1 minute to grab the customer's marketing coup

Chapter 24: Skills of getting along with customers (2)
It should also be noted that if you make an appointment with the other party, you must not be late, let alone miss the appointment.Everyone's time is precious, and there are certain arrangements for what to do every day.Your lateness and missed appointments are likely to affect the other party's normal work.Therefore, you must abide by the time and don't miss the appointment. This is the minimum respect for customers.

If due to some unavoidable factors, it is really impossible to meet with the customer according to the scheduled time, you should notify the other party as soon as possible to obtain the understanding of the other party and try to determine the time for the next appointment.

3.Marketing scene: play hard to get
Many customers have this kind of mentality: the more the salesman sells to me, the more gaudy he talks, the more I resist; if the salesman "half pushes and half agrees", he becomes interested instead.

As the saying goes, "It's not business to catch up", people often feel that they are not interested in women who take the initiative to throw themselves into their arms (people seem to have a kind of nature: what is lost and cannot be obtained is the best; what has been obtained , chewing left and right, but you can’t feel any taste); of course, people will be a little disgusted and disgusted by the salesman with a flattering smile on his face.

In fact, we should know that when we sell products, we are not asking for the commitment and approval of customers, but just asking if we can sit down and discuss something that is beneficial to both parties.Therefore, we have no need to make a smile and be a chatterbox by being inferior.

If you want your customers to take the initiative, it's best not to tell them everything in the first place, but to hold back.This means you can provide more information at a later date, thus whetting the customer's curiosity.We should master some skills in this area and learn to attract customers intentionally or unintentionally. It is best to leave customers with a suspense, which is the "play hard to get" in marketing.

This strategy, the Japanese marketing guru Hara Ippei used it with his hands, taking whatever he wanted.In his autobiography, he said:
Because my scope of study is too wide, no matter how hard I try, I will always be a blogger but not a master, and I will never be able to catch up with experts in any field.Since I will never be able to catch up with experts, I demand that my conversations must be in moderation (it will be easy to show flaws after a long time).Just like a surgeon who is about to operate on a patient needs to give him an anesthesia shot before the operation, my conversation is also to "anesthetize" the other person and leave him with a suspense.

"Oops! I forgot one thing, I'm so sorry, I'll come back another day." Faced with my sudden departure, the customer will express his surprise with a look of surprise.and I?Now that you have scratched the customer's itch, you have paved the way for the next visit. If you don't leave now, when will you wait!
In order to make more effective use of time, when talking with customers, I try to keep the time within two to three minutes, and the longest is no more than 3 minutes.My personality hates being tedious, and every day is full of customers who are scheduled to visit, so it is necessary to save time for talking.

Because of this almost strict time limit, I often leave halfway through the conversation, and when the client is getting excited, I leave with an excuse. "Ah! I'm so sorry, I have something urgent to do, so I'll take my leave first." Although this is quite impolite behavior, it is often unexpected to create a suspense for the client by deliberately keeping it off.

For this kind of "hit and run" tactic, the customer's reaction is mostly: "Ha! This salesman's time is really precious. It's really interesting to leave halfway through talking." Wait until the next When I went to interview again, the customer usually said: "Hey, you daredevil, don't be in a hurry today!"

He laughed, and of course I laughed with him, so our conversation started smoothly amidst the laughter of both of us.In fact, I don't have anything urgent to do. I'm just playing tricks, pretending to be busy, and making jokes to remove the barrier between the two and win the favor of the other party.If the conversation is too long, it will not only delay the visit of other customers, but worst of all, it will cause the interviewee's resentment.

Therefore, even though they are also leaving, one took the initiative to leave, leaving a good impression of "interesting" on the other party; the other was driven away, leaving a bad impression on the other party.Which one do you choose?

This may be my unique method, because I was born reckless, and I couldn't correct it, so I thickened the shortcomings of recklessness, turned them into advantages, and created an original sales technique.Usually, my second visit is more disciplined than the first, grasping the principle of "say and go".Find an interesting topic or an excuse to forget something, talk about it for a few minutes and leave.

The key to sales is the third visit, the door-to-door visit.

"Hello! I'm Yuan Yiping, I was interrupted a few days ago."

"Haha, it looks like you're in good spirits, you haven't forgotten anything today!"

"No, but Mr. M, treat me to dinner today!"

"Haha, you are so naive, come in!"

"Since I came here with a thick skin, I'm sorry, I'm not polite!"

"Haha! Don't forget something urgent while eating."

"No, no!"

"That's the best. Hahaha."

"Thank you, what a great dinner."

"You're welcome, we must talk again when we have time!"

"Ok."

I thanked the client and wrote a sincere thank you letter as soon as I said goodbye and went home.In addition, I bought a generous gift and sent it together with the letter.

Some people may criticize my approach: how shameless it is to ask customers to treat me to dinner with the cheek.But it’s not good to be too cautious. “Receive a drip from others and give back a spring.” If you eat 1000 yuan from a customer and return him a gift of 2000 yuan, wouldn’t that be all right?Twenty days after the third visit, I usually do a fourth door visit around 20:5 pm.

"Mr. M, hello!"

"Hey! Lao Yuan, I've received your gift. I'm so sorry to make you spend money! By the way, I just marinated a pot of beef, let's go after a light meal!"

"Thank you for your invitation. Unfortunately, I have something important to do today, so it's inconvenient to bother you."

"So polite! Well, there is always time for a cup of tea!"

All in all, the advance and retreat must be grasped just right, and the kindness of customers must be measured, not casually.Once it is too casual, its disadvantages will soon appear and it will be difficult to recover.

Also, why did I choose to visit on the 20th day after the gift?Judging by common sense, after receiving the gift, the customer will be happy and look forward to your coming again.But if the time exceeds 20 days, the enthusiasm of the other party will be greatly reduced.

I chose 5 o'clock in the afternoon because this is the time when most families prepare dinner, and it is also the time when I took the initiative to ask the other party to invite me to dinner last time, so I can relive the warm atmosphere of the previous time.However, this time I politely declined the client's invitation.The relationship between people is gradually established in this kind of "one advance, one retreat, accumulating over time".

Please remember, don’t rush to mention the insurance when you first interview with the client. What you need to do is to leave a suspense for the other party, so as to effectively arouse his curiosity.Then at the right time, let his curiosity be satisfied, so that your performance will rise with the tide.This is "playing hard to get" in marketing.

Yuan Yiping's strategy shows that in many cases, an excellent salesman is an excellent actor.A good salesman must be highly sensitive to the customer's emotions. After you get a hint from the customer, you should deal with him in a way that suits his mood at the time.Naturally, every customer will react differently, and the attentive salesman is always good at reading people's faces, constantly changing his behavior and reactions.Of course, all of this has to be based on honesty, not just acting.

A good salesman is also a good actor. He should always know what his "audience" wants to see, and when the "audience" wants to see it.

If a client is in a bad mood, we should do our best to help him change the current unfavorable situation. If necessary, we can leave for a while, let him be quiet for a while, and adjust himself.

If the client's emotions are high, we must understand that we don't want to show off our strengths and advantages too much, and we need to be able to show that we care about the client's feelings appropriately.

A good actor can capture the emotion of the audience, and a good salesman can capture the emotion of the customer.Sometimes, it is not good to blindly indoctrinate customers with your ideas like pyramid schemes, which will often cause customers' rebellious psychology.If you can master a little skill to make the customer feel "looming and indistinct", then his interest will be greatly increased.

Like Yuan Yiping, it may be more effective to "still hold the pipa half-hidden" to your own products.The mystery is as explained in the story of the shadow wall of the temple:
In the past, there was a monastery that was rather dilapidated and the incense was not very prosperous. Even if people passed by the gate, they would rather go to other monasteries to burn incense than enter this monastery.

Later, the abbot of the temple thought of a way to build a shadow wall at the gate of the temple to block everything in the temple.In this way, when people pass by the gate, they will not be able to see the scene inside the temple, but will have a sense of mystery.So, people have the desire to come in and see.

From then on, the incense of this temple began to flourish.

As salesmen, our minds must be flexible.The so-called "moving a tree to die, moving a person to live", sometimes, it is a better choice to retreat and welcome.

4.Read his heart through his body

We know that the art of selling is the art of persuasion.When it comes to persuading customers, we generally only pay attention to the word "speak". When talking to customers, we must be eloquent and oily. To sign the order!In marketing, the importance of "speaking" cannot be underestimated, but we often forget one thing: in addition to this mouth can speak, our body can also "speak".

Turning the head to one side indicates interest in the conversation;

Keep your head straight, indicating a neutral attitude towards the speaker;

Bow your head, indicating that you are not interested in the conversation or have a negative attitude towards the speaker;

Shoulders are stretched and natural, indicating determination and sense of responsibility;
The shoulders drooped weakly, indicating that the heart is heavy and depressed;

The shoulders are raised stiffly, indicating that they are in tension and panic;
Fingers crossed together and palms facing upwards, it means that you are concentrated, decisive and confident, and have a sense of superiority;
Scratching or rubbing the ears lightly, indicating that the speaker no longer wants to listen to the speaker;

Gently touch the neck with a finger, indicating doubt or disagreement with what the speaker said;

Tapping your fingers on a table indicates boredom or impatience (same goes for tapping your feet on the floor);
Put your hands behind your head to indicate an intention to debate;
Cover your mouth with your hands or touch your lips or nose slightly, indicating that you want to hide your true thoughts;

Put your hand on your cheek and your index finger against your temple, which means that you are carefully considering the content of the conversation;

Carefully remove invisible dust from clothes, indicating that one disagrees with what the speaker has said, but does not speak out for some reason;

Cross your legs, cross your hands in front of your chest, and shrink your shoulders, indicating that you are tired and no longer interested in the things in front of you;

The raised legs are at an angle, indicating that they are very stubborn and have a stubborn personality;

If the legs are raised at an angle and the hands are holding the knees, it means that the result of the conversation is unpredictable, because he will not give in, speaks articulately, and reacts quickly, and it is difficult for you to persuade him;
Standing with legs crossed shows lack of self-confidence and is a sign of nervousness and unnaturalness.

This is the body language of "vivid expression and rich connotation".

As the saying goes, "the tongue is more obedient than the body", words can be modified, processed, and handled in a tactful way, but the body's response is usually direct and difficult to fake.Because the appearance of a person's mental state (emotion) is completely subconscious, and basically cannot be suppressed by consciousness, it is difficult for us to hide our true self through visible language such as facial expressions and body movements.

Da?Finch believes that the spirit will be expressed through posture and the movement of the limbs, and body language can often express inner intentions more clearly than words.Therefore, in daily life and interpersonal communication, every move you make, every move you make, every move you make, every move you make, can express a specific attitude and express a specific meaning.

On the other hand, if our senses are sharp enough and our eyes are sharp enough to pick up the information expressed in body language, speaking and communicating will be easier.Learning to recognize and use body language can enhance the purpose of communication and improve the efficiency of communication.

Any tiny movement—including a change in the volume of speech, a sudden dilation of the pupils, or an unconscious gesture—can reveal the “hidden secrets” deep within the brain.We can often see the contrived expressions and movements at a glance, because they are extremely unnatural.

The same is true in marketing. When we get along with customers, many unconscious body language often have unintended consequences.All the rules and regulations are empty, and the body language is "unhappy", and customers can feel it.For example, if a customer is not satisfied with the dish and asks for another dish, although the waiter agrees well, but when the dish arrives, he puts the plate on the table, and the guest can obviously feel it.In addition, freezing, scratching, stiff gestures, and gesticulating can all ruin your image.Therefore, mastering the signals of body language and accurately interpreting the meaning will undoubtedly be of great help to our sales.

But for us, it is very difficult to understand others in many cases, because we are too used to "living in our own world".We tend to take others' intentions for granted through our own experience and imagination, thinking that what we think must be what the other person thinks; we often use our own words to explain other people's behavior, thinking that our views must be completely correct.

In fact, when have we ever really tried to understand another?Needless to say, the client who meets for the first time, even if it is a friend who has known for many years, when we think of this friend, we must judge his current situation based on the experience of dealing with him in the past and the experience of getting along with him. What he's thinking right now, what he might do about something, etc.Although the future can be inferred based on history, people tend to grow with the passage of time. People are often fickle, but our experience, experience, and memory are not so "fickle", right? !
Using unchanging things to interpret changing things, there are likely to be some small errors.

All this is just to show that if you want to truly understand others, you must work hard, and you must learn to empathize.Therefore, in order to better understand the minds of customers, we cannot completely live in our own world and think about the products we want to sell all day long.When getting along with customers, we must let go of ourselves, look at problems and think about things from the perspective of customers, and pay more attention to the body language of customers.

In life, we usually spend time and money trying to learn other languages ​​other than our mother tongue, but body language has gradually become a strange "foreign language".Although it is not necessary to learn a foreign language, if you know a foreign language, it will be much more convenient and avoid the danger of misunderstanding.

(End of this chapter)