1 minute to grab the customer's marketing coup

Chapter 18 Capturing his "heart" in one minute (1)
For example, his vacation place, his children's college; his current business status, company history; what he did last weekend, or what activities he plans to do this weekend; it is also easier to talk about movies or TV shows, etc. topics, but must not involve politics and personal privacy.These issues are often what customers are most interested in talking about.

Remember, don't go on and on about your own problems, because everyone likes to let others talk about themselves, which makes him feel important.

The key is to ask the question to the point and to open up his chatterbox.Your goal is to find a common topic that you both know about or are interested in.If you find common ground with potential customers, they will like you, trust you, and want to buy your product.

If you build a relationship with a potential customer before your product is shown, there is a good chance that your goals will be achieved.And the key to this is to let potential customers talk about themselves, because you can take this opportunity to find out what you have in common with him, so as to establish a relationship between each other, so as to improve the success rate of sales-relationship first, sales later; relationship, there is no sale.

②Ask questions that make him proud
For example, his biggest success in business, his biggest goal for this year.

③Ask questions related to personal interests

For example, what he usually likes to do, what sports activities he likes, and what personal hobbies he has.Obviously, you better understand the topics that are being discussed.Also, use humor during the conversation.Humor strengthens relationships because there's approval in a potential client's smile.

④Ask what he would like to do if he does not have to work

This is where his true dream and career ambition lie.

⑤ Ask questions related to the goal

For example, what is his company's annual goal, how is he going to achieve it, and what is the biggest obstacle in achieving it.

⑥ Carefully observe every item in the client's office

After walking into a potential client's office, you quickly look for relevant clues: pictures of events on the wall, badges or awards received, pictures of children; items on the shelf, such as books, certificates, awards; items etc.

These items can often reveal the personal preferences or amateur pursuits of the client in front of us, and then we can ask some questions about certificates of honor or photos.If you ask these questions, your prospect will be happy to share his accomplishments or hobbies with you.

⑦Observe carefully, you will definitely find clues to ask questions

When your prospect comes to your office, it can be a little more difficult to find common ground with him, because you can't find clues by observing his surroundings.

At this time, you should maintain a keen insight and closely observe his clothes, cars, rings, seals and business cards, etc., to find clues from them, determine his personality type, and then ask questions that he may be interested in.

3.Influence: irresistible charisma
In the first impression a salesman leaves on a customer, clothing is important, but mental state is even more important.Therefore, don't think that you are done with a good image, but also pay attention to the intangible aspects.Rather, this inner, invisible force is the decisive factor in the success or failure of marketing.This is like making friends. Although his appearance and clothing are also one of the factors we consider, what is more important must be his inner temperament, personality, self-cultivation and other intangible things. Only by "similar hearts and congenial natures" can we become friends.

In this sense, marketing is an extension of personality charm.

Just like a good work can represent the artist's style and temperament, the process of selling products will also reflect the character and cultivation of a salesman.We already know that in the process of marketing, we are not only selling products, but also selling ourselves: including our demeanor, external image, behavior style and attitude towards life.And only with a professional service attitude, a good mental outlook, and a high personality quality, can you sell your products faster, gain better recognition from customers, and make friends with them.

First, one word awakens the dreamer
In the Japanese life insurance industry, he is a well-known "little man".There are nearly one million life insurance practitioners in Japan, many of whom do not know the names of the general managers of 20 life insurance companies in Japan, but none of them do not know this insurance salesman.His life is full of legends.Since he was a child, he was recognized by the village as a hopeless Gestapo. When he was the poorest, he didn't even have the money to take the bus.But in the end, he finally achieved his own career by virtue of his perseverance, and became the "God of Sales" in the Japanese insurance industry for 15 consecutive years - Hara Ippei.

Hara Ippei was born in Nagano Prefecture, Japan in 1904.He came from a wealthy family, and his father was highly respected and enthusiastic about public affairs. Therefore, he served as the village head and other positions in the village, helping the villagers to solve their problems and was deeply respected.Yuan Yiping is the youngest in the family, as the saying goes, "the old people in the world dote on the youngest", he was short and fat since he was a child, and he was loved by his parents very much.Maybe because of being spoiled, Yuan Yiping has been very naughty since he was a child, he didn't like reading, he often mischievously made troubles, teased others, and often fought with the children in the village.Even when the teacher taught him, he stabbed the teacher with a knife.There is nothing parents can do about such a child.

At the age of 23, the young and energetic Yuan Yiping, like all young people, felt that he could no longer muddle along like this, and must break out of his own world.So he left his hometown alone and went to Tokyo to explore the world.

His first job was as a salesman, but he met a swindler, who took away the deposit and membership dues and ran away.For this reason, Yuan Yiping was in trouble. March 1930, 3, was an extraordinary day for Yuan Yiping, who had achieved nothing. The 27-year-old Yuan Yiping walked into the recruitment site of Meiji Insurance Company with his resume.A senior expert who just returned from studying salesmanship in the United States served as the examiner. He glanced at the thin, small, and unattractive guy in front of him who looked not tall, certainly weighed less than 26 catties, and threw out a sentence with some disdain. Hard words: "You're not up to it."

Yuan Yiping was stunned, he came back to his senses for a long time, and asked stammeringly, "Why...how can I see it?"

The examiner said contemptuously: "To tell you the truth, selling insurance is very difficult, and you are not made for it at all."

Yuan Yiping was enraged, he raised his head: "May I ask what kind of standards you have to meet to enter your company?"

"Each person sells at least 1 yuan of insurance orders every month."

"Can everyone complete this number?"

"of course."

Yuan Yiping's refusal to admit defeat came up, and he got angry: "In this case, I can also achieve 1 yuan." The examiner rolled his eyes and glared at Yuan Yiping, and sneered.

Yuan Yiping "boldly" promised to sell 1 yuan a month, but he was not favored by the examiner, and he barely became a trainee salesman.No desk, no salary, and often used as a "pedantry" by old salesmen.In the first few months of being a salesman, he didn't even get a penny of insurance, and of course he didn't get a penny of salary.In order to save money, he had to skip the tram to work, skip lunch, and sleep on a park bench at night.

However, none of this made Yuan Yiping retreat.He regarded the humiliation on the day of his application as a whip, and he kept beating himself, running around all day, working hard.In order not to let himself relax in the slightest, he often looks in the mirror and shouts to himself: "Yuan Yiping, who is unique in the world, you have superhuman perseverance and strong fighting spirit! All downfalls are temporary, I must succeed , I will succeed!" He understood that at this time, he was no longer simply selling insurance, he was selling himself, and he wanted to prove to the world: "I am a salesman."

But Ah Q's spiritual victory method didn't seem to have much effect. In the first year of joining Meiji Insurance Company, due to lack of sales skills, Yuan Yiping's performance has been very poor, basically zero business.He just relied on his unyielding spirit and inexhaustible stupidity to go on a rampage, visiting and selling everywhere.At that time, in order to promote insurance, Meiji Insurance Company encouraged salesmen to do "direct visit" sales, that is, to visit directly without any appointment.One day, Yuan Yiping came to Kodenma-cho, Nihonbashi, Tokyo, and broke into a Buddhist temple called "Muraun Betsuin".

"Excuse me, is anyone there?"

"Which one?"

"I'm Hara Ippei from Meiji Corporation."

"Please come in!"

When conducting "direct interview" sales, as soon as the other party hears that they are selling insurance, about 10 out of 9 people will ask you to shut the door.Therefore, when the other party said "please come in", Yuan Yiping was very happy and felt that there was something interesting, because since he was invited in, he must want to insure.

Yuan Yiping was brought into the temple and sat opposite the abbot of the temple, Monk Yoshida Katsuto.After exchanging pleasantries, he found that the abbot had no intention of rejecting others, and secretly applauded in his heart.After sitting down, Yuan Yiping introduced the benefits of insurance to the old monk like a flood of the Yellow River.

The old monk didn't say a word, and patiently listened to Yuan Yiping's words, and then he said in a calm tone: "Your introduction does not arouse my willingness to insure at all."

"..." The old monk's answer was beyond Yuan Yiping's expectation, he didn't know what to say for a moment.

The old monk went on to say: "When people sit opposite each other like us, you must have a strong charm to attract each other. If you can't do this, you will have no future to speak of."

The old monk's two words broke Yuan Yiping's dream. "This old bald donkey is really good. He is very friendly when he talks, but he suddenly said such inexplicable words, what a hell..." Yuan Yiping, who was full of blood, thought to himself. At this time, he didn't understand the abbot's words. meaning.

According to Yuan Yiping's usual habits, when faced with such a situation, he would definitely fight back immediately and fight him with each other—to be a salesman, you rely on your mouth.The strange thing is that Yuan Yiping seemed to be overwhelmed by the old monk's aura, and he didn't even get angry.Not only did he not have a seizure, he looked at the old monk's eyes that were weak but full of power (a kind of calm, peaceful, warm energy that filled the whole room), and his mood suddenly calmed down completely.

Sitting quietly like this, Yuan Yiping carefully chewed the sentence: "When we sit opposite each other, we must have a strong charm to attract each other"... It seems that a century has passed, and it seems that Only a few seconds passed.Time seemed to have stopped, Yuan Yiping gradually realized the profound meaning of that sentence, he felt that he lost all arrogance, sweated coldly, and stared blankly at the kind-hearted old monk in front of him.

"Young man, try to reform yourself first!" the old monk said quietly.

"Reform yourself?"

"Yes, to transform yourself, you must first recognize yourself. Do you know what kind of person you are?"

At this point, Yuan Yiping had completely lost the initiative to talk, he had even completely forgotten about the insurance, and just listened to the teachings of Monk Yoshida without breathing.

"Before you think about insurance for others, you must first think about yourself and know yourself."

"Think about yourself? Know yourself?"

"Yes, look at yourself naked, and thoroughly reflect without reservation, and then you can know yourself."

"Excuse me, what should I do?" Yuan Yiping came back to his senses and asked sincerely.

"To know yourself, it's easy to say, but difficult to do, ask others for advice!"

"Ask others? How can I ask for advice?"

"Well... well, I'll teach you. How many insured clients do you have on hand?"

"Some, but not many."

"Start with these policyholders. You sincerely ask them for advice and ask them to help you understand yourself. I think you have the root of wisdom. If you follow my advice, you will succeed in the future."

At this point in the conversation, Yuan Yiping had thrown away his armor and completely surrendered to the charm and wisdom of the old monk.Before that, he was like a headless fly, he only knew how to be reckless, never admit defeat, and never bow his head.Relying entirely on his tenacious personality, he gritted his teeth and lived.Monk Yoshida's words were like a "wake-up call", which woke up Yuan Yiping who had been muddled.

Second, enhance influence: Yuan Yiping Criticism Meeting
Aside from the many gorgeous packaging, when two people come into contact with each other as two equal beings, we will find that people are attractive.This kind of charm cannot be pretended by any false words and deeds, and it doesn't even depend too much on people's appearance and posture.Why do we have a sincere liking or dislike for some people after just a quick glance, and why do we have no impression of some people after we have been together for a long time?

This is due to different personal charms.Some people call this kind of charm "comprehensive quality". Consciously exposed.This charm is in the words and actions, but also beyond the words and actions; each of us has the ability to feel this charm, although sometimes we do not express it.

This kind of charisma, which is the ability to make prospects act according to your wishes we talked about in the previous section-powerful influence.Although I know how to do it, this kind of strong attractive and inspiring personality charm cannot be developed overnight. It must go through a long period of tempering and breeding before it will naturally appear on the face—like Monk Yoshida like that.

(End of this chapter)