Salesperson eloquence skills training

Chapter 20

"Eloquence Book"

Mike was a salesman for a life insurance company, and after a lot of hard work he managed to get a half-hour visit with a big local man, Mr. Smith.

As soon as he saw Mr. Smith, Mike said very excitedly: "Mr. Smith, I have heard your name since I was very young, and I admire you from the bottom of my heart. I think, if I can hear your legendary stories with my own ears today , I would be very honored."

"Young man, isn't that why you came today?"

"Mr. Smith, you don't know how many people are looking forward to seeing you in their dreams!" Mike said more and more vigorously, and he said a lot of compliments. Mr. Smith was also dazed by his praise and began to ask him Tell me about your entrepreneurial history.As a result, half an hour passed quickly, Mike's head was full of stories, and he forgot the purpose of the trip.

Analysis In the process of communicating with customers, compliments will quickly please customers and leave a good impression in the hearts of customers, because everyone likes to be praised and respected by others, and people who praise themselves and respect themselves will naturally hold Have a good impression.However, overly flattering a client, like Mike above, takes the compliment away from reality and is often self-defeating.Praise is the lubricant of human communication.For salesmen, if they can make good use of this skill, they will often achieve unexpected results.According to expert research, if a person is praised by others, his mood will become happy, but his IQ will decline.Therefore, salesmen should praise customers without hesitation.

Of course, praise needs to pay attention to skills and methods, not good words, just a few words will be effective, if the method of praise is not appropriate, it will have the opposite effect.Therefore, when praising customers, we must pay attention to the appropriateness, and avoid hypocrisy and unreasonable exaggeration.So, how to grasp praise without boasting too much?
(1) Have a sincere attitude
If you can identify the characteristics of customers that may be overlooked by others, and praise customers from these aspects, you will let customers know that your words are sincere.If the words of praise are insincere and just talk in general, it becomes flattery, and the effect is of course not good.

If you can identify the characteristics of customers that may be overlooked by others, and praise customers from these aspects, you will let customers know that your words are sincere.If the words of praise are insincere and just talk in general, it becomes flattery, and the effect is of course not good.

"Mr. Zhang, your office is really beautiful." This sentence sounds like flattery.And "Mr. Zhang, your office decoration is so simple but very tasteful. It is conceivable that you should be a capable person." This sentence is a compliment.

(2) Praise specific things
When the salesperson praises the customer, he needs to be factual and well-founded.Well-founded means that the salesperson should consciously say some specific and clear things to praise, such as the customer's experience, the customer's office decoration, etc. Specific praise is easier to get the customer's recognition and acceptance than vague and general praise .Therefore, good salesmen tend to pay attention to the description of details and avoid generalities.

"Mr. Zhang, Xiao Zhao from your department said that you are a very approachable leader. It is true. When I saw you, I felt very kind."

(3) Praise should be sincere and moderate
Praise is actually a process of expressing appreciation, affirmation and admiration to customers, so you should use a sincere tone to let your customers feel these in words.If you lack enthusiasm and praise customers casually, it will only make customers feel that you are insincere or hypocritical, and even arouse customers' resentment.

On the other hand, praise should adopt different tone of praise according to different people. For young people, the tone of praise can be exaggerated; for respected elders, the tone of praise should be respectful; Be straightforward; and for some people who have more doubts, you should try to speak your compliments as straightforwardly as possible, not reserved.

(4) Praise customers from their highlights

Compliments are for customers, and must be hooked up with specific people. If you say to a lady with an ordinary appearance: "You are so beautiful, you are exactly the same as the star of ××." disgusted.

Therefore, when complimenting customers, you should praise the highlights of the customer itself.For example, you and a client are standing in front of the brand-name car that the client bought newly, and you caress the car with your hand and say: "Good car, really good, so beautiful!" You will only make the client feel happy, but it does not really serve as a compliment. The role of the customer, because the beauty of the car is the credit of the manufacturer, and has nothing to do with the customer.If you say to a customer, "This car is well maintained!" or "You have a good eye for choosing a car!" This is really a compliment to the customer.

Eloquence
Everyone likes to be praised and respected by others.

Praise customers generously, and don't begrudge the compliments.

Praise should be just right and not overly exaggerated, which becomes flattery.

As a salesperson, always remember that complimenting others is in your best interest.

(End of this chapter)