Salesperson eloquence skills training

Chapter 10 Respect for customers in language
"Eloquence Book"

Yuan Yiping visited a client many times, but never took the initiative to talk about the content of the insurance he sold.

Once, a client asked him: "Mr. Yuan, we have been in contact for a long time, and you have given me a lot of help. But I don't understand why you never talked to me about your insurance business. ?”

"This question... I won't tell you for now."

"What? Don't you care about your insurance work?"

"Why don't you care? I often visit you just to sell insurance!" "In this case, why never introduce the insurance content to me?"

"To tell you the truth, I have always let the customers decide to purchase insurance. Because I think insurance should be purchased after the customer feels the need. Therefore, I have not worked hard enough to make you feel the urgent need."

"Your thinking is different from others, very special and interesting!"

"So I will visit each client continuously until the client feels the need to insure."

"If I were to insure now..."

Analyze that the real charm of language comes from emotion, from sincere consideration for customers, and from respect for customers.From the above examples, we know that in Yuan Yiping's insurance sales career, he never forced any client to buy insurance, which is also the secret of his success.It can be seen from this that in the sales process, the salesperson should think about problems and do things from the customer's standpoint, so as to win the welcome of customers.

When everyone is respected by others, goodwill will inevitably arise in his heart, and I believe that the customers facing salesmen are no exception.Carnegie has a famous saying: "When getting along with others, we must remember that we are not dealing with logical characters, but with emotional characters, full of prejudice, pride and vanity." That is It is said that one of the deepest attempts in human nature is to expect to be admired, admired, and respected.In today's marketization, the subtlety of salespeople communicating with customers is to grasp the common "weakness" of human nature to satisfy customers' desire to be respected.So, how to reflect respect for customers in sales language?
(1) Keep the customer's name in mind
Remembering a client's name is very important and forgetting a client's name is simply outrageous.When the salesperson can enthusiastically call out the customer's name, the customer will feel the importance and respect of the salesperson, and his goodwill towards the salesperson will also arise from this.

(2) Pay attention to the appellation of customers

Appropriate appellation is respect for customers, which can make sales achieve unexpected results.The address when meeting is very important, usually the surname plus the position, such as: Mr. Wang, Chairman Zhang, etc.In case of a deputy position, try to remove the "deputy".In addition, the name of the customer also changes according to the different sales occasions.

(3) Let customers maintain a sense of superiority
In the communication with the customer, sincere praise and asking the customer for advice will make the customer think that the salesperson attaches great importance to him and make the customer feel that he is an important person.When the customer's sense of superiority is satisfied, the vigilance will disappear, and the closer the distance between each other, the success rate of sales can be greatly improved.

(4) Keen insight into everything about customers

Observe the customer carefully, when the customer's mood is at a low ebb, pay attention to understanding the customer's state of mind, and comfort appropriately; when the customer is experiencing success, ingenious flattery can enhance the communication with the customer at this time; you should also be keenly aware of The topic that the customer wants to avoid, once the customer falters, must not get to the bottom of it, but try to change the topic.

(5) Sales is for the sake of customers

In the minds of successful salesmen, the interests of customers are the only guide to their actions.Satisfying the wishes of customers and making them feel respected requires the salesperson to start from the customer's point of view, think from the customer's standpoint, and find out the interests that the customer cares about.

Eloquence
It is also a courtesy to honor the client's name and title.

Satisfy the customer's sense of superiority and shorten the distance of communication.

Be good at using the No.1 name instead of "you".

Sales must be for the sake of customers, proceed from the interests of customers, and meet the needs of customers.

(End of this chapter)