1 minute to grab the customer's marketing coup

Chapter 19 Capturing his "heart" in one minute (1)
After listening to the old monk's teachings, Yuan Yiping's thoughts changed completely, and the epiphany in his thoughts led to a change in his actions.

At night, Yuan Yiping sat on a bench in the park in full lotion like a monk in a temple.In the summer night in Tokyo, although there is still a little bit of heat, the cool breeze has begun to swim, slowly passing across his face and arms.Yuan Yiping seemed to have never noticed or felt such a light wind before, and he slowly closed his eyes.It was late at night, and the footsteps of tourists in the park gradually faded away.At night, it became quiet all of a sudden, he heard the cicadas in the woods in the distance, and the summer insects on the ground also began to sing...

Yuan Yiping suddenly thought of himself. Although he had lived for nearly 30 years, he never seemed to have "sighted" himself.In the past, I always focused on the outside world and was busy running around all day, but completely ignored my inner world.

Thinking of this, Yuan Yiping suddenly discovered an interesting result. He found that he knew very little about himself; to put it more seriously, he was even a little strange to himself, as if he didn't know himself at all. What's going on?
In a daze, Yuan Yiping remembered the words that Monk Yoshida pointed out: "To know yourself, go ask your policyholders!" So according to the old monk's guidance, Yuan Yiping held a "Yuan Yiping Criticism Meeting" soon , the purpose is to allow customers to criticize themselves frankly, and finally they should be able to gradually understand themselves through others.In order to better achieve this goal, he also identified three principles for this critique:

The assembly should allow everyone to speak freely, so the number of people should not be too many, with a limit of 5 people.

In order to allow more people to have the opportunity to criticize themselves, the people invited cannot be the same each time.

Since you invite others to come on your own initiative, then they are VIPs, and you must entertain them warmly.

After everything was ready, Yuan Yiping immediately went to visit some policyholders who usually had a good relationship.He said sincerely: "I have little knowledge and have never been to university, so I don't even know how to reflect on it. Therefore, I decided to hold the 'Yuan Yiping Criticism Meeting'. I implore you to take the time to attend and correct my shortcomings."

The policyholders readily agreed because they found this kind of gathering very interesting.Facing the quick promises of the policyholders, Yuan Yiping was both happy and worried: he was happy that the "criticism meeting" was successfully organized, but worried that he would show his original shape, which was a little frightening.

The "Yuan Yiping Criticism Meeting" was finally held.Yuan Yiping felt that he was like a piece of meat on the board, being slaughtered by others, and it was really uncomfortable to expose the mistakes he made in front of everyone.

——Your personality is too impatient, and you often lose your temper.

—Your temper is too bad and careless.

——You are too stubborn, often self-righteous, so easy to fail, you should listen to other people's opinions more.

——You never know how to refuse other people's entrustment. This shortcoming must be improved, because "those who promise lightly will have little faith."

——You are facing all kinds of people, so you must have a wealth of common sense. Your common sense is not rich enough, so you must strengthen your studies in order to become a "life guide" for others.

——You must not be too realistic or selfish in your dealings with others, and you must not play tricks or tricks. Everything should be honest.Only honesty can maintain the relationship between people for a long time...

Yuan Yiping wrote down these precious harsh words one by one, so as to reflect on and encourage himself at any time.Although the expenses of holding criticism meetings make him often unable to make ends meet, although the "ruthless" criticisms of policyholders make him feel ashamed and painful, and although he feels that he has been peeled off every time a criticism meeting is held, "Yuan Yiping criticized The meeting" will still be held as scheduled and will never be suspended.

Because through repeated criticism sessions, he peeled off layer after layer of bad roots in himself, and he found that the whole person was like a butterfly about to break out of its cocoon. Although the process was painful, he I firmly believe that the painful transformation again and again will eventually make me fly freely in the vast sky.

Third, from penniless to blockbuster

From 1931 to 1937, the "Yuan Yiping Criticism Meeting" was held continuously for 6 years.In these 6 years, Yuan Yiping's greatest achievement is to guide his violent temper and unyielding competitive psychology to a correct direction.In the past, he always liked to compare himself with others; today, he is still very competitive, but he no longer compares himself with others, but compares himself—is Yuan Yiping today better than Yuan Yiping yesterday?Can tomorrow's Yuan Yiping be better than today's Yuan Yiping?

The British poet Spencer said: "Life is like a stone. You can carve it into a fairy or a devil, and it's up to you." In fact, everyone's greatest enemy is himself.People often fail to realize their cowardice and despicableness, and blindly inflate themselves, boasting that "I am better than so-and-so", and in the end he will realize that he is deceiving himself and others, and his life in this world is wasted.

The main reason why it is difficult for a salesman to become a master may be that he cannot know himself and surpass himself.And this process of knowing yourself and surpassing yourself is the process of growing a person's personality charm.Hard work pays off, as the layers of bad roots are exposed, Yuan Yiping feels that he has grown and matured a lot, and his attractiveness is also growing.If you want to improve your personal charm, there are four points to pay attention to:
① Know your strengths and turn your weaknesses into strengths

Everyone has shortcomings, and usually everyone will deliberately cover it up, but it is counterproductive to try to cover it up.Yuan Yiping used to be annoyed by his short stature. He once hated his parents and hated why they didn't make him taller.Now he knows that although the natural defects in the body cannot be changed, they can be made up for. People with short stature can win with expressions.

Since then, with his unique short stature and deliberate expression, he often makes clients laugh, and in the first meeting, he often draws closer to each other with a "haha" smile.

Therefore, we don't need to hide our shortcomings at all. As long as we use our brains, we can turn the shortcomings into advantages and make ourselves a maverick.

And the more you know yourself, the more you will naturally know others.We often find that a person who loves himself can also love others: a person who can praise himself can also praise others.The whole point is that if you like others, others will like you; if you hate others, others will also hate you.

②Meeting today is a reunion after a long absence

Hara Ippei met Monk Yoshida by chance in Kodenmacho, Nihonbashi, Tokyo, and this encounter affected his life.Later, when he put himself on the dissection table for everyone to analyze and criticize, he found that his views on interpersonal relationships had changed a lot.

The Buddhists say: The stranger who passed by and glanced at you has been with you for 500 years in the past.The meeting in this life is fate, so it can be said that meeting today is a reunion after a long absence, how can we not cherish it!
Yuan Yiping cherishes each other's friendship as long as he is destined to meet everyone, no matter whether the other party becomes his policyholder or not.And this kind of treasure has become the wealth of his life.Yuan Yiping once said: "The person who was destined to become an insured person not only became my friend, but also my teacher. The friendship between each other often lasted for two to thirty years. For some reason, the person who could not become an insured person at that time , After a period of time, they all automatically became policyholders, not only that, they also took the initiative to introduce many potential customers to me..."

③ There must be "human touch"

When Hara Ippei visited Monk Yoshida, Monk Yoshida once said that when people meet each other, if they do not have a strong charm to attract each other, there will be no future.At that time, he half understood this sentence, but now he gradually realized its meaning.

The so-called "follow the heart", a person's appearance, demeanor and other external manifestations are always the silent expression of his inner state.Those who can accomplish some kind of great cause naturally show a temperament and demeanor that ordinary people don't have in their appearance, while the image of those who steal chickens and dogs is always unavoidably wretched.A person who has reached the age of [-] has not cultivated an attractive appearance, of course he has to be responsible; a person who is proficient in a skill or has accomplished a great cause, his natural temperament and demeanor, of course, will be attractive.

But in the current fast-paced business society, due to the constant pressure of work and life, everyone can easily become narrow-minded and unhappy.How can a person who is frowning all day long be attractive to others, and how can he show his own personality charm!

A life with only mechanical pressure but no emotional nourishment is not only suffocating, but also likely to be overwhelmed by the mechanical life.Therefore, if we want others to feel our charm, we must be humane, sincerely interested in others, and let others feel that they are valued.

Some people think that sales work has nothing to do with the "human touch", which is wrong.In this mechanized society, what people need most is emotional nourishment and warmth.Just as Mencius said: "Sincerity cannot move people, and there is nothing." The warmth produced by sincerity will make people feel full of incomparable charm. Facing this kind of charm, even if you keep silent, the other party Will also be deeply attracted to you.

④Naturally exudes a friendly atmosphere

When most salesmen are negotiating with prospective customers, they will involuntarily show their desire to make a deal, and prospective customers can easily see through the salesman's attempts.Of course, the purpose of sales is to obtain orders, but if you can negotiate with the other party in a relaxed and comfortable manner, the other party will be infected by you, feel that you are kind and easy to approach, and will naturally dismantle the line of defense against you. Drop, in this way, it will be more beneficial to your sales.

This kind of natural kindness will make you appear more friendly and more irresistible to others.

The great German writer Goethe said: "You cannot know yourself by relying on observation, you can only know yourself by relying on practice." Hara Ippei is well aware of the relationship between theory and practice, and he reflects the improvement obtained from the criticism meeting in his daily sales work .

Every morning, Yuan Yiping gets up from "bed" (a bench in the park) at 5 o'clock and walks from "home" to work.Along the way, he was full of energy and kept smiling and greeting passers-by.A gentleman who often saw his happy appearance was very infected and invited him to breakfast.Although he was starving to death, he politely declined.

When he learned that he was a salesman of the insurance company, the gentleman said: "Since you don't want to have a meal with me, I will vote for your insurance!" He finally signed the first insurance policy in his life!What surprised him even more was that the gentleman was the owner of a big hotel and introduced him a lot of business.

From this day on, Yuan Yiping's work performance began to rise in a straight line, and he took the top spot in the performance competition held by the company every week.By the end of the year, according to statistics, he had achieved a total of 16 yen in nine months, far exceeding the promise at that time.

The colleagues in the company immediately looked at him with admiration. The success at this time made Yuan Yiping burst into tears. He said to himself: "Yuan Yiping, you have done a good job, you poor boy who doesn't eat lunch, doesn't take the bus, and lives in the park, what are you doing?" Well done!"

Strictly speaking, Yuan Yiping's insurance work officially started at this time.

4. Approach customers in 30 seconds: effective opening remarks
"30 seconds close to the customer determines the success or failure of marketing", this is the common experience of successful salesmen.The world's marketing elite, American insurance giant Klimante?Stone said: In face-to-face sales, it is very important to say the first sentence.Customers listen to the first sentence more seriously than the subsequent words!After hearing the first sentence, many customers consciously or unconsciously decide whether to send the salesman away as soon as possible or continue the conversation.Therefore, the salesman must grab the customer's attention as soon as possible to ensure the smooth progress of the sales visit.

To say the first sentence well is to have a beautiful opening statement, which is especially important for salesmen.Salesmen should use the short time to seize the opportunity, mobilize the enthusiasm of customers, and win opportunities for their next offensive.The quality of the opening remarks can almost determine the success or failure of this visit. In other words, a good opening is half of the sales success.

Therefore, as a salesman, you must carefully design a beautiful opening statement to win further possibilities for yourself.A good opening statement must be effective, and the customer can listen to it and allow you to continue talking.If you are impatiently kicked out by customers as soon as you say a word, it is quite a failure!

What is an effective opening statement?
It’s an unconventional way to make a statement that makes your product or service great, understandable, credible, and marketable.It describes what you do and how you do it from the perspective of the customer and their use or need for the product.To do this, you have to be creative.

You're trying to close a deal, or you're trying to influence a client to close a deal, and that's what you want.Your goal is to persuade and motivate the client to take action, and that's where an effective opener comes in.If you do it right, you will stand out from your competitors and gain an upper hand over the competition.

How to show an effective opening statement when approaching customers?
It's simple, just think about what you do to benefit your customers!
(End of this chapter)