Sales Psychology: Sales is a psychological warfare

Chapter 6 Achieve Yourself First: Bloom Your Most Beautiful Self (5)
Sometimes, a person has kept his promise all his life, only to lose a small credit so that the business at his fingertips is ruined.Sales masters are the most trustworthy. They have one thing to say, seek truth from facts, keep their promises and act with resoluteness. They put credit first and character as the foundation for customers, so that customers can trust them and users can do business with them with confidence.

For a salesperson, the customer is God, and the customer has the right to refuse.However, when a good salesman brings a good product and visits sincerely again and again, he can always win the favor of customers in the end.A product is not a panacea. Any product has its scope of action and the scope of its failure. This is a basic common sense.However, in the eyes of some salespersons, their products are omnipotent. When they introduce products to customers, they wantonly exaggerate the performance of products, which will undoubtedly bring hidden dangers to their future sales work.

There is a successful salesman who always carries an alarm clock with him every time he makes a sales call.At the beginning of the conversation, he said: "I'll disturb you for 10 minutes." Then he adjusted the alarm clock to 10 minutes, and the alarm clock would sound automatically when the time was up, then he got up and said goodbye: "Sorry, it's 10 minutes, I It’s time to leave.” If the negotiation between the two parties goes well, the other party will suggest to continue, then he said: “Okay, I will disturb you for another 10 minutes.” Then the alarm clock was adjusted to 10 minutes.

Most customers were surprised when they heard the alarm clock for the first time, and he explained kindly: "I'm sorry, it's the alarm clock. I said I would only disturb you for 10 minutes. Now it's time." It varies from person to person, most people say: "Well, you are really trustworthy." Some people will say:

"Cough, you're really brainless, let's talk about it later!"

The most important thing for a salesman is to win the trust of customers, but no matter what method is used, he must start with some trivial things, and punctuality is one of them.This is to use small credit to win the big trust of the client, because you promise to talk for 10 minutes at the beginning, and leave when the time is up, which means that you keep your promise [-]%.

In today's increasingly competitive market conditions, reputation has become an extremely important condition and means for winning the competition.Only keeping promises can win credibility for the sales staff. Whoever wins the credibility will be invincible in the market; whoever damages or ruins the credibility will be eliminated by the market.The most important thing for a salesperson is to win the trust of customers, but no matter what method you use, you must start with some trivial things, and show your sincerity in every detail, so as to tell customers: "I am a person of integrity. "

"Be honest and trustworthy, treat each other with sincerity" is the most effective, the most brilliant, the most practical and the longest-lasting method in all marketing.Lincoln once said: "A man may fool some of the people all of the time, and all of the people some of the time, but not all of the people all of the time." The same is true for salespeople in this way.In a market environment where information is disseminated increasingly rapidly, it is easy to see through the small tricks and cleverness of salespeople, and even if they succeed occasionally, such success is quite short-lived.If you want to win customers, honesty is the permanent and real way.

It is not easy to be honest.Those who violate the law of integrity cannot survive in this industry.Ziglar, an American sales expert, made an in-depth analysis of this: "A person who can speak well but has evil intentions can persuade many customers to buy inferior or even useless products at high prices, but the resulting losses are three aspects. Customers lose money. , but also lost the sense of trust in him; the salesperson not only lost his self-respect, but may also lose his successful sales career because of this temporary gain; from the whole industry, what he lost was prestige and public trust.”

So, how do salespeople train and show their sincerity?Here are some truth-telling tips that will help you sell yourself successfully.

(1) Do not exaggerate the facts.Some people brag without measure and distort the facts.What's even more tragic is that over time, these people also believe their own exaggerated facts.

(2) Think twice before speaking.This is actually very easy to do.Maybe you speak too fast, so that the main idea is not prominent enough; or you are not expressive enough to express your ideas in an orderly manner, it does not matter, just wait patiently until your vocal cords are in perfect harmony with your brain, and then you can speak again. Basically, there will be no such problems.

(3) Reconcile contradictions with tolerance.Contradictions are often acute, but still have to be spoken.After stating the contradiction, it is best to add a "but", this "but" does not mean that you can lie, it just means that you want to moderate the facts so that they will not hurt a person's feelings.Tell the truth, but avoid embarrassing the other person.

(4) Don't cover for others.From time to time, you may encounter people who ask you to lie for them, or cover up the truth for them.Remember, you can't do this.The worst thing a boss can do is force his employees to lie for him, and this is the hardest decision an employee can ever make: "Should I lie for my boss?"

Try refusing to do this first, and you will be amazed at your honesty and courage.Your boss may be more surprised, and perhaps because of it, has a newfound respect for you, and will no longer ask you to cover up for him.But what if he reacted otherwise?Give you a blunt and sincere suggestion - resign.

Of course, when you make a mistake, you can't ask others to lie and cover it up for you. As the saying goes, "Do unto others what you don't want to be done to you."

11.Failure is just one step closer to success

A philosopher said: "Failure is just a phenomenon, and approaching success is the essence." Most people are afraid of failure and yearn for success.However, without failure, we would not experience the excitement and joy after success; without failure, we would not be able to gain more growth experience.

Xiao Du is a salesman for a degreasing agent company.One day, Xiao Du went to visit a well-known boss in the local area, and this boss also got rich by selling products.Xiao Du thought that if he could sell the product to him, it would be an affirmation of his sales ability, and he could ask him for some sales experience.

"Integrity" includes two connotations of "honesty" and "trustworthiness".Integrity is not only the morality of sales, but also the principle of being a human being. It has always been an important part of human morality, and it also exerts a considerable influence in our daily sales work.In fact, selling your product to customers is selling your integrity to customers.

Xiao Du looked up at the milky-white lighted window on the easternmost side of the 7th floor, and couldn't help thinking: "Go up, or not?" He knew that if he went up again this time, it would be the fifth time he went up to this building. It's the 5th floor.Although he stepped into the threshold of that house with sweat profusely the first 7 times, the answer he got was always one sentence: "I'm not free today, so come back another day!" Xiao Du obviously felt that the owner of the house clearly understood I just look down on myself and deliberately use this sentence to prevaricate and perfuse myself.Thinking of this, Xiao Du began to regret that he should not have said that he lived by selling goods the first time he stepped into his house, but should have said that he came to seek advice and experience.But Xiao Du felt aggrieved in his heart: "What's there to be proud of? Didn't you just become a salesman to achieve what you are today? Why do you look down on people?"

Xiao Du began to regret that he went to his place to sell sales, but when Xiao Du was walking around in the street, his waist was sore and his legs hurt, and his mouth was dry and he couldn't sell a few bottles of "grease remover", he unknowingly started to sell again. Go downstairs.Although he wanted to go up, he felt the fear of being rejected in his heart. He thought: "If I still get rejected after going up this time, then I guess I won't have the confidence to sell anything anymore. Should I go again? What about it?" Xiao Du struggled in his heart for a long time, and finally decided to go again, not to lose confidence just because he was rejected.

When he climbed up the stairs on the 7th floor with a bag full of "grease remover" profusely, he told himself in his heart: "Don't be afraid, at worst, if he refuses me again, what could be scarier than rejection?" What is the result." So he mustered up the last ounce of courage he had left to press the doorbell of that house, but this time the owner opened the door differently and invited him into the house, and said, "It's enough for you to come to my house again and again." Hard work, in order not to disappoint you too much this time, I will buy two bottles of your 'grease remover', but I still don't have time to talk to you about other things today, I will talk about it later."

Xiao Du was disappointed again, but besides the disappointment, he thought that the owner bought his "grease remover" and could make him some money. Finally, all the hard work today was not in vain, so he felt some comfort.So Xiao Du put down the bag like in other people's house, opened it, asked the owner to take a bottle and uncorked it, and first experimented on the kitchen range hood.When he saw that the oil stains disappeared in a blink of an eye, the owner immediately praised: "This thing is easy to use, I will buy 10 bottles." When Xiao Du heard that he bought 10 bottles, he immediately said: "You can't buy 10 bottles at once. This thing has a very short validity period, and it will become invalid after the expiry date. You should buy two bottles first, and I will deliver them in time if you need it in the future."

"Okay, I'll listen to you, let's buy two bottles first." The host took out his wallet and paid for it, two bottles of 50 yuan.Xiao Du took the money and wanted to wait a little longer so that he could teach him some sales experience, but seeing that the owner wanted to close the door, Xiao Du had no choice but to leave.When Xiao Du returned home, when he counted his income for the day, he found that the payment for the goods did not match. The extra income was 50 yuan, which was obviously given to him by a buyer.He felt uneasy: "How can I take more money from others? This is ill-gotten wealth!" He decided to give it back to others, but who gave it to him by mistake?He recalled the house numbers of all the buyers today, and set off immediately, asking door to door.Fortunately, there were only 6 buyers today, and the first 5 buyers all answered that they did not make a mistake and gave him the money. Xiao Du went up to the 7th floor again.

After hearing Xiao Du's intentions, the owner told him that he gave the money by himself, and that he deliberately gave him a 100 yuan bill as 50 yuan.

Xiao Du blushed and said angrily: "You asked me to come to your house 5 times before you decided to buy my 'grease remover', and now you give me more money on purpose, are you looking down on people and playing tricks on me? ?” Unexpectedly, after hearing Xiao Du’s words, the master not only didn’t get angry, but also said kindly: “I’m not playing with you, but testing you. Don’t you want me to teach you sales experience? Tell you, you have already set foot on the road to success. You don’t need any sales experience.” Only then did Xiao Du suddenly realize.

"My experience is that if a person wants to be successful, one must not be afraid of failure and have the spirit of persistence; the other must be to win widespread reputation through sincerity and trustworthiness. You have both of these excellently." The owner told Xiao Du, the previous Let him look coldly 4 times to test his will and spirit.It is impossible for a person to climb the 7th floor with a big bag again and again, without a strong will and a spirit that is not afraid of failure.The owner also said, with his current financial strength, what kind of house can't be bought?But he still insists on living on the 7th floor without an elevator, just to exercise his will and spirit.

If Xiao Du realized something, he couldn't help but bowed to the owner and said, "Thank you!" After that, Xiao Du sold more and more "grease removers".Later, Xiao Du had his own company and became the boss.

Ma Yun commented in "Win in China": "All entrepreneurs should spend more time to learn how others failed, because there are thousands of reasons for success, and only one or two reasons for failure. ."That makes sense.Many people prefer to pay attention to other people's success stories, and imitate them enviously; other people's stocks make a lot of money, and they follow suit;This is the herd effect in economics - when a sheep finds lush grass, the sheep behind will follow and squeeze to death. What is the result?The first sheep is full, and the second, third, and fourth sheep may still pick up some leftovers, but the latter will have to starve.Therefore, instead of learning from the success of others, it is better to learn from the failure of others.

Don't let yourself stay in the mood of success or failure once or twice, because that will only destroy your confidence in being aggressive and make you lose many opportunities.A mature salesman must have the ability to immediately jump out of emotional ties, so that he can learn from failures and learn from successes how to make himself perform better next time.It is a thrilling jump to realize the final sale of the commodity. If it is unsuccessful, it is not the commodity itself that suffers the loss, but the seller of the commodity.Facts have proved that it is difficult for people who cannot experience and overcome the heavy failure, anxiety, and waiting for these difficulties to succeed.To do business, you must be patient and keep visiting. You must take your time, observe the situation, and facilitate the transaction at the right time.When the customer refuses, don't be discouraged, and make further efforts to persuade the customer, and try to find out the reason for the customer's rejection, and then prescribe the right medicine.Only in this way can you make great strides towards success.

No one is ever completely hopeless.Even if you fail, you will not be abandoned, because "God opened another window while closing the door".

We can learn many valuable lessons from setbacks, and as long as we don't get overwhelmed by it and become cynical, as long as we are alive, there is hope, no matter what misfortune befalls us.

(End of this chapter)