7-Day Crash Sales Elite

Chapter 11 The third day (2)
Sometimes talking is the first thing you need to do to break the silence of a first meeting. You can't do anything without talking.

Of course, there are also some salespeople who will listen to the customer's accent and words to detect the customer's situation; Discover the characteristics of customers and find the situation of oral communication.

[2] Observe words and expressions, and look for common ground.

Usually, a person's psychological state, spiritual pursuit, life hobbies, etc., are more or less expressed in their expressions, clothing, conversation, manners, etc. As long as you are good at observing, you will find that you Common ground with customers.

[3] Step by step, dig out the common ground.

It is very easy to find common ground with customers, however, this is only needed for the initial stages of the conversation.As the content of the conversation deepens, there will be more and more common ground.In order to make the conversation more beneficial to customers, it is necessary to dig a deeper level of common ground step by step to achieve what you want.

[4] Think about the conversation and explore common ground.

In order to find the common ground between the customer and yourself, you can carefully analyze and figure out when the customer talks to others, or you can figure out what the customer says when talking to yourself, and find the common ground.Especially when you are negotiating with some high-level customers, it is impossible to ask some questions blindly, and you have to figure out and dig out a lot of information by yourself.

In fact, there are many ways to find common ground, such as common living environment, common work tasks, common travel direction, common living habits, etc. As long as you find out carefully, it is not difficult to have nothing to say with customers broken.

In addition, there is another method that can help salespeople find common topics with customers and arouse customers' favor, that is similarity.People like to communicate with people who are similar to themselves in some aspects, whether it is viewpoints, actions, tone, personality, background, lifestyle, etc., as long as they are similar, both parties will have a good impression.

Find topics of interest to customers
In many cases, customers often do not immediately become interested in your products or companies. This requires salespeople to find topics of interest to customers in the shortest possible time, and then wait for the opportunity to introduce their own products.

In the process of interacting with people, people usually have the experience that they feel awkward and bored when talking with people who do not have a common language with them.In the actual sales process, if such a situation is encountered, it will cause headaches for the sales staff.But in order to build a good relationship with customers, it is necessary to continue to communicate with customers in a friendly manner. What should I do?

First of all, the salesperson must have a common language with the customer. You must be good at finding topics of common interest with the customer and resonate with the customer.For example, salespersons can start by talking about the customer's work, children and family, as well as major news and current events, so as to communicate a lively atmosphere and increase the customer's goodwill towards you.

Some people say: "In a conversation, you must learn the ability to find something to talk about." The so-called "finding a word" means "finding a topic."When writing an article, if you have a good topic, you will usually have a lot of ideas and ideas, and you will accomplish it in one go.When talking with people, if you have a good topic, you can make the conversation more comfortable.The criteria for a good topic are: at least one party is familiar with it and can talk about it; everyone is interested in it and loves to talk about it;

Therefore, if you want to have interesting, speculative, and enjoyable conversations with customers, both parties must have a topic of common interest, which must be able to "resonate" with both parties.Only when we resonate with customers can we communicate more deeply and happily.In fact, as long as both parties pay attention, it is not difficult to find that they have the same views on a certain issue, have common hobbies and interests in a certain aspect, and have a certain kind of things that everyone cares about.

Left, a car salesman, meets a potential customer at a big car show.Through observing the words and deeds of potential customers, Lyft analyzed that this customer is very interested in off-road vehicles, and his taste is also very high.Although Lyft handed over the company's product manual to the customer, the potential customer has not given any reply to Lyft. Lyft tried to call twice, and the customer said that he was busy with work. On weekends, I will go to a shooting range in the suburbs with my friends to shoot.

After many inquiries, Left learned that the client loved shooting.So Left searched a lot of information about shooting on the Internet. After a week, Left not only had an in-depth understanding of all the famous shooting ranges in the surrounding area, but also mastered some basic shooting skills.When he called again, Left said nothing about the sale of the car, but told the customer that he had "stumbled upon a shooting range with very good facilities and a very beautiful environment."The following weekend, Left had no trouble meeting clients at the range.The client was immediately impressed by Left's knowledge of shooting, and he lamented that he "found a soul mate."On the way back to the city, the customer took the initiative to say that he likes to drive a luxuriously decorated off-road vehicle. Left told the customer: "Our company just launched a new luxury off-road vehicle. A car that can reflect the taste..." A sales communication with a good start was thus formed.

When salespeople are looking for topics that customers are interested in, they should pay special attention to one point: in order to make customers interested in a certain topic, the salesperson should also be interested in this topic.Because the entire communication process must be interactive, otherwise specific sales goals cannot be achieved.If only the customer is interested in a certain topic, but the salesperson is uninterested, or expresses a liking intentionally despite being repelled in his heart, then the customer's enthusiasm and enthusiasm for conversation will be cooled immediately, which is very difficult to achieve. good communication effect.

So, how can we find topics that customers are interested in?for example:

[1] Talk about the work of the client, for example, the achievements the client has made in the work or the bright future in the future.

[2] Talk about the client's body, for example, remind the client to pay attention to the maintenance of the body of himself and his family.

[3] Ask about information about the client's children or parents, such as how old the child is this year, how they are going to school, whether the parents are in good health, etc.

[4] Discuss the focus issues that the public is more concerned about nowadays, such as whether the price of real estate will increase, how to save energy, etc.

[5] Mention the customer's main hobbies, for example, the customer's sports, entertainment and leisure methods, etc.

[6] Nostalgia with customers, for example, mentioning the customer's hometown or the most memorable past events.

[7] Talk about current affairs news, for example, quickly browse through the newspaper every morning, and when communicating with customers, first use the important news that you just learned through the newspaper to talk to customers.

For topics that customers are very interested in, sales staff can understand through ingenious inquiries and careful observation and analysis, and then introduce common topics.Before conducting sales communication with customers, it is very necessary for sales staff to spend a certain amount of time and energy on researching customers' special preferences and tastes. They usually cultivate more interests and accumulate more knowledge in various aspects. Interests of general taste, such as sports and some form of active recreation.In this way, when it is time to communicate with customers, you will not be overwhelmed, and you will not make customers feel that the communication with you is dull.

Sincerely compliment customers

Everyone is eager to be valued and praised by others, and everyone feels that they have something to boast about, and it is easy to gain the favor of customers by using praise.

In 1921, Carnegie, the American steel magnate, hired Xiabu as CEO with a super high annual salary of US$100 million.Many reporters asked Carnegie why him?Carnegie said: "He can praise others the most. This is his most valuable skill. He knows how to make customers happy."

In the United States, there is a store with three parrots. The three parrots are not different in appearance, but the prices are very different. $1000.A customer asked curiously: "Why are the prices of these three parrots so far apart?" The boss replied: "It's completely fair, their prices are set according to the tips they get, because the first parrot was set when the customer came in." When the first parrot arrives, it will say welcome, and when the guest leaves, it will say thank you for coming, so it is worth $2000; the second parrot can not only say welcome, thank you for coming, but also explain products and recommend products to customers, so This parrot can generate profits, and of course it is worth $3000; as for the third parrot, its worth is three times that of the first one, but all it can say is a few flattering words, and when a male client comes, it will say : "You are so handsome today!" When a female customer comes, it will say: "You are so beautiful today!" If the customer is not happy, almost all of them give tips, so the price is also expensive."

The same is true for salespeople. Salespeople who can explain products are only average, worth $1000; salespeople who can praise customers are the best, worth $2000; There is no need for such salespeople to visit customers.I don’t know what to do to meet customers to please them, but in the end they are often rejected and return without success.

Xiao Sun, a stationery salesperson, once got the children's contact information from a kindergarten by chance, and visited the customer's home according to the above address.There was a house where the hostess received him. After he knocked on the door, the first thing he said to the lady who opened the door was: "Hey, you are the hostess! You are so young, I really can't see that you have children." .”

The hostess said: "Hey, you didn't see, I'm almost exhausted, and it's tiring to take care of children."

Xiao Sun said: "That is, my wife always complained about me when I was at home, saying that I was running around outside all day long, and I did not fulfill my responsibility as a father at all, and left all the children to her."

The hostess said with deep empathy: "That's right, you men know how to hang out outside."

Xiao Sun smiled, and continued, "How old is the child? She's so beautiful! Have you gone to kindergarten?"

"Yes, the child just entered kindergarten this year."

"How clever, so cute, children grow up slowly, their education and growth become the most concerned thing for us as adults, who doesn't want their children to become dragons, and their daughters to become phoenixes, I will buy some tapes like this every once in a while Play it for them."

Afterwards, he took out the product he was selling - children's music tapes. Unexpectedly, the female customer asked, "How much is the total?" without any hesitation, and bought a set.

The final transaction of the above case is not surprising at all, because before the salesperson officially introduced the product to the female customer, he had already established a good relationship of trust with her.

In the sales process, in addition to praise, salespersons can also use address and thank you to make customers feel good about you.For example, when a salesperson knocks on a customer's door and sees someone who is about to visit after an appointment, he immediately calls the customer, introduces himself and expresses his thanks immediately.For example, "Hello, Manager Chen! I am Zhao Nana, a salesperson of a certain company. Thank you very much for taking the time to accept my visit."

Then, the salesperson can ask for advice after praise, and sell after asking for advice, which can greatly increase the success rate of sales.Of course, it should be remembered that praise should be appropriate. If you praise too much, you will not be able to win the favor and trust of customers, but will have the opposite effect.

At the same time, if the salesperson just praises the customer vaguely, saying some empty and floating words such as "Your work is very good" or "You are a very excellent leader", it will not arouse the customer's goodwill at all, and may even generate unnecessary enthusiasm. Misunderstandings and a crisis of trust led to the failure of the final transaction.

such as:

There was once a salesperson who had dinner with a customer, and for three hours, the salesperson used it all to flatter the customer, "You are amazing!" "You have done a big business!" We are most at ease!" "You are a role model for us to learn from!"... The client was a little disgusted after hearing this, and three hours passed like this, and nothing was negotiated. This is the result of "praising" too much.

People like to hear good words. When you witness how a mother who often praises her children creates a complete and happy family, how a teacher who often praises students makes a class united, friendly and progressive every day, and how a leader who often praises her subordinates When it comes to how to manage his organization into a harmonious and upward group, he may sincerely accept and learn to praise sincerely and well-meaningly among people.Customers are no exception, so praise becomes a good way for salespeople to approach customers.

Listening is the performance of respecting customers
As an excellent salesperson, you must learn to listen to the voice of your customers.By listening to the voice of the customer, we can effectively understand the customer's preferences, needs, wishes and dissatisfaction, which is conducive to establishing a good relationship with the customer.

Many salespersons believe that sales efforts are mainly based on "two mouths with iron teeth and copper teeth", and what they show off is lip service.In fact, in real sales work, those salespeople who are eloquent, talented, and extremely smart cannot become sales elites, but those salespeople who are good at listening and ignorant have achieved better performance.

If the salesperson can concentrate on listening to the customer, then naturally the customer can be greatly satisfied and warm psychologically.Therefore, the salesperson should try to be a listener, listen carefully to the customer's conversation, calm down, calm down, like a friendly, friendly, positive, and enthusiastic lover, like listening to the most beautiful voice in the world, listen to All comments and suggestions from customers.Only in this way can the salesperson calmly think, understand and comprehend the information conveyed by the customer from the words and deeds of the customer.When the salesperson really understands the real thinking of the customer, the communication between them and the customer really begins.

(End of this chapter)