人们都说成功的道路是曲折而光明的，正如我们做外贸工作的，在成功之前我们遇到过不少挫折，在刚进入这行的懵懂时期，我们踩过不少雷区，回顾起来，尽管心酸懊恼，但却是我们积累经验的重要经历。今天我们就一起来回顾一下那些年，我们曾经踩过的外贸雷区。
People always say that the road to success is tortuous but bright. The same as foreign trade, before being successful, we will meet many setbacks. During a period of being ignorant, we trod upon a lot of minefields, in retrospect, sad and regret as we were, it was significant for us to accumulate experience. Today we're going to look back those minefields of foreign trade we’ve trod.
报错价 Wrong quotation
这可以分为两类，一类是直接搞错产品型号而报错的，另一类是没有了解清楚客户所需配置而报错的。这是很多没经验的销售经常犯的错误。客户一询价，我们想都没想就把价格报出去了，没有了解客户的市场，认证或其他细节，到了确认订单那一步，才发现客户这个也要，那个也要，价格谈不拢，一张订单就这样没了，还给客户留下个不专业的印象。
This can be divided into two parts, one is to make mistake due to wrong model directly, and the other is to fail to know what configuration customers need and make mistake. These are common mistakes that those inexperienced salesmen would make. Once received enquiry, they quoted immediately without getting to know customers’ market, certification or other details. To confirm orders, suddenly they find customers required more so the price cannot reach an agreement. Hence, not only they haven’t order but also customers may think you are not professional.
付款方式错误 Make mistake in terms of payment
这是订单重要的一步，也是关键性的一步。如果一切谈妥了，付款方式没谈拢，那么，一切都是浮云。在这个问题上，我们很多时候都必须坚持立场，退不得，也要想多几步。但是有时候我们也会犯浑，确认了订单，才想起客户处于极度不稳定的国家，必须采取与一般客户不一样的收款方式，以确保公司能安全收汇。但是，订单已经谈妥了，也已经确认给客户了，这时候才跟客户say no，你还坐得住吗？
This is an important step, but also a key step. If everything is done except terms of payment, nothing would be done. On this issue, most of the time we must adhere to our ground even no retreat but have to consider more. But we may make mistake too. For example, after confirmation, we found that customer was from a highly unstable country so a different term of payment must be chose to guarantee secure collection. However, the order was done, if you said no, how could be?
让客户和货代往来过于密切 Over-close relationship between customer and forwarder
出货时，用客户货代出货是很常见的事情，但是就是因为太常见了，以至于我们都忽略了其中的风险。客户与货代之间的交流过于密切，甚至于提单副本货代也是先发了给客户确认再发给我们，这对我们来说其实隐含着危机。试想一下，如果货代直接寄了提单给客户，我们还拿什么让客户付清尾款呢。如果遇到这种情况，我们还是按照一般的付款方式（见提单清付尾款），而不是收齐尾款再出货，那这个风险就可想而知了。
It is common to delivery through the forwarder of customers. It is so common that we have neglected the risk. The relationship between the customer and the forwarder is so close that even we receive a copy of B/L after customer, which may have potential risk. Just imagine, if forwarder sends B/L to customer directly, how can we get our balance? In this case, if we still use the general terms of payment (pay balance against the B/L), but not loading the goods after collecting balance, the risk will be obvious.
把一客户的信息发给了另外一个客户 Send information of one customer to another
这种情况主要分为两类，一种就是由于一时的疏忽大意，误把客户信息发给了另外一个客户，导致客户信息的泄漏，另一种就是为了促成订单，一时心急把一客户的信息透漏给了另一客户。无论是哪一种，都会导致客户信息的外漏，影响公司声誉，更会影响公司在客户心中的专业度和信任。
There are two situations, one is due to negligence, send one customer’s information to another, leading to customer information leakage, and the other one is to get order, temporarily being impatient to disclose information of a customer to another. No matter which one it is, it will lead to the leakage of customer information, affecting the company's reputation, and affecting your company's professional degree and trust of customers.
展会上没拿客户联系方式 Without getting contact information in fair
这应该是很多业务员的通病。在与客户难得的面对面交流的展会上，遇到前来询价的那个他，我们居然忘记让客户留下联系了，过后想要把客户找回来，恐怕也能看你“人品”了。
This should be a common problem for many salesmen. In the exhibition with a rare face-to-face opportunity, we actually forget to get customers’ contact information when he came to enquiry. If you want to find him afterward, it can only depend your “moral quality”.
上述的这些雷区相信只是大家经历中的冰山一角，今天阿连把其中比较常见的几条列出来，只希望给还没触碰到的你一点提醒，也给已经踩着的你一个重温的机会，以防重复犯错。以上的这些雷区，你踩中了吗？
The above minefields must be the tip of the iceberg of what you experienced. Today I list some common minefields as a reminder to make you review it, to avoid making mistakes again. Have you stepped in the above minefields?
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