Salesperson eloquence skills training

Chapter 14 Accumulate Topics for Opening Greetings with Clients
"Eloquence Book"

Bernard Lathier is a sales expert of the "air car" radio manufacturing company. When he first joined the company, the first challenge he faced was to sell cars to India.

After a little preparation, he flew to New Delhi, where he was received by Major General Lal, Chairman of Air India.The first sentence Bernard Lathier said to his negotiating opponent was: "It is because of you that I have the opportunity to return to my birthplace on my birthday."

This is a very decent opening statement. Although it is concise, it is rich in connotation.He not only thanked the host for the generous opportunity to come to India, but also indicated that India was his birthplace.This shortened the distance between him and Major General Lal.

It goes without saying that Bernard Lathier's trip to India was a success.Analyze the reason why Bernard Lathier was successful because he used the most appropriate greetings to bring the relationship between the guests closer, so that the subsequent sales promotion work can be carried out smoothly.Although greetings are just a kind of social intercourse and have no special meaning, proper greetings can break the deadlock in interpersonal communication, shorten the distance between the two parties, and lay a good foundation for further conversations between the two parties.Whether the greeting is appropriate or not is an important factor for whether the salesperson can give the other party a good psychological hint.Therefore, the salesperson must accumulate the topics of greetings with customers in daily life, and learn and understand the skills of greetings.

In the word "Happy", "Han" means cold, and "Xuan" means warm. Taken together, it means to ask the cold and warm.Therefore, in sales promotion activities, greetings is to chat with the customer, chat about the weather, talk about the customer's favorite topics, and show his respect to him, so as to show the other party that he is willing to make more friends with him.Commonly used greetings mainly include the following types:
Ways of Greetings Polite greetings such as "Hello!" "Good morning!"

Compliment each other Everyone wants to be recognized and affirmed by others, and needs appreciation and praise from others.Therefore, the salesperson can make preparations before visiting the customer, understand the customer's advantages, and praise the customer in a timely manner.

Such as "I have heard of your name a long time ago!" "I have read your masterpiece" "I have heard your report" and so on.

This is a temporary greeting for a specific conversation scene, such as what the other party is doing, the other party's working environment, clothing, hobbies, etc., which can be used as topics of greeting.

For example: "Manager Wang, so you also like this book..."

In the customer's information, or in the other party's accent, you can know the other party's native place, or where he once lived.At this time, we can generate more topics from this accent.You can talk about the region from the accent, and you can talk about the customs, specialties, etc. from the region.

Sometimes, you can also find that you have such a "relative and friend" relationship with the other party, such as "I was born in Yangzhou, we are fellow villagers." "Oh, you graduated from Fudan University, so we are alumni." , We must be good at discovering the common ground between the two parties, and move closer to each other emotionally.

Talking about the weather is the most common way to greet each other in daily life. When you meet for the first time, if it is difficult to find a topic for a while, you can break the embarrassing situation by talking about the weather.

Greetings must not only have appropriate content, but also pay attention to the differences between folk customs and regions.For example, the old Beijing loves to ask people: "Have you eaten?" It actually means "Hello". If you answer "Have you eaten?", the meaning is wrong, so it is easy for the other party to think that you are implying that you want to treat guests to dinner.In Arab countries, people like to ask "How is the animal?" This is similar to "Have you eaten?" This sentence is not about you as an animal, but about how your life is going.

Greetings are a science that needs to be accumulated and learned.If you put more effort into this aspect and use it more, you will be handy, and you will be able to stay calm and do a job with ease in any occasion.

Eloquence
Before getting down to business, a few pleasantries with the client can help bring them closer together.

Find topics to greet customers with a sincere attitude and good intentions.

In greetings, it is very important to praise in a timely manner. Don't over-praise, otherwise it will appear false.

The greeting time should not be too long, just create an atmosphere suitable for conversation.

(End of this chapter)