1 minute to grab the customer's marketing coup

Chapter 26: Skills of getting along with customers (4)
Boone didn't quite believe it, but he tried anyway.He presented himself as optimistic and sincere, with a smile on his face all the time.As a result, the other party was also infected, and they happily signed the agreement.

Boone has been married for 18 years. His busy and stressful life often prevents him from caring for his beloved wife, let alone smiling at his wife every day, so she often complains.With this "wonderful" experience, Boone decided to give it a try and see what a smile could do to their marriage.

The next morning, when Boone combed his hair and looked in the mirror, he smiled in the mirror, and the worry was gone from his face.When he sat down to start his breakfast, he greeted his wife with a smile.The wife froze for a moment, then smiled very happily.Over the next two weeks, Boone experienced more family happiness than he had in the past two years.

From then on, Boone began to try to look at things from other people's point of view, and he often sincerely praised others, and stopped his whining and complaining.These changes in Boone really changed his life, made him less trouble and worry, and gained more friendship and happiness.

In the first impression a salesman leaves on a customer, clothing is of course very important, but what is more important is the mental state. Therefore, don't think that a good image is enough, and pay attention to intangible aspects.When you step into a client's office, if you let the client see a sunny smiling face first, then the first impression you leave on the client is very good, because a friendly and natural smile is always the most popular of.

Of course, this smile will also change yourself in the first place.For a salesman, a smile is a business card of the soul and is essential.If the first business card you present to a client is a smile, it is far more important to your client than the clothes you wear.

Smiling can narrow the distance between people.When we encounter difficulties in sales, we might as well try to use a smile to cope with the situation and meet challenges.After persisting for a period of time, we may find that the chances of seeing customers with frowning faces are getting less and less, but the success rate of visits is getting higher and higher.

Yuan Yiping is not tall, has an ordinary appearance, and has no temperament or advantages to speak of.

When he first entered the marketing industry, Yuan Yiping had specially trained in order to make his smile look natural and genuine to others.He assumed various occasions and psychology, and practiced various smiling facial expressions in front of the mirror.Because laughter must start from the whole body to have a strong contagious effect, so he found a large mirror that can reflect the whole body, and practiced day and night in his spare time every day.

After a period of practice, he found that the closing and closing of lips, the raising and drooping of eyebrows, and the stretching and shrinking of wrinkles all express different meanings in smiles, and even the rise and fall of hands and the advancement and retreat of legs will affect the smile. Effect.

For a while, Yuan Yiping was misunderstood by passers-by as having mental problems because he practiced laughing on the road, and because he was too obsessed with practicing, he often woke up laughing in his dream in the middle of the night.Later, Yuan Yiping divided smiles into 38 types, showing different smiles for different customers, and deeply realized that the most beautiful smile in the world is the sincere smile shown from the deepest part of the heart, innocent like a baby, Exudes seductive charm, it is spring breeze, irresistible.

After a long period of hard training, he can finally show different emotional reactions with a smile, and he can also use his own smile to make the other person smile.

Once, Yuan Yiping went to visit a client.Before, he had learned that this person was introverted and had a weird temper.The result of the meeting was really like this. Sometimes the client became irritable when they were talking happily. Yuan Yiping still clearly remembered the scene of their conversation.

"Hi, I'm Hara Ippei, a salesman at Meiji Insurance Company."

"Oh, sorry, I don't need insurance. I've always hated insurance."

"Can you tell me why?" Yuan Yiping said with a smile.

"You don't need any reason to hate it!" He suddenly raised his voice, looking a little impatient.

"I heard from my friends that you are very successful in this industry. I really envy you! If I can do as well as you in my industry, that would be a great thing." Yuan Yiping still smiled looking at him.

Hearing what he said, the customer's attitude improved slightly: "I have always hated insurance salesmen, but your smile made me unable to refuse to talk to you. Well, just tell me about your insurance."

It turned out that he didn't really hate insurance, but he didn't like salesmen—it was easier to see the problem for what it was.

In the ensuing conversation, Yuan Yiping kept smiling, and the customers were unknowingly infected. When they talked about the topics they were interested in, they both laughed excitedly.Finally, the customer happily signed his name on the form and shook hands with Yuan Yiping to say goodbye.

Life is actually like a mirror, when you laugh, the whole world laughs too.Smile is the "universal language" of all of us on earth. A smile from the bottom of the heart can melt a heart as cold as ice and snow, and can create miracles of destiny.

Some people say that Yuan Yiping's smile is worth millions. In fact, as long as you are full of confidence and sincerity, you can also use your smile to create wealth.

As a salesman, we have to learn to smile, especially when visiting customers.As soon as you smile, the other party will have a sense of intimacy.After the other party has a good impression of you, the communication and communication between you will become more natural, and the smile on your face will become more and more natural, kind and full of affinity.

If your smile is practiced to the point of proficiency, even if you meet a tricky customer, your smile will naturally show, this is your "gentle knife"!
6. "Knife" can hurt people, but also hurt yourself

Regardless of our profession, each of us should learn to smile or use humor to create rapport.Many people invest a lot of time and money in learning various skills, such as English, computers, etc., but few people spend a little time learning the skill of creating rapport with humor.And this kind of skill that can be learned without spending money, as long as you put your heart into it, brings us immeasurable value.

If a salesman can skillfully use humorous language, he will make his work easy and smooth.For example, when you ask a customer to sign an order, but the customer is sitting there hesitating, you can humorously add a sentence: "What's wrong with you? You don't have arthritis, do you?" This sentence often If you can make customers laugh, the atmosphere will be much better.

You can even put a pen in the customer's hand, put the customer's hand on the order and say, "Let's go! Sign your name here."

When you do this, you must have a natural and generous smile on your face, and you must not be coy.This look will let your client know that you are not kidding.In such a relaxed and friendly atmosphere, I believe your customers will be happy to obey.

If your client is still undecided, you can say, "How am I going to get your business? Do you want me to get on my knees and beg you?" Then, you can pretend that you really are going to get down on your knees , then looked up at him and said, "Okay, I beg you now. Who would have the heart to refuse a grown man who is willing to kneel? Come on, sign your name here."

If this trick still fails to impress the client, you can act helplessly: "What exactly do you want me to do before you are willing to sign? Don't you want to secretly sign after I'm gone?!" Hearing your words In a word, I believe that your customers can no longer bear to reject you.Maybe, you will laugh, he pats you on the shoulder, and puts the signed order in your hand...

As salesmen, we need to learn to be humorous.There is such a real joke:

When the salesmen of two insurance companies in the United States were promoting the company's insurance business, they scrambled to boast of how thoughtful the service of their company was and how fast the payment was.

The clerk of company A said that nine out of ten his insurance company delivered the check to the policyholder on the day the accident happened.

And the salesman of Company B was unwilling to admit defeat, so he joked: "What is that! Our company is on the third floor of No. 20 of a forty-story building. One day, one of our policyholders fell from the top floor, We slipped the check into his hand when he passed the third floor of No.20 on the way down!"

The final result is naturally self-evident. What does it mean that the salesman of company B is successful?

If a salesman wants to sell his goods or services door-to-door, it means that he must break into a stranger's territory, and the customer will also regard you as a "stranger" (a stranger, whose hidden meaning is "uninvited guest", is For example, the hidden meaning of "missing" is "a body that cannot be found").Although people are afraid of loneliness and yearn for more friends and more understanding, they also have an instinctive defensiveness and resistance when facing strangers.Therefore, before you start selling, you must first understand the customer's psychology, which can also explain why customers often regard you as a "stranger" before considering whether to buy your product, and take an estranged attitude without thinking. Shut you out.

That shrewd company B salesman is very good at selling himself, and he quickly approached customers by using exaggerated language and humor.It can be seen that humor has a magical charm.In fact, not only language can constitute humor, but also the salesman's body, expression, and action can also produce humor. Yuan Yiping once used humorous language and actions to make customers laugh.

We all know that when we first started selling insurance, because we didn't have any customers on hand, we generally used the "carpet bombing method" to sell, and the same was true for Yuan Yiping.The so-called "carpet bombing method" is to select an area, conduct door-to-door sales, visit 15 households and then return to the company. On the second day, start from the 16th household and visit the 30th household; on the third day, start from the 31st household. , to visit the 45th household; on the fourth day, those customers before the return visit.

There was usually no noticeable effect in doing so, but then he had nothing better to do.What makes Yuan Yiping still fresh in his memory is the only client won by the "carpet bombing method".

That was when he returned to the 25th customer. When the customer knew Yuan Yiping's intention, he said very rudely: "Why are you selling insurance again? The salesman from your company came here a few days ago. I hate insurance. So they were all rejected by me!"

"Really? But I'm definitely more handsome than that colleague from the day before yesterday!"

After hearing this sentence, the customer lowered his head and took a closer look at Yuan Yiping, who was as thin as a sparrow: "Hahaha... you little pepper, you are really funny. Hahaha."

"Short people are not bad people, besides, the smaller the pepper, the hotter it is! As long as you give me 3 minutes, you will know how different I am from that man."

The customer may have forgotten that this "little pepper" is the salesman he met a few days ago - the original Yuan Yiping who "can't laugh".Yuan Yiping didn't say anything, but tried to make the customer laugh, and then laughed along with him. When the two people laughed at the same time, the strangeness would disappear, and they could communicate further at a certain point.

One day, Hara Ippei visited a client: "Hello, I am Hara Ippei from Meiji Insurance Company."

The other party looked at the business card, and after a while, he slowly raised his head and said: "A few days ago, I came to the salesman of a certain insurance company. I sent him away before he finished speaking! I don't know how to insure. Don't waste your time, I think you should find someone else."

"Thank you for your concern. If you are not satisfied after listening, I will cut seppuku on the spot! Anyway, please spare some time for me!" Yuan Yiping said with a straight face.

The other party couldn't help laughing out loud: "Are you really going to cut seppuku?"

"That's right, just stab it like this..." Yuan Yiping replied while gesturing with his hands.

"Just wait and see, I will make you harakiri!"

"Come on, I'm also afraid of seppuku, it seems that I have to introduce it carefully!"

Speaking of this, Yuan Yiping's expression suddenly changed from "serious" to "ghost face", so the client and Yuan Yiping laughed together.

Being good at creating a relaxed atmosphere during a visit is an essential skill for an excellent salesman.Only in a comfortable and happy atmosphere, customers will have the mind to stop their work and listen to your product introduction.Making a client laugh during a visit is a great way to break up a dull situation.As long as you can create a scene of laughing with the customer, after the customer smiles knowingly, you will break through the first difficulty and shorten the distance between each other.When two people laugh at the same time, the strangeness disappears, and the probability of successful sales will increase a lot.Moreover, it can also improve their enthusiasm for work.

However, it should be noted that before you plan to be humorous, it is best to be sensitive, analyze your product and your customers, and make sure that this will not anger the other party, because some humor is different for some people. It won't work at all, and it might even backfire.

For example, when you are dealing with a banker, you know that he likes to be straightforward, but you still try to pretend to be humorous, and the banker will think that you don't take him seriously, so how can he take you seriously? What about sales promotion?
Therefore, humor can win you the favor of customers, but the premise is that you use it skillfully and with a sense of proportion.Meaningless gags do not represent humor. Humor is both a quality and a cultivation; it is both an art and a science.So, don't be glib, or if you are not careful, your humor will become glib, which is likely to be annoying.

So, in the specific work, how should we properly use the powerful weapon of humor to increase our marketing performance while avoiding customers' resentment?Here are a few things to keep in mind:
①Using humor in the opening remarks can create a pleasant atmosphere for the conversation.The sooner you get the client to laugh, the better, because laughter is a form of approval.

②Don't make fun of others.If the client happens to know the person you're laughing at (you never know who knows whom), or happens to be related to the silly guy at the end of the joke, you're dead!If the listener goes on to tell someone else about your joke, you're sure to get the punishment you deserve someday.

③Be good at laughing at yourself in jokes.This can show that you are an approachable person, and it is also a very safe form of humor.

④Remember, some people don't like jokes.Whether to use humor depends on the "taste" of the other party. If you get a "bottomless" silence in response after you finish telling a joke, it is very scary!So, before you tell a joke to others, you must make sure that it is really funny to others (some old-fashioned jokes, let’s avoid it).

⑤ Listen first, then joke.Because you don't know what the other person's taste is, you should try to judge the other person's type and style before opening your mouth.

Finally, remember: the wrong humor can hurt you as much as the right humor can help you.

Humor, although it is a "gentle knife" that can make a big difference and hurt people invisible, but the "knife" can hurt people as well as yourself, so you must be more careful when using this knife.

(End of this chapter)