Hypnosis: Psychological tricks in life

Chapter 27 Hypnotic Tricks in Life (14)
It can be seen from this that in conspicuous consumption, consumers can get vanity utility from it.This kind of vanity utility does not bring any material satisfaction to consumers. Its existence essentially causes distortions in the relative prices of commodities and resource allocation, because the vanity utility that one person gains from conspicuous commodities is exactly what another person loses. utility.

But under the leadership of money culture, conspicuous consumption pervades every corner of society, and its manifestations are various and all-encompassing.Conspicuous consumption is combined with the competition of goods, one is self-consumption and the other is agency consumption.

Self-consumption is to show its possession of property through the waste of property.For example, people's curiosity and extravagance in clothing show that they boast of their wealth and show their wasteful consumption.

Proxy consumption is another important form of conspicuous consumption.There are two great groups: those who own servants who wear special clothes and live in spacious apartments;These consumption behaviors are just to prove that the owner has a strong enough ability to pay, so as to add honor to the owner.

It can be seen from this that through showing off, wealth is continuously accumulated, and one person's satisfaction with owning wealth can be reflected in another person's dream, and transformed into a group of people's motivation to pursue wealth.That is to say, one person obtains the sense of accomplishment of "pursuing wealth and obtaining wealth" through showing off; objectively speaking, another group of people obtains the motivation to pursue wealth under the stimulation of this person's conspicuous consumption.

For our sales staff, knowing and being familiar with these people who have conspicuous consumption is of great reference significance for us to set prices.Because with the increasing wealth of Chinese people, the speed of people chasing famous brands and luxury goods is also developing rapidly. Seize this opportunity to accurately identify people's conspicuous consumption psychology, promote products to famous brands, and promote famous brands to brands. Gradually promote from selling products to mainly selling services, so that customers can enjoy better service value in the sales process, in order to win greater sales and customers with more purchasing power.

Ask appropriate questions to dig out the real needs of target customers.

In the process of sales, the first information we need to obtain when communicating with customers is the customer's needs, so as to quickly speculate on the possibility of reaching a deal with the customer.In the face of this problem, many of our salespeople are often used to subjectively judging the customers we face based on our own experience, but in the end we may lose trading opportunities due to misjudging the needs and preferences of customers.

Some sales masters concluded that the best way to obtain customer demand information is to ask questions.Questioning is a good way to discover needs. If a salesperson wants to evaluate whether there is a sales opportunity for a new customer and what their buying motivation is, it needs to be done through appropriate questions.

The Bible says, "Ask and you will get an answer." But not all questions will get the answers you expect.Getting the answers you need also requires improving your questioning skills.Good questions can help you close a deal with a client and move the sales process forward, but if used poorly, they can also sabotage a conversation.Too many questions can make the client feel overwhelmed with information, and too aggressive questions can make the client feel like he's on trial.

Therefore, to become a successful salesperson, you must learn how to design your questions, so that clever questions can effectively help you gain insight into the needs of consumers and obtain information that is beneficial to you.At the same time, we should also pay attention to avoid unnecessary troubles to sales caused by improper questions.The following real case may help us understand the meaning of proper questioning:
Customer: Do you have similar products?

Salesperson: Of course! (I was so excited, I thought the deal was done.)
Customer: How many?

Salesperson: There are many, because everyone likes to buy this model.

Customer: That's a shame, I like unique products.

This is the negative effect of inappropriate questions.

So, if we encounter this situation in actual sales, how should we ask appropriate questions?

Customer: Do you have similar products?

Salesperson: Why do you ask this question?

Customer: I want to know how many similar products you have.

Salesperson: Well, why do you care about this issue?
Customer: I like unique products.

With the right questions, the salesperson gets accurate information about the customer's needs, so that he can handle the problem flexibly and respond accordingly.

For another example, when a customer raises "the price is too high", the salesperson's common reaction is often "the price is a bit high, but when you consider other advantages, you will find that the price is actually very reasonable."But if you try to use appropriate questions instead, you may get different results:

Customer: The price is too high.

Salesperson: So what?

Customer: So we have to convince the company, we need to get the support of some people first...

For many questions that you find difficult to answer, you can try to ask customers, "What do you think is the best way to solve this problem?" The answer made is more satisfying.

Have you suddenly realized that asking questions is such a clever way to communicate with customers?But to design a successful question, there are several aspects that must be paid attention to:

1. Remember to ask questions to gain control for yourself.As long as you don't make mistakes, asking questions will put you in a strong position to establish your initiative and control in sales persuasion.No matter how prim the question makes you feel, to drive the sales communication you have, don't forget to let "ask" help at the right time.

2. Answer questions by asking questions.Customers often ask questions that are difficult to answer. By asking questions in reverse, we can often subtly save the day, return the questions to customers, and obtain more powerful information at the same time.For example, when a customer asks "Does your product have any advantages that other products do not have", you don't need to directly explain the characteristics and strengths of the product, but you can ask him: "Are you familiar with our product?" Through this question, Your ability to understand whether he is simply looking for more information or challenging your proposal will guide your response accordingly.

3. Keep silent after asking questions.If you want the other person to answer the question quickly, it is best to shut up immediately after you ask the question.With psychoanalysis, brief silences in conversation create a natural vacuum that automatically places the onus on the person answering the question.Perhaps most salespeople feel very uncomfortable with the silence in the conversation, and are used to actively breaking the silence.But you have to hold back that emotion, remembering that your client will provide you with valuable information if you don't break the silence.

Every sale is unique, even a generally recognized salesperson still needs to ask each customer questions to ensure that different customers are presented with useful and beneficial information.If you want to become an excellent salesperson, you must learn to ask questions appropriately as an important step in your own cultivation.

[-]. Attack its weaknesses and show its benefits - hypnotic tricks to help you negotiate smoothly

Negotiation itself is a game, a complex psychological game involving the interests of both parties or even multiple parties.Both sides of the negotiation should try their best to get more benefits for themselves, and at the same time, the other party will not cause the negotiation to break down due to too much loss. Therefore, it can be said that the negotiation is actually a process of reaching a compromise. Hypnosis can be used in the psychological game of the negotiation. play a huge role.

Find the right topic and eliminate the opponent's defensiveness.

At the beginning of the negotiation, although the personnel on both sides are polite on the surface, they are wary of each other in their hearts. If they directly enter the topic and have a substantive conversation at this time, the vigilance of the opponent will be increased.

The topic at the beginning of the negotiation should preferably be loose and non-business. You should be good at using the strategy of looking around and getting into the topic in a roundabout way, so as to give the other party enough time for psychological preparation and lay a good foundation for the success of the negotiation.

There are many ways to look around and enter the question in a roundabout way. Here are some common and effective methods for entering the question.

1. Enter the topic from a digression.

Before the negotiations start, you can talk about the topic of climate. "Today's weather is good." "This year's climate is very strange. It's already March or April, and the weather is still so cold." You can also talk about travel, entertainment activities, basic necessities of life, etc. In short, the content of digressions is rich and easy to come by. strength.According to the time and place of the negotiation, as well as the specific situation of the negotiators on both sides, you can blurt it out in a friendly and natural way, but deliberately modifying it will give people an unnatural feeling.

2. Enter the question from "self-effacing".

If the other party is a guest and comes to your own place to negotiate, you should humbly express to the guest that you have not taken care of all aspects well, and that you have not done a good job as a landlord, please forgive me; you can also introduce your own experience to the host, explaining that you lack negotiation experience, I hope you will give me more advice, and hope to establish friendship through this exchange.A few simple words can make the other party feel cordial, and the psychological guard will be quickly eliminated.

3. Start the question by introducing the situation of your own personnel.

Before the negotiation, briefly introduce the experience, education, age and achievements of your own personnel, etc., so that the other party can have a general understanding. Put psychological pressure on the other party.

4. Start the question by introducing the basic situation of your own side.

Before the negotiation starts, first briefly introduce the basic situation of your own production, operation, finance, etc., and provide the other party with some necessary information to show your strong strength and good reputation, and strengthen the other party's belief in cooperating with you.

5. Throwing stones to ask the way is a clever test.

Asking for directions is a common strategy in negotiations.As a buyer, you can obtain information that sellers seldom provide proactively, and analyze the cost and price of goods, so as to make your own choices.

Asking for directions is a skillful way to test the other party in the negotiation process. It often uses the way of asking questions in the negotiation to explore and understand the other party's intentions and certain actual conditions.

For example, when you want the other party to draw a conclusion, you can ask questions like this;
"How much do you want to order?"

"Are you happy with the style?"

In short, every question is a stone to explore the way.You can understand the reality of the other party by understanding product quality, purchase quantity, payment method, delivery time, etc.Faced with such continuous questions, many sellers are not only difficult to take the initiative, but would rather lower the price appropriately than be tired of answering inquiries.Therefore, in the negotiation, if you use the method of "throwing stones and asking for directions" properly, you will win greater benefits for your side.

Know thyself, ever-victorious.If you want to reduce the vigilance of the other party as soon as possible in the negotiation, you must make full preparations before the negotiation.You'd better understand and judge the authority and background of the other party first, and then briefly write down the key points of various conditions and the questions you are going to enter into, so that you can refer to it at any time during the negotiation and remind yourself.

Throttle him and use your mouth to express his objections.

During the negotiation, it is necessary to predict in advance what objections the other party may raise.If you express these opinions before the other party, you can easily suppress them.

When bringing the plan to the merchant, it should be expected in advance what kinds of objections the other party will raise.If you sit on the negotiating table and falter and falter after being suddenly refuted by the other party under unexpected circumstances, it will be unseemly.

How, then, should one deal with the expected objections?
When it is estimated that the other party will refute, there is such a way to deal with it: before they say it, you let your partner say the expected opposite opinion, and then deny it.

First discuss with your partner, list a few expected objections, and arrange them in advance: "It is estimated that the other party will use this as a reason to attack us, so you should take the initiative to raise this issue first!" After this opinion, you immediately pointed out: "No, this view is wrong." In this way, these objections were eliminated one by one.At the same time, several people on your side can also deliberately have disputes.Doing so will not reveal any flaws in front of the other party, but will make them accept your plan while saving the other party's face.

Sitting at the negotiating table and always consciously dividing the participants into those who persuade and those who are persuaded is a bad idea.There are 3 people on the other side, and there are 3 people on your side. We should regard this as the 6 people in the meeting discussing the same issue together, rather than a 3:3 dialogue.

So, sometimes it's best for your participants to be in an adversarial relationship as well.Because if you always maintain a consistent external posture, the other party will have a concern that you may be attacked at any time.Imposing fait accompli facts on others is a practice that the party being persuaded hates the most.

When you are arguing with each other internally, it is easy to form an atmosphere where everyone present is discussing, and the conclusion seems to be drawn with the participation of the other party.As a result, a sense of collective participation and joint consultation can be formed in everyone's minds.

But what if you are the only one present?

No matter how well prepared you are, once you get to the negotiating table, there will still be some sense of opposition.At this time, you can treat it as if you heard someone in the company make this kind of opinion before you came.In this way, when you find that this kind of objection is about to be raised, you can be the first to say: "When talking about this plan in the company, a guy actually said this..." In this way, no matter whether the person who holds this opinion has , will have the effect of knocking mountains and suppressing tigers.After speaking, you have to ask the other party for their thoughts.From what you've said, it's hard to say "I think so" unless you're a fairly confident person.Even people who are gearing up to make such a counter-argument don't want to end up like "this guy," so they have to deal with it and say, "Well, that's a weird thing to say."

Use this method to suppress the opposite opinion of the other party, even if it is only once, the other party will not easily refute it in the future negotiation process.When you roughly expected the content of the objection, you said first: "When it comes to this, some foolish people will definitely raise such an objection..." So the other party is afraid that they will raise inappropriate objections and be ridiculed as "" Individual muddleheads".

No matter how you say it, you can't let the other party express your objection first. This is the same reason as letting the other party express your opinion to satisfy the other party.The other party's objection comes from your mouth, which leaves the impression that you have thoroughly studied the other party's counterpoint, and you can suppress it effortlessly.

Saying the objections that the other party may have in advance will not only make the other party think that you know his thinking well, but also avoid the commotion that will occur when you hear the other party's counterarguments now.

Use "so" more to make him a united front with you.

In negotiations, using more "so" and less "but" will make the other party feel that they are on the same front as you.That way, your negotiations will go more smoothly.

In order to fully expand the content of the speech, you must first leave the impression on the other party that the opponent in the negotiation is talking about the same content as yourself.When the two parties have some contradictions in their speeches, they should also say to others: "The difference between me and the minister is only the way of expression and the position we are in: in fact, we are talking about the same thing." Guide the words to the common goal of both parties. Come up and work together to find the shortest route to that end.

(End of this chapter)