找客戶(hù)，難？不難！

管理的問(wèn)題每天都會(huì)有，只能用一句話(huà)安慰自己：只有死了的公司才沒(méi)有問(wèn)題。

今天一早打開(kāi)電腦，問(wèn)題又來(lái)了：

when we sent the PI order 12005 to Metra, we already y and the commercial invoice indicates EMS charge USD 832.66.

And you say that Fedex is even more expensive (at least USD 200 higher that EMS).

I understand that the final volume is big, but this huge difference in the freight cost is really strange.

We indicated before a freight cost (USD 432), now it becomes double (USD 832 or more withFedex), but I don’t think that 10 bimetals can justify this change.

Can you explain why?

I shall give some clarification to customer.

怎么回信啊，又暈了，有再多再合理的理由都解釋不通。經(jīng)過(guò)調(diào)查發(fā)現(xiàn)，一件看似小事，牽涉多多：

1. 報(bào)價(jià)的時(shí)候計(jì)算了Fedex優(yōu)惠價(jià)，到出貨的時(shí)候，打了兩個(gè)電話(huà)，F(xiàn)edex銷(xiāo)售未回，改寄EMS，差價(jià)產(chǎn)生

2. EMS漲價(jià)20%， 對(duì)方居然忘了通知我們

3. 儀表真空泡殼包裝，結(jié)果這批泡殼偏大，造成體積重量增加。

4. 品管考慮空運(yùn)安全，多加了很多泡殼，卻忽略了拋貨的重量。

5. 銷(xiāo)售給客戶(hù)發(fā)票時(shí)，沒(méi)有站在客戶(hù)立場(chǎng)考慮對(duì)方的接收性，未能將心比心及時(shí)追蹤。

這類(lèi)信，只能我親自寫(xiě)回信了，1,2可以變相告訴客戶(hù)，3不能提，4可以溝通，關(guān)于5，最后加上一段：

I am always think that sales is not difficult, the main way what we should do is consider more for customers, we will do more and train more on this, not only for the sales, but for all people.

很多公司在做找客戶(hù)難，增加業(yè)績(jī)難，其實(shí)真不難，將心比心，從態(tài)度和能力上來(lái)訓(xùn)練銷(xiāo)售團(tuán)隊(duì)，做人對(duì)，啥都對(duì)了！