敢不敢跟阿连一起来把每张单子作为一个项目来做？你不敢，还是不会？既然点开了文章，那就用点时间把下文看完，看我们怎么样来做项目。
Dare you regard every order as a project just like me? No? Or you don’t? Since I mention this point, let’s see this article about how we develop a project.
为什么要说是做项目呢？因为你把自己定位好了，你考虑问题站的位置以及高度决定了每张单子的发展方向。
Why do I say it is a project? Because you have a good self-identity, your position and height of your concern determine every order.
所以我们不能只是把自己当做一个普通的职员来要求自己。每次跟进客户的时候，我们试试把自己当成是项目经理。
So we can’t just take ourselves as a regular employee. Every time when we follow up with customers, we should try to make ourselves be a project manager.
我们手上的资源是归自己调配的，还有公司这么多同事会来协助你，帮助你，关键就是看你怎么运用了，怎么看待每个问题，从而想出相对应的措施来解决问题。
Our resources are allocated by ourselves, and many colleagues will come to help you, so the key is how you use them and how to view each problem so as to come up with the corresponding measures to solve the problem.
从你知道一个客户品牌的开始，到你找到这个品牌的关键人，进行推荐产品。我们都是处于一个双向选择的位置，因为我们会进行筛选，这些客户是否是我们的目标客户。
Since you know one brand and find the key person, recommending products, we are in a two way selection, because we will sift if they are our target customers.
其实就跟做一个项目一样，我们找客户也要认真的对对方公司进行考察。
Just like developing a project, when developing customers, we should be careful to investigate the company.
所以在我们向客户介绍自己的时候，要有底气的跟客户谈，把我们的信心优势告知客户。用你的语言去感动客户。让客户也感受到你对公司的信心，从而达成合作。
So when making a self-introduction, we ought to embolden in communication to convey our advantages. Touching customers by language and making customers feel our confidence of our company so as to get cooperation.
当然每个项目都不是一帆风顺就能开展起来的，总会出现有岔子的时候。
Of course, not every project can be carried out smoothly, something wrong must appear.
但是我想说的是这正是两个意见不一样的人在磨合大家的意见。这也不见得是坏事。
But I want to say that it is the unifying process of people with different ideas. This is not necessarily a bad thing.
就好比当有时候交货期的出现了延期，就好比一个项目遇到中途遇到问题，不能如期完成。那这时候除了安抚好客人的情绪同时，还要让客人了解到这段时间我们也是有催紧订单的进展，优先安排客户的订单，相信都会理解我们。
It may be likened to have something wrong with delivery date such as delay, or problems appear in project so it cannot be completed on schedule. In addition to make them calm, at the same time, customers can understand us if we tell the situation that we push the process of order and give priority to their orders.
同时也告诉客户，我们也很着急去完成这张单，但是我们赶货期的前提也是要确保质量，确保每个OK 才会安排出货。在保证我们的利益同时，也让客户感受到我们是为客户着想，我想作为一个生意人，这时候没有理由再一味的催你交货，而不顾后期的合作。
Also tell customer that we are quite anxious to complete this order, but quality should be ensured with the premise of delivery date. We will arrange shipment as long as each product has good quality. To ensure our interests, at the same time, to make customers feel that we consider standing in his position is necessary. As a businessman, on this occasion, there is no reason to urge you to delivery but ignore cooperation in the late.
所以说作为一个业务员，在处理问题的时候，你不仅仅是站在一个业务员的位置，你更应该站在整个项目的负责人的位置，这时候可以说就算是老板，他也未必能比你更了解你自己的客户。因为客户一直都是你跟进。所以出现问题的时候，你记住你是公司项目负责人，发生这样的事情，我应该怎么处理，才可以保证我们的利益，同时保住跟客户之间的友谊。
Hence, as a salesman, in the process of dealing with problem, you are not just standing in the position of a salesman but a head of the project. We can say even the boss knows the customers less than you do because you indeed keep following up with customers. Therefore, whenever something wrong happen, please remember, you are the person in charge of this project. You have to know how you deal with that to guarantee benefit and maintain the friendship between customers and you.
如果你有这个信念，相信每次问题出现的时候，你就不会觉得有多难处理了，在跟客户的交流里面你就不会输给客户。
If you keep that faith, I believe that every time when a problem occurs, you won't feel hard to deal with and you won’t lose the customer in communication.
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