If you ask people what a kitchenware salesperson does, many will say something simple like: “You talk to customers, send quotations, and ship products.” But anyone working in foreign trade knows the truth: we never really stop thinking. Our mind keeps running even after the workday ends, especially at night.
For me, 11 PM is the moment when the world becomes quiet, but my thoughts become loud. It is when the emails slow down, but my internal questions speed up. Sometimes I laugh at myself because I know that while normal people are preparing for sleep, I’m still thinking about spatulas, oven gloves, and international clients I’ve never met in person.
Here is what usually goes through my mind at 11 PM.
1. “Did I follow up enough today… or too much?”
Foreign trade is a long game. For some products, a decision may take months, even more than a year. But every salesperson struggles with the same balance: follow up too much and the client feels pressured; follow up too little and they disappear forever.
At 11 PM, I replay the day in my head:
- Did I follow up politely?
- Did I give enough information to help the client move forward?
- Should I send one more message tomorrow, or wait?
Many times, the answer is not clear. But this internal debate is part of the job. We want to be responsible without being annoying, proactive without becoming aggressive. That balance is harder than most people think.
2. “Are my prices competitive enough?”
Kitchenware, especially silicone and plastic items, is a crowded market. Buyers compare everything: quality, certification, packaging, and of course—price. At night, I often reflect on my quotations:
- Is this price too high for this market?
- Did I explain the value well enough?
- Will the competitor cut the price tomorrow and take the order?
Sometimes I even think about the client’s business model: Are they selling on Amazon? In supermarkets? Online shops? Each channel allows a different price level.
We always try to offer a price that matches both market needs and factory reality. But price is not just a number; it is a strategy. And strategy never sleeps.
3. “Did I communicate clearly today?”
Communication is everything in foreign trade. One unclear sentence can lead to the wrong color, wrong packaging, or even wrong mold. At 11 PM, I think about the messages I sent:
- Did the buyer understand my explanations about material differences?
- Should I have used simpler wording?
- Did I misunderstand any detail in the inquiry?
In our industry, misunderstandings are costly. So even when my body is tired, my mind is still double-checking what I said.
4. “What if this potential client becomes a long-term partner?”
This is the hopeful part of the night. Even though sales cycles are long, every new inquiry carries a small possibility: maybe this will be the client who stays with me for years.
I imagine:
- Their first trial order
- How we might develop new products together
- How trust slowly builds through every shipment
- How one successful project can lead to more opportunities
Foreign trade is full of uncertainty, but these quiet dreams keep me motivated. Every salesperson needs a bit of imagination to survive long cycles and slow replies.
5. “How can I improve myself?”
At 11 PM, self-reflection comes naturally. I think about the books I read, the sales conversations I had, and the mistakes I made.
Some common questions:
- How can I respond better when a buyer asks for a big price reduction?
- How do I become more confident when my conversion rate is low?
- How can I connect product knowledge into a bigger story that buyers understand?
Most people see foreign trade as a job. But many of us see it as a long-term craft. We constantly sharpen our skills because the market changes fast, clients change fast, and even product trends change fast. What worked last year may not work next year.
So at night, improvement becomes a habit.
6. “Did I forget anything today?”
This is the part that keeps many salespeople from falling asleep immediately.
I ask myself:
- Did I reply to all messages on WeChat, WhatsApp, and email?
- Did I send the document the client asked for?
- Did I update the production status to the buyer?
- Did I forget any small detail like packaging artwork or barcode?
Foreign trade has countless micro-tasks. A simple oversight can become a big problem. So even at 11 PM, our mind scans the day like a checklist.
7. “Why am I still thinking about work…?”
This thought always comes last. It’s both a joke and a truth.
The reality is: foreign trade is not just a job where you close your laptop and shut down your brain. It mixes with your daily life continuously. You talk to Europe at night, reply to the US after dinner, and deal with sudden factory issues early in the morning.
But even though it’s tiring, it’s also meaningful. Every order represents trust. Every satisfied buyer represents a small achievement. Every repeat order represents recognition of your effort.
And maybe that’s why at 11 PM, instead of being annoyed, I feel grateful. I have clients who trust me, a factory behind me, and a career that challenges me more than it stresses me.
The truth behind 11 PM thoughts
A kitchenware salesperson doesn’t just think about spatulas, molds, and silicone materials. At night, we think about growth, responsibility, and the future we are trying to build through each message and each inquiry.
Because success in foreign trade is not just about knowing products. It’s about endurance, mindset, and continuous improvement. And those things often grow in the quiet hours of the night.
So if you ever find yourself thinking too much at 11 PM, just know: you’re not alone. Many of us are lying in bed, planning tomorrow’s strategies, replaying today’s conversations, and believing that with enough persistence, the next order will come.
And honestly, that belief is what keeps us going.
