廣交會現在正如火如荼開展中，大家是不是都忙著邀請自己的重點客戶，希望藉此機會能與客戶達成合作？然而如果有些客戶在跟蹤的過程中並不是一帆風順，甚至還跟某個別客戶產生過“矛盾”。對於此類客戶，不知你是否會繼續邀請他到廣交會談談，還是就此別過呢？
Canton Fair is in full swing. Are you occupied in inviting your key customers to come to Canton Fair and wish to make use of this opportunity to cooperate with them? However, for some customers, we may not smoothly follow up them and we even have conflicts with them. For these customers, will you continue to invite them to Canton Fair or just say goodbye to them?
個人建議，不管之前與客戶發生過什麼矛盾或摩擦，都應借廣交會這個平臺與客戶和好如初，爭取與客戶達成合作。這樣才是我們的最終目的嘛。很多時候我們跟客戶的矛盾不是真的什麼大事情，反而有可能是因為語言的表達造成的誤會，這也是常見的。所以借廣交會的機會與客戶化干戈為玉帛又為不可呢？這也是讓客戶更加了解你，挽回和客戶關係的機會啊。在此本人也有一些心得分享給大家，希望能幫到大家。
As far as I am concerned, whatever conflicts or contradictions we have had with customers before, we should utilize Canton Fair to build good relations with them and then cooperate with them. It’s our final target. Many times, those contradictions we have with customers are not some big deal. They are just some misunderstandings caused by the expressions of us. It’s very common. So why not put an end to that and have peace? It’s a chance for us to build good relations with customers. Therefore, I have some experiences to share with you. Hope that you can learn something.
一、軟硬兼施-“軟”，無論之前與客戶發生過什麼摩擦，我們都應該對事不對人，隨著事件的過去，趁著廣交會的來臨，藉機對客戶的噓寒問暖必不可少。這樣不但讓客戶感覺到你的誠意也能反映出你寬厚的心胸。對於我們的關心，大部分客戶還是欣然接受的。這是很多降低“仇恨”的方法，緩解與客戶的關係。
The stick and the carrot -- The carrot. No matter what contradictions we have with customers before, we shouldn’t focus on the person but the issue. As Canton Fair has come, it’s necessary to greet our customers. They will feel both your sincerity and your comprehensive mind. For our concerns, most of the customers will happily accept. It’s a way to ease relations between us and the customers.
二、軟硬兼施-“硬”。如果是因為原則的問題，我們還是需要堅定自己的立場，不該讓步的地方絕不讓步。但是見面的時候我們可以儘量避開之前的問題來進行銷售，但如果有確實避不開，那麼在見面前先想好最合適，能滿足雙方的解決方案，不能為了追求合作而盲目答應客戶自己完成不了的要求。
The stick and the carrot -- The stick. If the problem is about our principle, we still need to affirm our stance and never make concessions when we should not. However, after we meet, we should try to avoid the previous problems. If we are unable to do that, we need to come up with the most suitable solution that can solve problems of both the two parties. We can’t promise things that we can’t finish just for the cooperation.
三、對於產品的專業性，知客戶所想。這不用阿連多說了，因為對產品的專業是我們每個銷售都必需要具備的條件。在郵件，電話，WHATSAPP可能也會帶給客戶一些誤解，但是面對面的機會正如阿連上面說的能在向客戶展示產品的同時能讓我們消除之前的誤會。無論之前多不尊重你的客戶，通過面談，讓客戶感受到你的專業，並由衷的覺得“原來這銷售還是有點料”。
Know products as well as what customers need. I believe most of you understand that it’s the prerequisite for us foreign traders to know well about the products. We may bring customers with misunderstandings when using emails, telephone calls and WHATSAPP. But when we face with them, we should try to show customers our products and meanwhile eliminate the misunderstandings. However they disrespect you, when you make them feel how professional you are, they will start to think that you are not bad as a salesperson.
其實這些所做得一切，就是為了讓客戶重新瞭解自己。有時候在跟蹤客戶的過程中遇到不尊重自己客戶是常見的。甚至由於郵件或通訊軟件表達不當而引起摩擦，關鍵自己怎麼擺正心態，同時也不用害怕與摩擦過的客戶聯繫。問題出現的時候更應解決而不是迴避。阿連也有幾個客戶在見面前沒得到他們的尊重，甚至發生過摩擦，但通過廣交會的面談不但消除了誤會，最終還達成了合作。所以小夥伴們加油吧，拿出應有的信心和勇氣。讓客戶真正認識你，努力讓自己成為受客戶喜歡的人。
In fact, everything we do is for customers to re-understand us. Sometimes, it’s common for us to confront with customers who don’t respect us. Contradictions even arise when we are unable to express our intentions on emails or other communication software. The important thing is whether you can hold a positive attitude. At the same time, we shouldn’t be afraid of contacting customers who have contradictions with us before. When problems arise, we should first consider how to settle them instead of escaping from them. Admittedly, I didn’t get respect from several customers and we even had conflicts. But through communicating with them personally at Canton Fair, we not only eliminate the misunderstandings but also reach the cooperation. So cheer up! Bring out confidence and courage. Try to be a person customers like.
