1.Chinese Sales has problems in sales procedure.

大部分的銷售對銷售的步驟不是很清楚，往往希望第一次見面、第一封郵件就開始sell。

Sales的步驟：

Presale--推廣、讓潛在客戶了解你，對你有興趣；

Sale--銷售（溝通）

Sales support--銷售支持，如樣品、售后服務等

2.Time Frame.

跟客戶溝通要設置time frame，一來可以引導客戶有序進展，二來顯示你的嚴肅認真。如:

① Let’s talk.— let’s talk next Wednesday.

② I will send it to you. – You will get it before May 1.

③ We are marketing in your market with special promotion.— we are marketing in your market in the coming 3 months.

④ Please let me know if you have any problem.— if you have any question, please reply to me in a week so that I can quickly arrange.

通過設置time frame，給對方一些壓力和預警。

如果比較難一次到位，可以break into small steps。如If you cannot do that, please help me to …

3.Building relationship.

人性共通。所有人都喜歡跟輕松幽默的人打交道。Sales is all about philosophy and human nature.跟客戶溝通，首先讓自己放松下來，自信，有效溝通。

人都喜歡加入圈子。推薦在linkedin這類專業(yè)商務的社交網(wǎng)絡上，建立你自己的帳號與簡歷，加入你的目標買家group，看他喜歡看的東西，加入他喜歡的圈子。就像無印良品的一首老歌里唱的：看你看的畫面 過你過的時間。先建立聯(lián)系，再選擇合適的機會與對方搭上connection，而不是急吼吼的賣。Don’t push openly, let business happen naturally.

Give them first to build up a relationship.

與其稱呼你的買家為 buyer，不如嘗試稱呼他們?yōu)槟愕膽?zhàn)略合作伙伴(strategic partner)，聽上去更有風險共擔、共同成長的感覺；

肢體接觸。人是群居動物，喜歡觸摸與被觸摸。主動跟你的客戶溫暖的握手，傳遞你的自信與溫暖。不經(jīng)意的肢體接觸，增進人與人的信任感。（注意：男業(yè)務人員對海外女士僅限于握手即可。）

銷售是靠personality吃飯的。

自信來自：non-verbal language（穿著舉止、態(tài)度、肢體語言）, verbal language（說的話）

關于語調（Tone）:

Emotional connection 通過語調建立人與人的感情聯(lián)系

Show love 語調中要有愛

Human relationship 語調是關于人與人的關系

No cold tone 避免冰冷的語調

4.Everything is a mission. There should be always an objective.一切都有目的：一切問題都應該帶有目的，一切回答都應該有目的。

Email Writing 郵件寫作

1.Before writing an email:

1. Invest some small money to find someone to write documents for your company.

2. The expectation of doing business with emails is low.

3. Chinese sales have problem in sales process.

4. If they don’t want your products, don’t be too aggressive by sending piles of emails to them. You can:

-Connect network (e.g. Linkedin, facebook)

-Get their permission of updating them

5. What’s the purpose of this email? Is it a:

--Project summary?

--Project planning?

--Report?

--Introduction?

You can never fulfill all purposes in one email.

2.Chinese sales have problem in sales process.銷售人員銷售的步驟不清楚。

You should do the sell in a logic, progressive way. 銷售得有系統(tǒng)有邏輯、循序漸進，不能第一次交往就說我要合作，我要訂單。

很多人寫郵件，沒有想好這封郵件到底起什么作用。永遠別指望第一封郵件就跟別人做生意。（Never say “I want to have long term corporation with you.”），就如同你跟一個姑娘第一次見面就說“希望你能嫁給我”。第一次見面，第一封郵件，只不過是要給對方留個好印象，然后順勢告訴對方接下來要干什么（電話詳細溝通/樣品索取/見面，等等：let’s continue our great conversation; Let’s go into a meeting.）。

3.Greeting

郵件開頭的寒暄只是寒暄，不需要過多個人化。一般用Hope this email finds you well.就很好了。如果對方你從來不認識，就不要用這句。

4.“This is Becky from ….”

This is not a personal email. If you are not someone big, no need. They will find your name at the end of the email.商務郵件不同于私人郵件。如果你的職位不高，沒必要在一開始介紹自己是誰，因為對方會在郵件落款看到這些信息。如果你是Director，那么就可以說This is Becky, Sales Director of XXX company.

5.Subject 一些可供參考的郵件標題

-“Experienced supplier for 15 years looking for Strategic Partners”

-“Strong supply base in China”

-“Canton meeting request”

-“China sourcing”

6.Don’t ask questions in the middle but at the end:不要在郵件開頭或中間提問，要問就放到最后問。

“I have some questions below:…… ”

7.Don’t say “friendship”.

Friends are not everywhere. You just know each other, how can you call them friends.別太自來熟。