟客户。”这就是我一直奉如箴言的宗旨。
This means if a prospect isn't moving closer to buying each time you speak, they're taking your valuable time. Keep in mind that you can make more money, but you can't make more time.
Don't get me wrong, though. Especially in today's economy, that doesn't mean that you should completely write ALL of them off. Who hasn't been pleasantly surprised by that prospect we thought we'd never do business with, the one who later calls and says, "I'm ready now." But hoping for that can't be your main sales strategy.
这就是说，如果你的解说不能让客户决定购买，那么他们就是在浪费你的宝贵时间，记住，钱可以再赚，时间可是一去不复返的哦！！
额，表误会，我的意思是你不一定要把所有名单都一棒子打死，尤其在当前经济环境下。有些人你想着永远都不可能跟他做成生意的，但是这些人却意外地给你个惊喜：“我买！！”呵呵。但是，别把这类人列为你销售的主客户群内。
You can, though, make this happen more often. You just need to be proactive, and smart about it. Have a personal marketing strategy for staying in contact with your higher potential prospects.
Here's what I mean.
Some reps are lucky enough to have a virtually limitless supply of prospects.. Most of us, however, have a finite number to draw from, and with the sincere buyers, it pays to stay in touch with them.
当然，这种情况常常发生，你可以积极地对待这类客户，巧妙与之周旋，个人营销策略可是获得潜在客户的制胜法宝呢！
以上就是我的想法。
有些销售人员非常幸运，客户络绎不绝，可是大部分销售员就并非这么走运了，真实买家屈指可数，且需要营销人员不断与之联系才行。
There are two groups I'm talking about.
1. Those who are not great prospects for you today (too small, not qualified) but could very well be in the future. And although you likely won't have them in your regular rotation of calls, you want to be sure they think of you if and when situations change at their company.
2. In addition to the prospects you decide not to pursue because they're not qualified, there are those who are qualified, but choose not to do business with you for whatever reason. Buy hey, things change, so it's in your best interest to not write all of these off.
在此，有两类人我想谈一谈：
1. 对你来讲，此刻他们并不是最佳买家（数量太少，不够购买资格），但以后就说不准了。可能你并没有经常与他们电话联系，但你会有这样的想法：如果公司环境变了，他们很可能就会和我做生意了。
2. 再一种情况：因为未达到你所规定的购买额，你不准备把这类人群作为重点买家考虑，却选择另一群强购买力者列为重点培养对象时，这些人却不跟你做生意。嘿嘿。生意哇！！物是人非哦！！所以说，别一棒子打死所有人。
First, let's look at just a few reasons why prospects won't buy from you today: no need, no interest, no money, and, no hurry.
Those are the basic ones you see in every sales book. As a subset of the "no hurry" reason, let's break it down even further.
- they're lazy. Buying from you would involve some work.
- they procrastinate. Who doesn't?
- they are too busy with other, more pressing activities
(which also could fall in the "no need" category).
来，首先，我们把客户为啥不买你产品的可能原因写下来：不需要；没兴趣；没钱；不急着买。
这些原因在任何一本销售书籍上都随处可见。对于“不急着买”这理由，让我们来进一步“解析”它吧：
——他们懒，从你那儿买东西会影响他们的工作；
——他们在敷衍：呵呵，谁都做过这样的事儿吧！
——他们超忙！忙着做其他事，当然，这个可以放到“不需要”理由里。
There's actually another reason that we might not like to admit: maybe we did a poor job selling to them. Hopefully that's not the case, but keeping them in your funnel could result in something down the road.
So what should you do? Stay in contact with selected high-potential prospects through methods that don't require much of your time.
Use the mail, fax, and e-mail. Consider putting together a brief newsletter that provides valuable information they can use, not just puffery about your company and products.
其实，还有个原因，只是我们一直不愿承认：那就是，是我们没做好，于是顾客不想买。好吧，让我们把这个铭记在心，以它为根本，也许会对日后的销售颇有裨益的哦。
那么，我们能做什么呢？？该做什么呢？对于你认为的潜力买家，用相对较短的时间搞定他们。
用信函、传真或电邮来传达一个信息：你所提供的简短介绍对他们来讲很有用，而不是喋喋不休地吹嘘你的公司或产品有多好。
For example, include tips and tidbits that can help them in their jobs. Of course the suggestions should include the use of your product or service, but that's not the main reason for the communication.
For instance, a supplier of packaging products could send out a piece on "Ten Ways to Reduce Your Shipping Expenses."
The return on this type of marketing communication could be huge. And here's the simple reasoning:
- things change, and,
- out of sight, out of mind.
举个例子：把一些能改善他们工作的小技巧附在里面，当然，这些建议得与你的产品挂钩，而非作为主要联系目的与客户联系。
再举个例子：供应商可以在产品包装上打上这么一条：“超值！降低您的海运费！！！”
忽忽，这可能给你的市场带来大大的回报哦！！道理很简单：
——情况变了；
——突破心房，开阔视野。
Situations in companies change every day. (Just think about the changes at your company in just the past three months!) If changes involved new
needs and requirements, they'll likely turn to what is familiar.
And when you're in touch with them, you could be at the forefront of their mind when a new need develops. Plus, through repetitiveness, you build
credibility in their mind. The more they see your name, the more familiar and credible it becomes.
公司情况日日不同，联想下你就职的地方就该明白了，短短三个月的变化有多大！景况改变，需求也会改变，这时领导们就会想着要添加什么东西了，往往，他们会立刻想到找熟悉的厂商购买物资。
而当你与他们联系时，你可以在他们心中建立这样一个形象：你能提供他们需要的新产品。另外，反复与之联系，你就能在他们心中树立良好的威信，让他们觉得你比别人更亲切，更可信。
Now, as with most ideas that require work, I know most people won't do this. I can tell you though, that for those who do, they show the bigger sales
results.
Mix in a little smart marketing with your selling, and you'll find that you're maximizing the return on your time investment.
想法用在实际上才能发挥作用，但我知道，很多人却是行动的矮子。我可以告诉你，只有把想法用在实际工作中，销售才能跟上去！！
把这些小策略用到销售中，你会发现，你的精力没有白白浪费，丰富的回报等着你哦！！
=====================================
QUOTE OF THE WEEK
"Success in life is a matter not so much of talent or opportunity as of concentration and perseverance."
C. W. Wendte
Go and have your best week ever!
Art
本周引言：
“成功与天分和机遇无关，重点在于投入的时间和持之以恒的毅力。”C. W. Wendte
来吧朋友，新星期，新气象！
ART
评论
我先看看，近来没有什么事做，参与参与
评论
大家都是怎么学习英语的呀，我一段也翻不出来
评论
学习了 谢谢分享
评论
那叫笨头笨脑的白痴，嘎聪明！！
天才啊！
评论
自己先翻翻看的....
评论
This Week's Tip:
How to Be Sure That When They
DO Buy, It's From You
本周提示:
如何确定他们一定会买,取决于你.
Greetings,
大家好,
"Move them forward or move them out." That's what
I constantly preach about prospects in your follow-up file.
推动他们向前或者直接将他们淘汰掉,这就是我在你后续的文章里所一直所描述的前景.
This means if a prospect isn't moving closer to buying
each time you speak, they're taking your valuable time.
Keep in mind that you can make more money, but you
can't make more time.
这就是说,如果你每次的交谈不是使你更进一步的达到买卖成交这个目标的话,那么他们就是在浪费你宝贵的时间. 永远要记住的是,你可以赚更多的钱,但你不可以创造更多的时间.
Don't get me wrong, though. Especially in today's economy,
that doesn't mean that you should completely write ALL of
them off. Who hasn't been pleasantly surprised by that
prospect we thought we'd never do business with, the one
who later calls and says, "I'm ready now." But hoping for
that can't be your main sales strategy.
但,也不要理解错我的意思,我并不是说,你要把他们全部排除掉,特别是在如今的经济情势下.
You can, though, make this happen more often. You just
need to be proactive, and smart about it. Have a personal
marketing strategy for staying in contact with your higher
potential prospects.
但你还是可以使之常常发生的.你只须在处理这些的时候,主动及灵活.要有一个良好的个人营销策略使之与你的更高的潜在前景相对应.
Here's what I mean.
以下是我所要表达的意思.
Some reps are lucky enough to have a virtually limitless
supply of prospects.. Most of us, however, have a finite
number to draw from, and with the sincere buyers, it pays
to stay in touch with them.
有一些代表,他们很幸运,有着似乎无限的供应前景…但我们中的大多数,只能从有限的数量中进行选择,对于那些比较有诚意的买家,我们还得有所花费,在与他们保持联系的过程中.
There are two groups I'm talking about.
我想论述的是两个团体.
1. Those who are not great prospects for you today (too
small, not qualified) but could very well be in the future.
And although you likely won't have them in your regular
rotation of calls, you want to be sure they think of you if
and when situations change at their company
1,对现如今来说,这些客户并不是很有潜力(小公司,或是达不到相当的购买力,也就是不够格),不过他们以后可能就会变为大客户. 所以也许你并不会定期的给他们打电话以维持联系,但你要能够确信,当他们的情势有所转变的时候,他们会想到你..
2. In addition to the prospects you decide not to pursue
because they're not qualified, there are those who are
qualified, but choose not to do business with you for
whatever reason. Buy hey, things change, so it's in
your best interest to not write all of these off.
2.因为他们现在不够格,就算他们有一定的潜力,你也不考虑他们. 现在来说说那些够格的客户,但不论什么原因,他们不一定会选择从你这里购买. 但是,事情总是变化的,跟不跟他们联系,最终取决于你.
First, let's look at just a few reasons why prospects
won't buy from you today: no need, no interest, no
money, and, no hurry.
首先,让我们列一下,这些客户现在不下单从你这里购买的几点原因:不需要,不感兴趣,钱不够以及现在不必急着买.
Those are the basic ones you see in every sales book.
As a subset of the "no hurry" reason, let's break it down
even further.
下面是你在每一本营销书本里可以看到的一些基本要点,当你知道他们是不急着买的时候,你要对准位置,击破它.
- they're lazy. Buying from you would involve some work.
- they procrastinate. Who doesn't?
- they are too busy with other, more pressing activities
(which also could fall in the "no need" category).
他们很懒,从你这里购买会增加一些工作量.
他们在拖时间.谁不是这样的呢?
他们有其它的更紧迫的事情要先处理.(这个也可以归于不急着买这一类).
There's actually another reason that we might not like
to admit: maybe we did a poor job selling to them.
Hopefully that's not the case, but keeping them in
your funnel could result in something down the road.
这里实际上还有另外一种原因,而这种原因是我们不愿意承认的:我们的销售工作可能做的太差了.希望现在不是属于这种情况,不过要铭记于心,因为不好的工作,最终会给你的工作带来不便的.
So what should you do? Stay in contact with selected
high-potential prospects through methods that don't
require much of your time.
那么,你会怎么做呢?有策略的和那些你已经挑选好的,高潜力的客户联系并不需要你花费太多的时间.
Use the mail, fax, and e-mail. Consider putting together
a brief newsletter that provides valuable information
they can use, not just puffery about your company
and products.
可以通过信件,传真以及电邮.用简短,明确的话语给客户提供有价值的信息,而不是纯粹的谈论自己的公司及产品.
For example, include tips and tidbits that can help
them in their jobs. Of course the suggestions should
include the use of your product or service, but that's
not the main reason for the communication.
比如说:给他们提供的信息中包含一些可以有助于提高他们工作的小贴士及相关小栏目. 当然,建议中要包含有产品的使用及相关服务等信息,不过,这些并不是交流的主要内容.----这里,我根据文章按自己的理解来翻的,自己都有点小混乱…
For instance, a supplier of packaging products could
send out a piece on "Ten Ways to Reduce Your
Shipping Expenses."
比如说,一个包装品的供应商在发货的时候可以附上:10种方法可以降低您的运费.
The return on this type of marketing communication
could be huge. And here's the simple reasoning:
这种营销交流带回来的收益是巨大的.理解简单如下:
- things change, and,
- out of sight, out of mind.
事情是变化着的,
还有,眼不见,心不烦.
Situations in companies change every day. (Just
think about the changes at your company in just
the past three months!) If changes involved new
needs and requirements, they'll likely turn to what
is familiar.
公司里的情势每天都在变化着.(只用想一下,你们公司在过去三个月中所发生的变化!)如果变化带来新需要与需求,他们就希望回到之前他们所熟悉的状况.
And when you're in touch with them, you could be
at the forefront of their mind when a new need
develops. Plus, through repetitiveness, you build
credibility in their mind. The more they see your
name, the more familiar and credible it
becomes.
在你和客户联系的过程中,一旦客户有新的需求时,你会第一个闪入他们的脑海.另外,通过不断的重复,你在他们的脑中建立信用度.当他们每看到你的名字一次,他们就会对你更熟悉以及更信任.
Now, as with most ideas that require work, I know
most people won't do this. I can tell you though,
that for those who do, they show the bigger sales
results.
现在是,每一种想法,都要付出一定的行动才能实现的,但大多数人不愿意行动. 我可以告诉你的是:行动了的人,常常显示出更大的销售额.
Mix in a little smart marketing with your selling,
and you'll find that you're maximizing the return on
your time investment.
在你的销售中加入一些灵活的营销,然后你的时间投资可以获得最大的回报.
=====================================
QUOTE OF THE WEEK
"Success in life is a matter not so much of talent or
opportunity as of concentration and perseverance."
C. W. Wendte
每周箴言:
相对于天分与机遇而言,专注与坚持更能引领你走向成功的生活.-- C. W. Wendte
Go and have your best week ever!
去开始新一周的生活吧!
Art
[ 本帖最后由 無爲 于 2008-9-2 19:28 编辑 ]
评论
第一次翻这么长的东西...
见谅.
加拿大电商刚从事这行半年，对电子行业不了解，自己整理了些，算是学习，供大家分享，也请大家补充。我毕竟是个文科生，对这方面知识严重欠缺。 DVD:英文全名是Digital Video Disk, 即数字视频光 加拿大电商昨天我把提单复件发给了客户，今天收到了他回信，如下： Dear Nicholas, please send all shipping documents. We will check B/L copy and we will reply ASAP. Thank you Best Regards .........................................
·生活百科 弗罗尼乌斯
·生活百科 包裹隔热围绕A/C管道