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敢于下成交建议，敢于向客户逼单
Dare to make a business proposal and make orders to the customer
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逼单，即逼着客户确认订单。很多业务员没有勇气跨出这一步。很多时候，客户对产品本身是有倾向的，但迟迟不下订单，又或者虽然订单发过来了，但迟迟未能确认。
Force the order, that is forcing customers to confirm the orders.Many salesmen have no courage to take this step. In many cases, the customer is inclined to the product , but the order has been delayed. Or even if the order is sent, no confirmation is received.
既然我们已经判断出客户有采购意向，遇到这种情况，我们不妨主动向前迈一步，一方面追问客户对产品和服务还存在什么疑虑并给客户下单的理由，一方面直接将合同发过去让客户确认和签约。如果客户对合同表示没有异议，很可能就促成这笔订单了。
Since we have identified the buyer's intention, we may take one more step forwardly.On the one hand, asking the customers for their doubts about the products and services, and then give them the reasons to place order. On the other hand, sending the contract directly to the customer to confirm and sign. You may likely get this order if the customer has no objection to the contract.
其实我们跟客户是一个平等的合作关系，双方并没有亏欠谁。客户可以直接把订单给我们，我们也可以直接向客户要订单。大家不能总等着客户下订单，要主动上前一步向客户争取订单。即便客户决定放弃订单，我们也要知道客户不下单的原因。
Actually, we are in an equal cooperative relationship with our clients,and we are not indebted to each other.The customer can give us the order directly, and we can also ask for the order from them.We should take the initiative to obtain the order instead of waiting for the orders from them.Even if the customer decides to abandon the order,we need to know why.
用引起客户共鸣的话题打动客户
Impress clients with the topics that can resonate them
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业务员要懂得把握各种时机去促成交易。2008年奥运会，当得知印度某一比赛项目获得了第一枚金牌后，某业务员就立即给他的印度客户们发过去祝贺邮件。祝贺一轮之后，客户回复率明显比之前有所提高。之后他就成交了一笔订单。
The salesman should know how to seize the opportunity about facilitating the transaction.A salesman sent a congratulatory email to his Indian clients when he learned that India had won the first gold medal in a competition at the 2008 Olympic Games.After congratulating, the rate of customer response was significantly higher than before.And then he completed an order.
你可以抓住各种时机增加与客户之间的交流，增进与客户之间的感情。即便这一单成不了，但是你让客户记住了你，给客户留下了好印象，也算是一种收获。
You can seize every opportunity to communicate with your clients and enhance your relationship.Even if it doesn't work, you make the customers remember you.It is also a kind of harvest to make a good impression on customers.
多渠道获取信息
Accessing information in multichannel
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和大家分享一下获取信息的重要性。平时GUMMI BEREIFUNG每天固定推送十来条消息。有一次点开一条消息，发现新闻报道的就是德国某地仓库失火了，而仓库老板正是我的客户。其实我当时心里想的是，客户仓库失火，想必损失惨重，发生这样不幸的事，自己是不是就别再给对方添乱了，因此纠结要不要发封邮件问候一下客户。但我还是给客户发了封关切信。客户给我回了邮件，向我描述他们那边库房由于货物堆放不规范，再加上天气的原因，就起火了。我回复道：If you need any help，我可以随时为你提供帮助。之后客户又给我下单了。
Now I’d like to share the importance of getting information with you.GUMMI BEREIFUNG regularly sends ten messages a day.Last time i learned a message that a warehouse in Germany had lost its fire.And the warehouse owner was my client.In fact, I was thinking that the customer must have suffered a great loss in such an unfortunate,and i shouldn’t bother him.So I wondered if I should send an email to greet my client,and i did it.The customer replied me and told me that it was the nonstandard placing of stock and weather that cause the fire. I replied that:“If you need any help, pls contact me at any tim." After that, the customer gave me an order again.
那条消息刚发布出来三五分钟，我立马一封邮件给客户发过去了。客户肯定会惊讶于我获得消息的及时性以及我做出行动的速度。客户会认为我有很强的信息获取能力和行动力。
I sent him the email within three to five minutes after the news came out. The customer was surprised by my timeliness of information and the speed of my action.Besides he will think that I have strong information acquisition ability and action motivation.
沉潜下来做业务，保持销售的热度
Dive down for business,and maintain the heat of sales
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做销售压力大，不乏有业务员急于拿到订单，才跟客户联系两次就想让客户选择跟自己合作。但是现实的情况往往是，如果客户已经有合作供应商的话，不可能很快被你吸引。
The pressure of sales is great. There are many salesmen eager to get the orders.They make customers choose to cooperate with them when they just contact twice.But the fact is that if the client already has a partner, they won't be attracted by it soon.
打个比方，女生买化妆品，相信大家手中都有固定使用的品牌，你心中认可的可能就是那几个牌子，不可能频繁地更换品牌，偶尔更换的也多是些补充产品的品牌。比如眼霜没了，我换一个；口红没了，我再换几个。但是洁面护肤的化妆品，你可能很少更换。客户也是一样的，即便要去买你的牌子，比如他一个月能下单10个柜，他很难一下把10个柜的量都交给你供应，他起初可能尝试采购半个柜并加以考察，事实证明发货稳定且市场反映良好后，再逐渐增加采购量。
For example,girls buy cosmetics, and I believe that everyone has a fixed brand in mind. But you won't change them fluently. You may add more brands. For example, you change the eye cream when it runs out; You change the lipstick when it is used up. But you may rarely change the cleansing cosmetics.The customers are the same.Even if they want to buy your brand, he can order 10 containers a month for example, he is difficult to place all these 10 container to you only. He may try to buy half a container for trial and increase the quantity if everything is stable and the market response is good.
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