Salesperson eloquence skills training

Chapter 16 Addressing Customers Accurately
"Eloquence Book"

After a salesman walked into the manager's office of a company, he held the manager's hand and said, "Hello, Manager Zhang, my name is Li Ping, and I am a salesman for XX Company."

"Mr. Li, you have found the wrong person. My surname is Wang, not Zhang."

"Ah, sorry, I misremembered. I want to introduce you to our company's new printer."

"We don't need it now."

"That's right, but I have other models of machines here. I will leave the product information for you. Please take a look. The introduction is very detailed."

"Sorry, I'm not interested in these."

Analysis Dale Carnegie once said: "One of the simplest and most important ways to gain favor is to remember other people's names." In any language environment, the most beautiful and important thing for any person is his name.Accurately calling customers by their names can not only enhance your personal charm, but also make your sales flow unimpeded.In the above story, the reason for the sales failure is that the salesman is too busy to wear, which hurts the customer's self-esteem.Sales masters call the art of remembering the customer's name the law of selling by name, which makes sense.The manager of an electrical appliance company in the United States invited the company's distributors and agents to dinner. He privately asked the secretary to record the names of each guest by seat.At the dinner table, when the manager talked with each boss, he kindly called them by name, which surprised everyone, and the business was successfully negotiated.

(1) Strengthen the registration method

Many people may be aware of the benefits of remembering other people's names, but they always feel that they can't remember them. Either they feel that the person is familiar but they can't recognize the name, or they can recognize the name but they can't match the person.How to solve this problem?You can strengthen your memory by:

Before meeting a stranger, you must have full confidence that you can remember the name and appearance of the other person.If you don't have this kind of self-confidence, and you always complain about your poor memory, then you will lose motivation, and you will really lose your memory as a result.

Listening attentively You should consciously and attentively listen to the client say his name, which is the key to meeting for the first time.If you don't hear the other person's name clearly, you can politely ask the other person to repeat it again. Asking the other person to repeat the name will generally not arouse the other person's disgust, because what the other person feels is your sincerity.

Pronunciation and spelling After hearing the name of the other party, you can repeat it to the other party directly and ask if your pronunciation is correct. Even if your pronunciation is incorrect, the other party is generally willing to patiently tell you the correct pronunciation.

In further conversations, you can mention his name as much as possible, which will not only help you strengthen your memory, but also win the other party's favor.When you say goodbye to a customer, you'd better mention his name, because the beginning and end of a thing are the easiest to remember.

Review and Archive After breaking up with a new acquaintance, try to flash his name and appearance in your mind, and then you can create a file to register and file who you met, when, where, date, content and facial features.

(2) The etiquette of appellation

Remembering the customer's name is very important, but the etiquette of addressing should also pay special attention.Some people think that there is no need to pay attention to etiquette for a simple address. In fact, it is not the case. If the address first makes the other party unhappy, then the subsequent communication will hardly have a positive effect.

General rules of address If it is the first meeting and the salesperson does not know the name of the other party, he can call the male as Mr. and the female as Miss, Mrs. or Ms. according to the convention.For those who have positions and professional titles, they can be called directly by their professional titles, such as "doctor", "teacher", etc.

Questions to be paid attention to in job titles At any time, if the customer's job title and identity cannot be determined, the salesperson can find out this point through introductions from others or active inquiries.When a sales representative communicates with a customer or introduces a customer to others, he needs to pay attention to two issues on the basis of clarifying the customer's position: First, the title of the customer should not be high or low.Sometimes a customer may hold multiple positions. At this time, the most sensible approach is to use the title that makes the other party feel the most respected, that is, the title with a higher position;If the client you communicate with is in a deputy position, you can remove the word "deputy" in most cases, unless the client specifically emphasizes it.

Eloquence
There is a great satisfaction in having one's name known to others.

Strengthen the memory of the customer's name, and absolutely avoid ostentation when communicating.

Using the customer's characteristics, personality, and homonyms of the name to generate associations is a good way to help memory.

Be good at observation. The more proficient your observation skills are, the clearer you can see the differences in people's looks, and the easier it is to remember each other.

(End of this chapter)