Analysis of reasons why customers do not place orders

1, the product is not attractive.

This is the boss's most unwillingness to hear, and it is also the sales staff should not say anything. Because the boss heard the sales staff complain about the product's price, quality, delivery time, style, etc., often the first reaction is that he is not a good salesman, he is making excuses for his flat performance. In fact, this kind of situation really exists. We imagine that if your boss wants you to buy the burned bricks from the United States through the Internet, do you think it is possible? I think this is very difficult.

Because only the shipping costs of shipping bricks are already far higher than the value of the bricks themselves. Together with tariffs and other charges, they are available to US dealers. Can the price of this brick be competitive with the price of the bricks? Of course, this is an extreme example. To carry out international trade, companies face world-class competitors. One of the first questions companies must answer is: Why do customers buy our products, not others? If the company can't give a reasonable answer on its own, in principle, the company does not have the conditions for international marketing. Because, your product is not competitive. Consider whether the reason you didn't receive the order belongs to this one.

2, market positioning error.

This is the most common mistake that companies and sales people make. Faced with a map of the world, should companies use it as their target market? Sales staff must clearly answer this question. The differentiation of the global market provides enterprises with ample choice opportunities. According to the characteristics of the product, the salesperson should find the market that can display the USP (unique selling point) of the enterprise product and obtain the most benefit for the enterprise and the least cost of entry. In a company, sales are the same product, some sales staff perform well, and others have poor performance. The reason for this is more than this.

For example, the same VCD player selling the same price, Zhang San selected the larger market in Europe and the United States profit margins, while Li Si selected the smaller profit margins of the Middle East, the result is that Lee's orders are much more than Zhang San. The reason is that VCD players are an over-engineered technology that is directly promoted in Europe and the United States, and VCDs have no market. Market positioning errors often result in a lot of waste of manpower, material resources, and financial resources. Ultimately, there is no return. Consider whether the reason you didn't receive the order belongs to this one.

3, poor communication skills.

This can be entirely its own problem. To carry out international trade, because of the differences with the language, culture, geography, and religion of the transaction object, there are obstacles in communicating with them. The key to getting an order is to quickly communicate and quickly win the trust of the other party. The use of the Internet for international marketing requires that sales personnel have good foreign language skills, rich professional knowledge, and the ability to use the Internet's multimedia technology. If you and your co-workers are selling the same product, selling the same area, and someone else's getting more orders than you, consider whether the reason you didn't receive the order is this one.

4, bad luck.

Businessmen often say that there are "Great Years" and "Small Years." It means that business is better for a while, and it is more difficult to do business for some time. This is also true of doing international trade. This is a matter of luck. Consider whether the reason you didn't receive the order belongs to this one. If this is the case, we can only "do human affairs for destiny." Praying will be better next year.