Your business life

(Source: "Focus Vision" on page 18)

Shanghai Hao Mining Machinery Co., Ltd. has perfect technology, scientific quality inspection, strict management, and efficient employee motivation. Has passed ISO9001 quality system certification, and obtained CE product certification. The main products crusher, ball mill, mineral processing equipment, rotary kiln, dryer and many other times won the "Shanghai famous brand."

Interview guests: Mr. Xiaohua Li, Manager of Shanghai Xiaoyu Company English Name: Shanghai Esong Mining Machinery Co., Ltd.
China Manufacturing Network AS Certified Supplier Showroom: http://shesong.en.made-in-china.com

As the head of foreign trade of Shanghai Hao Mining Machinery Co., Ltd., Li Xiaohua is only 20 years old and it is hard to imagine that he has worked in the machinery industry for 7 years. And it has been "a man father". He laughed and said that his hometown was getting married early.

The most fun is to learn something <br> <br> Although the family business, but Xiaohua does not admit that he is a second-generation rich. He said that the previous generation just provided a platform and everything had to rely on their own efforts. The happiest thing was to learn things, learn the art of communication, learn to manage themselves and then manage the company, and gradually adapt to job requirements.

Li Xiaohua feels that management is very simple at first, mainly to get along with his subordinates. To get along is not just a working relationship between superiors and subordinates. It is also a friend. After work, they drink together and go out to play and build trust with each other. However, he now feels that he is still somewhat short-lived. He still has to improve on how to improve the management system, establish a corporate culture, and motivate employees.

During his years of hard work, Li Xiaohua attributed several points:

Make a good product. In addition to product quality indicators such as processing capability, welding level, and material of the equipment, the appearance of the product is also very important. Even mechanical products, after all, are the first things the foreigner sees. Moreover, for buyers from different countries and regions, it is necessary to prescribe the right medicine and the negotiation strategy must be adjusted accordingly.

Look at the problem correctly. In the face of setbacks, there will always be solutions and improvements and improvements will be made afterwards. He often told the salesman under his opponent that the loss of customers was not terrible, and the key was to learn from them.

Live in good faith. Whether it is for their own employees or overseas customers, they should treat each other with sincerity. "Three-point business and seven-person life", honesty is the eternal principle.

Li Xiaohua cited examples of himself and senior trade salesman Zhao Wei. It is a coincidence that the name of Zhao Lan coincides with a single word in the name of the company. It seems that there is a fate in the Ming Dynasty. The first time they met, the two talked for a long time. After chatting, Zhao Hao left and became a capable leader of Li Xiaohua.

Yi Sheng several stories into a single <br> <br> by integrity, Yi Sheng and most customers have become long-standing friends.

Business is also about speculation. Li Xiaohua and Zhao Lan last talked about a Brazilian customer and was Italian. They talked about each other for a long time, from politics, economy and culture to business and talked very speculatively. In a matter of three days, a list of tens of thousands of dollars was made, and the customer paid 100% directly. Zhao Hao believes that many foreigners have religious beliefs and talk about religious topics, and they are more likely to gain their trust.

There is also a Pakistani client, who was originally very serious, but Zhao Wei talked with him very speculatively, China's relations with Pakistan, India, Chinese education, and so on. The customer had landed Nokia's mobile phone in the embarrassing office, but he still did not confirm it. Although Zhao Yu was outside, but not to mention the company back to the company to take the phone and sent to the hotel. The customer was very moved at the time. As a result, the customer had established a deep sense of trust in the confrontation. After returning home, he became an important agent.

Dealing with foreigners, heart and mind communication is very important. There is a customer from Zimbabwe in Africa. The company arranges Zhao Zhao to receive a full reception and accompany customers to visit Shanghai. On the Bund, two lost French ladies asked Zhao Lu. Zhao Yushun sent the French to the hotel. Zhao Hao's friendship with the French made the Zimbabwean's customers deeply impressed. He quickly reached a contract and paid a deposit. "Humanity and love are borderless," and these actions far outweigh the large number of languages.

Once there was a South African client, who often came to China. He used to buy Siemens motors from Europe and Japan. Later, he discovered that China also has good motors, and the price is low. It only takes time to find them. The customers in South Africa were very impressed. In fact, China has the strength to build a "Made in China" brand, but it has not formed a good trend. For example, he sometimes purchases in China and pays down the deposit. The supplier does not keep his promise. There is always less delivery. This practice left him with a bad impression.

Li Xiaohua and Zhao Lan concluded that there are two other important points in communicating with foreigners besides honesty:

The first is to listen more and extract more information from the customer's needs. In particular, for the first time, we must ask more questions and let customers clarify the real needs. In this way, introducing the product to the customer can focus on it, with almost the effect of "sword sealing."

The second is to emphasize the details. Motor model, how much power, number of revolutions, origin, etc. The information that many foreign traders send to their customers is monotonous, general, and of little significance. It is necessary to have very detailed parameters.