Sales start with being rejected

Chapter 19: Make Friends First——Let Clients Unable to Reject Your Networking Technique (1)
What do connections mean to a salesperson?
The answer is "all".You must know that sales is a job of dealing with people. If you can’t handle interpersonal relationships well, even if you have the best sales skills, you will still lose completely in competitive products.Because no one buys from a salesman they don't like.Only by establishing a good interpersonal relationship and becoming a good friend with every customer can you have both sides and make your sales work go smoothly.

Talk business with customers like friends

The relationship between salesmen and customers is not antagonistic, nor is it a trade-off, but should be mutually beneficial.Therefore, when talking about business, the salesperson must learn to treat customers like friends.Be kind and friendly, don't haggle over every detail, think about long-term development, and make the communication between each other more harmonious.

In the view of many salesmen, the purpose of negotiating business with customers is to make money, and both parties can fight to the death for a little profit.In fact, fighting each other will not only hurt the peace, but also lead to mutual loss.And friendly negotiations will allow the two parties to build a good cooperative relationship in a harmonious atmosphere.Business requires both parties to sit down and negotiate in good faith. Only in a harmonious atmosphere can good results be achieved.In the negotiation, the salesperson should show enough understanding and respect to the customer, eliminate the customer's resistance, upgrade each other's emotions, and change from a stranger to a friend, so that the transaction can be carried out smoothly.

Huaerfei Electric Co., Ltd. is a manufacturer of automatic chicken raising equipment. After the equipment is produced, it begins to sell all over the country.The company sent many salesmen to the countryside to sell, but the effect was not very good.There are even some salesmen who always complain that customers are too stubborn and stingy to buy their own equipment at all.

So Mr. Weber, the manager of the company, decided to go to the countryside to see it himself.He was taken by his subordinates to the door of a more difficult client.Wilbur actually started knocking on the farmhouse door.After a while, I thought the old lady poked her head out from the crack of the door.When he saw the salesman standing behind Mr. Wilbur, he slammed the door shut.

Mr. Wilbur continued to knock on the door, and the old lady opened the door again and said angrily: "I won't buy your electrical appliances, don't bother me anymore!"

But Mr. Wilbur was not surprised, but said with a smile: "I'm sorry to disturb you. I'm not here to sell electrical appliances, I just want to buy a basket of eggs."

Hearing that he was going to buy eggs, the old lady opened the door a little, but she was still very suspicious of him.Mr. Weber said again: "I know you have a lot of fine breed chickens, and I want to buy a basket of fresh eggs."

This reassured the old lady, so she chatted with him. During the conversation, Mr. Wilbur praised the old lady, saying that the chickens he raised were not as good as the old lady’s, and that the eggs laid by the old lady’s chickens had nutritional value. high.Gradually the old lady completely dispelled her doubts.And started a family routine with Mr. Wilbur. The old lady told him that raising chickens was more profitable than his wife raising cattle. Mr. Wilbur nodded in good time, which made the old lady very happy.After a while, Mr. Wilbur became the old lady's friend, and she invited Mr. Wilbur to visit her chicken coop.

During the visit, Mr. Weber noticed that the old lady installed all kinds of small machines in the chicken coop, which played a role of experience.Mr. Wilbur gave another compliment, which made the old lady proud of herself.

While visiting and chatting, Mr. Weber "casually" introduced several new feeds, a new method of raising chickens, and "seriously" asked the old lady a few questions. "Jargon" shortened the distance between them, in an instant,
The old lady happily exchanged the experience of raising chickens with Mr. Wilbur.

Not long after, the old lady took the initiative to mention that some of her neighbors had installed automatic appliances in the chicken coop, which were said to be very effective, and he sincerely asked Mr. Wilbur for his opinion.As a result, the old lady took the initiative to buy automatic chicken raising equipment without Mr. Weber's promotion.

Mr. Webb sold his product without making a sale.The clever trick is to guess her mind when interacting with the old lady, and follow her, becoming the old lady's confidant, changing from a stranger to a friend, so as to successfully complete the transaction.In fact, this should also be the case when negotiating business with customers. If you communicate with each other like friends, support and understand each other, the business will be easily facilitated.

Salesmen often encounter some embarrassing things when they face customers. Maybe the customer doesn’t intend to make a deal with you at all, and maybe the customer will have a lot of opinions on you and will have more or less opinions on you. If there is little resistance, you will of course be attacked by psychological pressure.Therefore, it is necessary to learn some clever communication methods.

In the eyes of salesmen, it was almost impossible to sell your products to a customer who had serious resistance to them, but Mr. Weber did it in a very short time.This is because Mr. Weber has mastered the golden key of "handling interpersonal relationships", and he can handle the relationship with customers very skillfully.Sales activities are actually building relationships between people.Before the customer recognizes that you are an "honest and reliable person", many businesses cannot be done. Therefore, the salesperson must learn to negotiate business with the customer like a friend. It will be much smoother.

It was through chatting with the old lady that Wilbur found a common topic and sublimated a simple customer relationship into a good friend, so as to achieve his goal faster and easier.As a salesperson, when negotiating with customers, you can try to make both parties friends.But in fact, when many salesmen deal with the relationship with customers, they can't treat each other as friends, but confront each other like enemies, and they have the momentum to overwhelm each other everywhere.This can only put more pressure on the customer, and the customer will unceremoniously increase the pressure on you.As a result, "you punch, I kick", which eventually led to the loss of both sides, resulting in the failure of the negotiation.

If you want to develop a simple customer relationship into a friend relationship in the process of getting along with customers, you need to have a sincere attitude and more importantly, mutual trust.Psychological experts point out that if we can gain mutual trust, put ourselves in the shoes of each other, and constantly understand each other, it is entirely possible to make two opponents become good friends.This is not only conducive to the success of the negotiation, but more importantly, it can help you relieve the pressure from the customer.Just imagine, what your enemies give you can only be high pressure, but what your friends give you is love.Therefore, no matter what the circumstances, people who can form friends with others will always get help from friends to survive, and more importantly, turn the pressure of customers into motivation, so that they can face work with ease physically and mentally.

Only people with connections can make money

In the final analysis, the industry that everyone is engaged in is the business of people. Networks are money. If you have a good network of contacts, you will have more channels.Success depends on others, not on yourself.How successful a person is depends on how many people he has served and how many people are serving him.All successful people have one thing in common, that is, they have a lot of network resources and maintain good relationships.Bill Clinton was the first Democratic president elected since Roosevelt.He told The New York Times in an interview that every night before he goes to bed, he recalls everyone he has contacted that day and writes them down on small cards, including important personal information, time and place of meeting, and all other shoulds. Note related information.

There is no sale without a relationship.To maintain good interpersonal relationships and establish new ones, it is necessary to constantly and proactively contact customers.Every customer is passive, and everyone expects others to take the initiative to contact him.When a customer spends money on your product or service, he is under no obligation to contact you.Therefore, you have to keep in touch with your customers by calling, sending letters, visiting, and communicating online to show your concern for customers and that you care about their existence.Even those customers who no longer buy your products should contact them, thank them for their support in the past, and ask them why they no longer buy now. They will feel that you attach great importance to service and are very happy to do business with you. May buy from you again.

When customers need you, it is the best moment for you to establish relationship with customers, build word-of-mouth and show sincerity.When encountering occasional opportunities or occasions, you must do the proper etiquette. For example, the client's company opens or holds a celebration reception. If you are invited to attend, you must be present on time.At the same time, it is also necessary to consider whether to send congratulatory gifts, such as flower baskets, greeting cards and the like.Giving gifts can be flattering on the one hand and free publicity on the other hand, it is really a cost-effective investment.During Chinese New Year, such as Christmas and New Year, it is best to send greeting cards; on days with special commemorative significance for customers, such as birthdays, wedding anniversaries, etc., it should also be expressed, and at least a phone call should be made to congratulate.

Always keep in touch with customers through emails, telephone calls, letters, greeting cards, corporate information, luncheons and meetings.Remember: customers will easily leave an unfamiliar salesman, but they will not easily abandon a close partner.

In this way, you have established an emotional savings account for the customer, and you have established an emotional reserve of trust in the customer through conscientiousness, sincerity, and service-oriented.The more you deposit, the more trust you gain and the more relationships you accumulate.And thank them often and in creative ways to let them know you care and care about them.

If you don't take the initiative to contact customers, then your customers will be lost at a rate of 10% per year.In order to establish a solid relationship with customers, Joe Gillard, the car sales king, sends customers a greeting card every month. The months are greeted differently.January is "Happy New Year from Joe Girard!"; February is "Happy Valentine's Day!"; March is "Happy Women's Day" and so on, all the way through Thanksgiving and Christmas.Greetings and wishes from Joe Girard every month of the year.He sends more than 4000 cards a month, or more than 16 cards a year.Although a lot of money will be spent on these cards, it has also established a large number of network resources for Joe Gillard. His sincerity makes every friend who wants to buy a car do business with him.It is precisely because Joe Girard works hard and treats customers with heart that he has gained the most.His retail performance broke the Guinness Book of World Records, which has not been broken so far.

If you are also engaged in sales now, do you have his heart?If you want to improve your sales performance, please think about how to better serve your customers and let them feel that you are a very honest and unique person; how to influence more prospective customers in the shortest possible time Customers, and build a solid relationship, so that they will think of you whenever they need it, and want to buy from you urgently.If you start thinking this way now and do it right away, your life will make a difference.

How to attract more customers and establish high-quality human resources?Please note four points:

(1) Fully collect information about customers.

(2) Create detailed files for customers.

(3) Care for relatives who serve customers well.

(4) Study the personal hobbies of customers.

Success equals customer satisfaction In sales, I found that most people are studying how to increase performance and how to increase income.In fact, none of them have found the real reason for their success, which is customer satisfaction.The reason why a person is successful is because he has done a very good service.Money is the exchange of value, how much money you earn is directly proportional to the value you provide to others.The quality of your service is customer satisfaction.

If you study the most successful companies in the world, you will find that they all have one thing in common - great companies provide the best service.Similarly, every good salesperson is also dedicated to serving their customers, and they try their best to please customers.No matter what product they sell, they are always at the service of their customers around the clock, the best in every line of business.

Constantly bombard customers with service fatigue, and competitors will have no chance.One or two actions cannot win a lifetime customer. Only by never slacking off in serving customers can a long-term relationship be established.If you do this, your clients will see you as someone they can trust because you are always available.This sounds very simple, and there is nothing difficult or complicated about it, but if you do it as always, it does require perseverance and patience, but you will receive unexpected results.

A bride who was about to enter the marriage hall customized a white wedding dress, but due to weather problems, the courier company did not deliver it in time on the wedding day.The bride was very sad. When the courier company found out about the situation, the company sent a helicopter to deliver the wedding dress to the wedding scene.The bride was very moved.Of course, sending a wedding dress in this way is not worth the loss for the business of this company, but this move has won all the guests who attended the wedding to praise the express company's service attitude for the sake of customers.Of course, if they need express delivery services in the future, they will definitely choose this company.

Gold cups and silver cups are not as good as the reputation of customers; thousands of good things are not as good as customers say.Be sure to do your best to respond quickly to customer concerns and problems.Remember, when the swallows are gone, there is a time to come again; the peach blossoms are withered, and there is a time to bloom again; lost customers, but never look back.According to a consumer survey, 70% of customers who receive a satisfactory response after complaining become the company's most loyal customers.If you hear a complaint, you must do better than the customer imagined in the process of solving the problem.Value-for-money service is the best selling point.

Exceptional service earns repeat customers and brings wealth.Poor service can lose customers to your competitors.

People who come to buy things are supporting me; people who praise me are pleasing me; people who complain about me are teaching me, they teach me how to please others so that more people will patronize; people who are unhappy and don't complain are hurting me , they didn't even give me a chance to correct my mistakes and improve my service!If you can maintain such a positive perception of customers, I believe you will win the trust of more customers.

Recurring customers are a gold mine

For customers who have already made deals, some salespeople think that there is no need to contact them anymore.They think that such customers have already purchased products from themselves, and the sales task is completed.In fact, this is just the beginning of sales.Because old customers are actually a valuable resource and a priceless gold mine.

Regular customers have purchased the products of the salesman, and their demand for the products is not one-off. Except for large-scale durable consumer goods with a long update cycle, they are likely to make repeated purchases many times.Therefore, the success of the first sale is only the beginning of the sale, and more orders are yet to come.A foreign survey data also shows that the cost of maintaining an old customer is only 1/6 of the cost of developing a new customer.

More importantly, such customers have personal experience with the product, they know the salesman, and they have established a trust and friendly relationship with each other, so if the salesman has established a good interpersonal relationship with a customer, then you can Through him to influence other customers.Their product recommendation and publicity are more influential, and it has been proved that the success rate of old customer recommendation is as high as 85%.Successful salesmen often have a huge customer relationship network.

Do you know how many people the average person knows? 250 people!Maybe you don't believe it, let's take a look at its origin!
Joe Girard was not long in sales when he went to a funeral home one day to mourn the passing mother of a friend of his.Holding the mass card distributed by the funeral home, he suddenly thought of a question: how do they know how many cards to print, so Gila asked the master of mass.The host told him that based on the number of people who signed the signature book each time, the average number of people who came here to pay homage to a deceased person was about 250.

Not long after, an undertaker bought a car from Girard.After the transaction, Girard asked him what the average number of people attending a funeral was, and the owner replied: "It's about 250 people." Another day, Girard and his wife went to a friend's family wedding. held in the auditorium.When he met the owner of the auditorium, Gillard asked him how many guests there were in each wedding, and the person told him: "There are about 250 people on the bride's side, and there are about 250 people on the groom's side." Gillard realized the truth: Everyone has many acquaintances, friends, and colleagues, even far exceeding the number of 250 people.In fact, 250 is nothing more than an average.

Therefore, for a salesman, if you offend one customer, you offend another 250 customers; if you drive away a buyer, you lose another 250 buyers; There will be 250 consumers behind your back to make things difficult for you; as long as you don't like one person, there will be 250 people who will hate you.

From this, Girard concluded: In any case, do not offend even one customer.And if you have a good relationship with a customer, you have a large number of potential customers.

(End of this chapter)