Salesperson eloquence skills training

Chapter 55
"Eloquence Book"

A college graduate applies for a job in a large company.The manager said to him in an unquestionable tone: "No!"

Undeterred by this, the graduate said to the manager, "You mean, your company already has enough talent to make it successful. Outsiders, even if they have great skills, won't be able to use them. A mediocrity like me, rather than using it, it is better to keep it away."

After speaking, he smiled and looked at the manager.After the two were silent for 2 minutes, the manager said, "Can you tell me your experience and thoughts?"

So, the graduate talked about his experience. After listening to the manager, he smiled and said: "I decided to hire you. You can come to work tomorrow."

Analytical interviews are also selling, but you are selling yourself.The graduate used the provocative method correctly, received positive results, and gained the opportunity for the manager to communicate with him.In the sales process, using the aggressive method will definitely promote sales.However, the salesperson must adopt different methods according to different negotiating objects, and use clever words to provoke them.

The provocative transaction method refers to the salesman's transaction skills in the process of communicating with customers, using certain language skills to stimulate the self-esteem of customers, so that customers can complete the transaction behavior under the influence of reverse psychology.

To use the provocative method, specific skills must be adopted for specific customers. The salesperson must first analyze the customer's personality from the customer's speech, find out the customer's weakness, and then use provocateurs reasonably.When the client is indifferent, you should treat him with a bright and moving smile, so that not only will not hurt the other party's self-esteem more deeply, but it is also easy to infect the other party with laughter.

(1) The aggressive method of using the customer's self-esteem
Reasonable use of the provocative method can reduce customer objections and shorten the time of the entire transaction stage.But it is necessary to choose a good target, so that it is easier to complete the transaction. A reasonable aggressive method will not only not hurt the self-esteem of the other party, but will allow the other party to obtain psychological satisfaction in the purchase behavior.

When a woman was choosing cosmetics, she was more interested in a suit, but she was always hesitant.At this time, the salesperson said to her: "You have taken a good look at this set. It doesn't matter if you don't buy it now. I can keep it for you. You can ask your husband for his opinion before making a decision."

The lady replied immediately: "There is no need to discuss this with him." Then she made a purchasing decision immediately.

(2) The aggressive method of using the customer's psychology of comparison
Everyone has a more or less comparison mentality, especially in purchasing behaviors, and they don't want to perform worse than those of the same status or lower than their status.For those customers who know the advantages and benefits of the product but procrastinate with various excuses, the salesperson can arouse the interest of the other party by using examples of purchases by people they know well, thereby arousing the customer's determination to buy.

Everyone has a more or less comparison mentality, especially in purchasing behaviors, and they don't want to perform worse than those of the same status or lower than their status.For those customers who know the advantages and benefits of the product but procrastinate with various excuses, the salesperson can arouse the interest of the other party by using examples of purchases by people they know well, thereby arousing the customer's determination to buy.

Yuan Yiping is the greatest life insurance salesman in Japan. Once, he targeted a lonely customer.However, he visited this client three times, and the client always ignored him.

This time, Yuan Yiping lost his composure and said to the client: "You are such a fool!" The client became anxious when he heard this: "What, you dare to scold me?"

Yuan Yiping immediately smiled and said to the client: "Don't be angry, I'm just joking with you, don't take it seriously. But, I find it very strange that you are richer than Mr. ××, but his worth is more than yours. High. Because he purchased a life insurance of 100 million yuan."

The customer was awakened by Yuan Yiping's words, and soon decided to buy a life insurance of 200 million yuan.

In the process of sales promotion, this method is very practical. You can say to customers: "Your relatives and friends have bought this product. With your ability, there must be no problem."

(3) Provocative method
To avoid hurting the customer's self-esteem, although the aggressive method will play a great role in facilitating the transaction, it directly stimulates the customer's self-esteem when it is used. Can lead to customer dissatisfaction and anger.Therefore, in the entire sales process, it is best not to use aggressive methods.

A salesman and a customer agreed to sell a car for 2 yuan, and the customer put 500 yuan as a deposit on the same day.On the second day, the customer only brought 19000 yuan, plus the deposit from the day before yesterday, there was still a shortfall of 500 yuan.The client repeatedly pleaded with the salesperson for an explanation: "There's only so much money you can raise."

At this time, the salesman said: "A big boss like you can't even get 500 yuan? Don't lie to me, I just learned about your generosity today!" The customer felt that his self-esteem was bruised, but he didn't like As the salesperson hoped, he took out another 500 yuan, but gave up the transaction with the salesperson.

Eloquence
Reasonable motivation will not only not hurt the self-esteem of the other party, but also satisfy the self-esteem of the other party in the purchase.

Grasping the customer's comparison psychology and self-esteem is the key to using the aggressive method.

Slight "aggression" to attract customers' attention.

The "radical method" should be used with caution, but should not be completely abandoned.

(End of this chapter)