一个优秀的外贸业务员是怎么样的
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/CMHs4ERicMqgNibPdiaycPsOUKhErbXn16vmPwiaQQr1xZcFwJbOuVURqcpxTDnwK5lyMNGvYX2bYSdqH0zFKoAmBw/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">非常多</span>人觉得外贸好做，只要会英语，就万事大吉了，<span style="color: black;">乃至</span><span style="color: black;">非常多</span>连英语都不咋地的<span style="color: black;">亦</span>来凑热闹，觉得只要依靠翻译工具，就<span style="color: black;">能够</span>大展拳脚，一展宏图了。其实，做外贸，要懂<span style="color: black;">非常多</span>东西，不单单是英语或简单的出口流程。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">那样</span><span style="color: black;">怎么样</span>的外贸业务员才算优秀？</span><span style="color: black;">一个好<span style="color: black;">营销</span>，<span style="color: black;">最少</span>要具备以下六大要素：</span></p><span style="color: black;">① 工作态度端正</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“<strong style="color: blue;">态度决定一切</strong>”，这句话绝对是真理，<span style="color: black;">况且</span>不是随便说说就算了的。做任何事情，最初要的<span style="color: black;">便是</span>一个态度，<span style="color: black;">倘若</span><span style="color: black;">不可</span>端正态度，<span style="color: black;">那样</span>就算去做了，<span style="color: black;">亦</span>未必能够<span style="color: black;">保持</span>下来，就算<span style="color: black;">保持</span>下来，<span style="color: black;">亦</span>未必能成，<span style="color: black;">非常多</span>业务把<span style="color: black;">无</span>订单的责任归咎于<span style="color: black;">机构</span>（<span style="color: black;">机构</span>没实力），归咎于老板（老板不支持），归咎于<span style="color: black;">制品</span>（<span style="color: black;">制品</span>不牛逼），归咎于市场（市场不景气），归咎于客户（客户太刁钻）。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">她们</span>从来不从<span style="color: black;">自己</span>找<span style="color: black;">原由</span>，不去思考，是不是自己不会找客户，不会<span style="color: black;">举荐</span>，不会谈判，不会引导，完全是外界的问题<span style="color: black;">引起</span>他的困境。<span style="color: black;">这般</span>除了自欺欺人，给自己带来满身负能量外，毫无益处，<span style="color: black;">最后</span>只能是固步自封，害人害己。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">Mike外贸说里曾经分享过一篇<span style="color: black;">文案</span></span><span style="color: black;"><a style="color: black;">工作不如意，还是能力不可及？</a></span><span style="color: black;">，讲的<span style="color: black;">便是</span>这个问题。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">缺乏正确的<span style="color: black;">办事</span>态度，必定会束手束尾，<span style="color: black;">上下</span>碰壁。</span></p><span style="color: black;">② 懂得<span style="color: black;">制品</span>、市场</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">制品</span>是<span style="color: black;">机构</span>发展和业务拓展的核心，<span style="color: black;">倘若</span><span style="color: black;">不可</span>深层次的<span style="color: black;">认识</span>一个<span style="color: black;">制品</span>以及它的特定市场，就<span style="color: black;">没法</span>在市场拓展中准确定位，<span style="color: black;">亦</span><span style="color: black;">没法</span>在业务谈判中<span style="color: black;">把握</span>绝对的领导权，只能被人牵着鼻子走，绕来绕去。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">非常多</span>人觉得<span style="color: black;">制品</span>不重要，不管我有<span style="color: black;">无</span><span style="color: black;">制品</span>，懂不懂<span style="color: black;">制品</span>，只要我扔出去一个<span style="color: black;">制品</span>图，抛出自己的价格，总会有觉得合适的，总会有买的，这种想法不说250，<span style="color: black;">亦</span>要说125*2了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">由于</span><span style="color: black;">制品</span>好，<span style="color: black;">机构</span>才会有更好的发展前景，更大的发展空间，<span style="color: black;">由于</span><span style="color: black;">认识</span>市场，<span style="color: black;">才可</span>做到有的放矢，针对性<span style="color: black;">研发</span>，<span style="color: black;">加强</span>业务效率，<span style="color: black;">倘若</span>只是胡干蛮干，<span style="color: black;">那样</span>注定<span style="color: black;">亦</span>是到处碰壁，难以发展或<span style="color: black;">存活</span>。这个在之前的分享<a style="color: black;">致企业管理者告白书：一个企业的发展，</a>靠的<span style="color: black;">到底</span>是什么？中就有讲过，企业的发展，靠的不是领军者一股子冲劲儿，靠的是<span style="color: black;">制品</span>认知和市场<span style="color: black;">敏锐</span>度，<span style="color: black;">由于</span>引领你发展的不是你自己，而是<span style="color: black;">制品</span>更新和市场<span style="color: black;">需要</span>的实质性发展趋势。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">脱离<span style="color: black;">制品</span>，脱离市场，必死。</span></p><span style="color: black;">③ 具备较强谈判能力</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">谈判，<span style="color: black;">针对</span>拿下订单，绝对是起着关键性<span style="color: black;">功效</span>，一个好的<span style="color: black;">营销</span>能把地摊货卖出商场价，一个<span style="color: black;">欠好</span>的<span style="color: black;">营销</span>，能把商场货卖出地摊价，这句话虽然听起来好笑，<span style="color: black;">然则</span>绝对是有道理的，<span style="color: black;">由于</span>谈判能力的差距，归根结底，在于引导力的差距，而引导基于你对<span style="color: black;">制品</span>和市场的<span style="color: black;">认识</span>，你对客户的<span style="color: black;">认识</span>，你对客户面对的市场和受众的<span style="color: black;">认识</span>，以及你脑子的谈判策略<span style="color: black;">等等</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">关于谈判，就不在多说，公众号里的分享<span style="color: black;">不可胜数</span>，<span style="color: black;">能够</span>参照之前的分享，下面随便列举几个：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><a style="color: black;"><span style="color: black;">有效谈判基于<span style="color: black;">供给</span>有价值的信息</span></a></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><a style="color: black;"><span style="color: black;">给我最低价，立刻下单</span></a></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><a style="color: black;">外贸人必须学会的谈判思维：遇事不要急，先思考，后行动</a></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><a style="color: black;">外贸人请<span style="color: black;">重视</span>：负责任的<span style="color: black;">同期</span>，请不要把客户的问题变成自己的问题</a></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><a style="color: black;">脱离<span style="color: black;">制品</span>，空谈价格，不死<span style="color: black;">亦</span>难</a></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">谈判能力，是一个业务的核心能力，<span style="color: black;">无</span>谈判就<span style="color: black;">无</span>成交，不懂谈判，就处处受制于人，受制于客户，即便成交了，恐怕<span style="color: black;">亦</span>是清汤寡水，高<span style="color: black;">危害</span>，低收益了。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">当然，心理素质<span style="color: black;">亦</span>是一个业务该具备的基本谈判能力，<span style="color: black;">非常多</span>外贸业务员在谈判中沉不住气，被客户耍的团团转。</span></p><span style="color: black;">④ 懂得<span style="color: black;">怎样</span>调查分析</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">调查分析，在业务作战中，起着举足轻重的<span style="color: black;">功效</span>，调查做得好，分析的够到位，<span style="color: black;">咱们</span>就能够在谈判中游刃有余，有的放矢，不做调查，胡乱<span style="color: black;">研发</span>，胡乱谈判，<span style="color: black;">那样</span><span style="color: black;">咱们</span>就会像无头苍蝇<span style="color: black;">同样</span>到处乱撞，市场不准确，谈判不正确，</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在Mike外贸说的VIP课程中的谈判篇章里，有很大一部分内容，讲的<span style="color: black;">便是</span>该<span style="color: black;">怎样</span>去<span style="color: black;">认识</span>客户，该<span style="color: black;">认识</span>客户什么，知己知彼，未必百战百胜，<span style="color: black;">然则</span>绝对会领先于你的竞争对手，起点就会很高，略胜一筹。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">这个在之前的分享<a style="color: black;">外贸拿单，在于引导与<span style="color: black;">保持</span></a>和<a style="color: black;">给你下大单的，未必是询盘最详尽</a>的等<span style="color: black;">非常多</span><span style="color: black;">文案</span>中，都有<span style="color: black;">触及</span>。无论是市场调查分析，还是客户调查分析，都非常必要。</span></p><span style="color: black;">⑤ <span style="color: black;">持有</span>绝对执行力</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">执行力，是完成预定<span style="color: black;">目的</span>的能力，<span style="color: black;">非常多</span>人每次都把计划做的很满，看似天衣无缝，却每次在执行的时候<span style="color: black;">显现</span>纰漏，要么错误百出，脱离原计划，要么直接<span style="color: black;">由于</span>某些<span style="color: black;">原由</span>难操作而中断，<span style="color: black;">这般</span>，再好的计划<span style="color: black;">亦</span>毫无<span style="color: black;">道理</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">一个人或企业，想要发展的好，就必须有规划，而规划后的执行环节尤为重要，<span style="color: black;">倘若</span>每次只是装装样子，做做计划，却没能贯彻到底，<span style="color: black;">那样</span><span style="color: black;">亦</span>将毫无<span style="color: black;">道理</span>。<span style="color: black;">无</span>执行力，一切计划都只是废纸一张。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>你划定了市场，却<span style="color: black;">无</span>去贯彻执行，针对性<span style="color: black;">研发</span>；<span style="color: black;">例如</span>你锁定了客户，却没能积极跟进，<span style="color: black;">供给</span>有效价值引导客户；<span style="color: black;">例如</span>你预想更替<span style="color: black;">制品</span>设计，却<span style="color: black;">无</span>下派设计人员执行。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">想想吧，再好的计划，再美的前景，没了执行力，将是多么可怕！！！</span></p><span style="color: black;">⑥ <span style="color: black;">晓得</span><span style="color: black;">怎样</span>向外借力</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">荀子曰：“吾尝终日而思矣,不如须臾之所学<span style="color: black;">亦</span>.吾尝跂而望矣,不如登高之博见<span style="color: black;">亦</span>.登高而招,臂非加长<span style="color: black;">亦</span>,而见者远；顺风而呼,声非加疾<span style="color: black;">亦</span>,而闻者彰.假舆马者,非利足<span style="color: black;">亦</span>,而致千里；假舟楫者,非能水<span style="color: black;">亦</span>,而绝江河.君子生非异<span style="color: black;">亦</span>,善假于物<span style="color: black;">亦</span>.”</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">借用外力，想必<span style="color: black;">大众</span><span style="color: black;">亦</span><span style="color: black;">晓得</span>什么意思。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>你的客户给你介绍客户；</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>你的客户帮你跟其他客户证明你的资信；</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>你的经理或<span style="color: black;">伴侣</span>帮你介绍客户；</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>你的经理或<span style="color: black;">伴侣</span>帮你谈判拿单；</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>你借用<span style="color: black;">有些</span>工具提<span style="color: black;">有效</span>率或促成订单；</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>你利用第三方资源综合匹配自己的工作资源；</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">例如</span>你缺乏资金，向银行贷款</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">等等一系列的动作，都是借用外力，数<span style="color: black;">不堪</span>数。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">工作不要过于死板，只要能够为我所用，有所益处，就不要固步自封，他要敢于尝试，敢于做<span style="color: black;">第1</span>个吃螃蟹的人。<span style="color: black;">懂得资源<span style="color: black;">统一</span>，借力用力，即便没资金，没人脉，没背景，没经验，只要<span style="color: black;">恰当</span><span style="color: black;">有效</span>利用手边资源，<span style="color: black;">同样</span><span style="color: black;">能够</span>快速发展壮大自己，<span style="color: black;">最后</span><span style="color: black;">作为</span><span style="color: black;">能手</span>。</span></span></p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><strong style="color: blue;"><a style="color: black;">蜕变，从今天<span style="color: black;">起始</span></a></strong></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">（此篇<span style="color: black;">文案</span>截图和下方评论<span style="color: black;">能够</span>看到课程效果和<span style="color: black;">有些</span>学员的反馈）</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><strong style="color: blue;"><strong style="color: blue;"> 世界很小，梦想很大；时间有限，学海无涯。</strong></strong></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/mmbiz_jpg/CMHs4ERicMqjFfuFyRav1Fetialcs2cBWwtjGGLEtGPkbE2Rfgoqa1K8O53Oq0dbpnIPKFQxByPXicFAF5UzuShUQ/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;">特此声明</strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">本公众号所有分享的所有权归作者Mike所有，未经授权不得转载、摘编或利用其它方式<span style="color: black;">运用</span>。授权需要联系Mike，经<span style="color: black;">自己</span>同意转载后，须在文中和尾部注明<span style="color: black;">源自</span>： “<span style="color: black;">微X</span>公众号： Mike外贸说”。否则，任何未经授权的盗用将被举报，<span style="color: black;">期盼</span>尊重作者的劳动成果，<span style="color: black;">亦</span>尊重自己。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">博客：</span><span style="color: black;">https://miketalks.org</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">外链</span><span style="color: black;">博客</span>： Mike外贸说</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">知乎专栏：https://zhuanlan.zhihu.com/miketalks</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">QQ群： 654419318、652954379</span></p>
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