Sales start with being rejected

Chapter 27: Learn to Speak—Let Customers Unable to Reject Your Speak Skills (2)
The salesperson's introduction to the product and transaction conditions must be simple and clear, and the expression must be straightforward.If the expression is not clear and the language is not understood, there may be communication barriers.In addition, salespeople must use the language and conversational styles unique to each customer.Talking to teenagers is different from talking to grown-ups; experts are not interested in the same way that laymen are interested.Here's a great example of how effective it can be to use language that suits your customers.

A father and son are building a dairy farm. The son takes care of the cows, and the father works as a joiner. The money he earns is invested in the construction of the dairy farm to expand the herd.Both father and son admit that if something happens to their father in the next 10 years, the family will not be able to achieve this goal, because the dairy farm cannot be supported by one person and additional funds are needed.However, when the salesman mentioned that in order to buy a full amount of life insurance for his father, to ensure that his insurance money can continue to provide the necessary funds to the dairy farm in case of an accident, the cattle herd can be expanded to a profitable scale. , When it was necessary to pay an insurance premium every year, the whole family objected, saying that they had no money and could not do it.The salesman immediately tried to win them over with another way of saying: "In order to ensure that you can continue to achieve the set goal in case you are in trouble, would you give me the milk of those two cows? Only if you don't have those two cows." All right. No matter what happens, their milk can guarantee that you will be able to build a profitable dairy farm in the future." In the end, he made a business.

When talking with different customers, the salesperson should carefully choose the language suitable for the customer.However, the mistake that salespeople often make is that they use too many technical terms and proper nouns to introduce products to customers + make customers feel confused and confused.Just ask, if the customer can't understand what you mean, can you impress him?

In the sales process, the salesperson should try to use easy-to-understand words, and avoid using too many "professional terms" so that customers cannot fully understand what you want to express.Too many proper nouns will make customers confused, unable to resonate, and will not be moved. If there is no heartbeat, of course there will be no purchase behavior.Sales staff should convert some terms into simple words, so that people can understand clearly after listening, so that the purpose of communication can be effectively achieved, and product sales can be achieved without hindrance.

humor makes sales
No matter what kind of environment everyone lives in, they will often encounter various contradictions, and some are even quite difficult problems, which require you to handle them properly.The experience of successful people is: difficult problems can be solved in a relaxed way; the serious door can be opened with a humorous key.There is a college student who is very active and humorous.After he became a salesman, he had a great idea.He once walked into a newspaper office and asked, "Do you need a competent editor?" "No." "What about reporters?" There are no vacancies now." "Then you must need this thing." The young salesman said while taking out a beautiful sign from his leather bag, which read: "Full quota, temporarily unemployed", so easily facilitated The marketing is really good.

Hayes, a famous speaker in Ohio, USA, was a fledgling and timid trainee salesman 30 years ago.Once, an experienced salesman took him to a certain place to sell cash registers.The salesman didn't have the imposing looks of a movie star salesman. He was short, fat, with a red face and a good sense of humor.

When they entered a small store, the owner said gruffly, "I'm not interested in cash registers." At this point, the salesman leaned on the counter and giggled, as if he had just heard One of the best jokes in the world.The store owner stared at him blankly, not knowing why.

At this time, the salesman straightened up, smiled and apologized: "I'm sorry, I couldn't help laughing. You remind me of the owner of another store. Patron."

Then the seasoned salesman solemnly showed his samples and counted their advantages. Whenever the boss expressed his disinterest in a more relaxed tone, he laughed and elicited a humorous recollection, saying that the boss of such and such was expressing his dissatisfaction. Interested, ended up buying a new cash register anyway.

Everyone around them looked at them, and Hayes was embarrassed and nervous, thinking that they would be thrown out like fools.But it is strange to say that the attitude of the boss has changed, and he wants to find out whether this kind of cash register is really that good.After a while, they moved a cash register into the store, and the salesman explained the specific usage to the boss in an expert tone.As a result, the salesman used the power of humor to cross the door of seriousness and succeeded.

Humor can make you open-minded and detached, and make you lively; humor can make you influential, break the deadlock, and get out of trouble; humor is a lubricant, and it is also the nature of successful people.Therefore, whether it is getting along with friends or selling sales, you should have a sense of humor.

Humor is an effective way to lubricate tension between people.Using humor to close sales has been used by many salespeople.

In the process of dealing with customers, salesmen will inevitably have disagreements on some issues.Although we have repeatedly emphasized that the salesperson must try to keep his opinion consistent with the customer, but if the customer's request cannot be met, the salesperson must also say "no" to the customer with a smile.But the method of saying "no" is very particular, and saying "no" humorously is a more effective method.

A customer has been in arrears for 10 months, and a salesman who knows the customer well goes to ask for the account.The customer wanted to extend the debt repayment period, so the salesman smiled and said, "We have taken care of you longer than your mother has taken care of you." As soon as he said this, the customer smiled and settled the bill.

When using humor to close a deal, get the humor right.In the above example, if the salesperson is not very familiar with the customer, the customer may express a strong dislike for the humor.

Humor is joking, it has the following requirements.

(1) Make different jokes for different customers

For more familiar customers, the scope of jokes can naturally be expanded; for unfamiliar customers, the scope of jokes is quite limited.Familiar customers often don't mind what the salesperson says. On the contrary, if the salesperson treats him politely, he will feel very embarrassed.Unfamiliar customers are unfamiliar with the salesperson, so he is more concerned about every word the salesperson says. If the salesperson jokes with him without any scruples, he will feel that the salesperson is too frivolous.

(2) Keep smiling when joking
Without a smile, a joke is likely to be mistaken for sarcasm.In the process of joking with customers, the salesperson must keep smiling.A smile is strong evidence that the salesperson is joking.The salesman's smile is actually telling the customer that what he is saying at the moment is to make the customer happy.Some salespeople are serious when they make jokes, and the fun and interesting jokes turn into irony, which destroys the relationship between the salesperson and the customer.

(3) Jokes should not dilute the subject of the conversation

There is only one topic of conversation between salesmen and customers: closing a deal.Some salesmen are quite humorous, and their jokes are also quite clever, but once they make a joke, they will pull the customer's thinking farther and farther, and finally dilute the topic of the conversation, making the transaction fail.We call such a salesperson a "neutral" salesperson.Although this situation is something that every salesman is trying to avoid, but "indiscriminate" salesmen often do such stupid things.

(4) Take the time to make jokes

When joking with customers, take your time.In the whole process of closing a deal, the best time to joke is during the objection stage.When the customer's objection is difficult to deal with, the salesperson can use humor to take this objection lightly, so that the customer will no longer raise such a question consciously.

Getting customers to say "yes"

In the process of sales promotion, if you can let the customer say "yes" at the beginning, it means that the matter is half successful. If you can make the other party say "yes, you are right" continuously, then the success of this matter There is a 99.9% certainty of success.Do you keep saying "yes, yes" to your customers when you're communicating with them?Do you keep getting the other person to nod in approval?
If not, you have to change your conversation strategy from now on and try to get the other party to say "yes".Practice shows that the appearance of "no" in a negotiation is the worst start. Once the other party says a word "no", it means that your point of view is not recognized. If the other party says "no" several times in a row , you'd better end your conversation early, because your conversation is not welcomed by the other party.So, if you want to change the ending, the best way is to change the topic, or change the strategy of the conversation.First emphasize some topics that the other party and you both agree with, and then slowly find out the parts that both parties agree with in the parts where both parties disagree. The success of the other party's negotiation is the most important thing. Only when the two parties reach a cooperation, can both parties benefit from the cooperation and achieve a win-win situation. In this way, you will finally succeed in the negotiation.

Remember, this is the skill of conversation. If you encounter a difficult client and you can't think of a good strategy for a while, you'd better try it right away. I think there is no more practical method than this method.

Why do some people quickly reach cooperation with each other?And your negotiations always talk a lot, but the deal is very little?You do everything possible to explain your point of view to the other party, how good is your product?You even try your best to speak eloquently, but it is always unsatisfactory?The root cause is that you didn't get the other person to say "yes, that's it".

"Yes, that's right", many salesmen fail to do this and let the other party say this sentence.They always emphasize their point of view along their own train of thought. They always think that the more they talk, the more they speak, and the eloquence proves their eloquence. Few people will consider doing this, and it may not necessarily convince the other party. .In fact, in your communication with others, you must try to get the other party to say "yes", because your communication determines the other party's reaction to you, as well as the other party's decision, whether to cooperate or "no". The answer of "yes" means that the other party agrees with your opinion, agrees with your opinion or point of view, and can cooperate with you.

Getting the other person to say "yes" is an art of speaking. If you learn this art, you will benefit for life.What does this "yes" response lead to?

Harrison, an American motor salesman, told an interesting story that he personally experienced.

Once, he visited a new customer's company and was going to persuade them to buy a few more new motors.Unexpectedly, as soon as he stepped into the company's gate, he was hit in the head:
"Harrison, you're selling your junk again! Stop dreaming, we'll never buy your shit again!" said the chief engineer angrily.

According to Harrison's understanding, the thing turned out to be like this: the chief engineer went to the workshop yesterday for inspection, touched the motor that Harrison had sold to them not long ago, and felt very hot, so he concluded that the quality of the motor that Harrison sold was too poor, so Refuse Harrison's visit today, and there is no way to sell.

Harrison thought about it calmly, and thought that if he debated the quality of the motor head-on with the other party, it would definitely not help the matter.He adopted another tactic, and the following conversation took place:

"Well, Mr. Spence! I totally agree with your position that if the motor overheats, you have to return the one you already bought, let alone buy a new one, don't you?"

"Yes."

"Of course, any motor will have a certain degree of heat when it is working, but the heat should not exceed the standards stipulated by the National Electrotechnical Association, do you think so?"

"Yes."

"According to national technical standards, the temperature of the motor can be 42°C higher than the indoor temperature, isn't that true?"

"Yes. But your motor is much hotter than that. Well, I almost burned my hand yesterday!"

"Just a moment, please. What's the temperature in your workshop?"

"About 24°C."

"Excellent! The workshop temperature is 24°C, plus the 42°C temperature increase, the total is about 66°C. Excuse me, if you put your hands in 66°C water, will you get burned?"

"That's quite possible."

"Then, please don't touch the motor in the future. However, you can rest assured that there is absolutely no problem with the quality of our products." As a result, Harrison made another deal.

Harrison's success, in addition to the fact that the quality of his motor is really good, he also took advantage of subtle changes in people's psychology.When a person is speaking, if he utters a series of "yes" at the beginning, it will make the whole body and mind tend to be positive.At this time, the whole body is in a relaxed state, which can easily create a harmonious conversation atmosphere, and it is also easy to abandon one's original prejudices and agree with the other party's opinions.

Using the method of letting the other party say "yes", there are a few points that should draw our attention.

(1) Be sure to create an atmosphere where the other party says "yes", and do everything possible to avoid the atmosphere where the other party says "no".Therefore, the questions asked should be carefully considered and not believable.

For example, a conversation between a salesperson and a customer:
"It's still as hot as yesterday, isn't it?"

"Yes!"

"Recent inflation, law and order chaos, is it?"

"Yes!"

"It's so bad now, it's really hard to know what to do!"

Although this type of question is normal, no matter what the salesman says, the other party will answer "yes", as if an atmosphere of affirmation has been created, but pay attention to the content of his words, but it creates a negative pessimism that makes people unwilling to buy. atmosphere.In other words, after hearing his inquiry, the customer will become depressed, and of course he doesn't want to buy anything.

(2) To make the other party answer "yes", the way of asking questions is very important.What kind of question is easier to get an affirmative answer?The best way should be: hint at the answer you want to get.

When selling products, you should not ask customers if they like it or want to buy it.Because when you ask him "Do you want to buy it" and "Do you like it", he may answer "No".Therefore, you should ask: "You must like it very much, don't you?" When you ask a question and the other party has not answered, you should also nod first. You nod while asking, which can induce the other party to give an affirmative answer.

The most effective way to get the other person to say "yes" is to say what is being said.Dale Carnegie once said that people cannot be persuaded, there is only one way in the world to make anyone do anything, and that is to make him want to do it himself.And the only way to make him want to do it himself is to make him think that what you said is right, let him think that he is following the right thing to do so.

Letting the other party say "yes" means that the communication between the two parties is "revelation" or "inquiry". In fact, "revelation" or "inquiry" communication is more effective than ordinary communication.Because most people have limited knowledge of things, although they think they are not inferior to others, but they really need more enlightenment.

Let's not talk about business, let's talk about our personal affairs first
In many cases, when you are talking with customers, you may wish to chat with the other party first, so that customers can understand your background and life conditions, so as to reduce their defensiveness and make the atmosphere of each other's conversations more harmonious.And you can also capture information that is beneficial to your sales from the other party's conversation, so that customers can trust you.Talking about your personal affairs is also one of the best ways to sell products.

When you're describing a product for a customer, there's one way to stop the customer from thinking twice.

"Hello, Mr. Smith, I'm Sam? Johnson, you can call me Sam, please don't call me Mr."

This kind of attitude makes the customer feel that you are not selling to him, but making friends with him. You don't have to tell him the value of the goods you are selling, just tell him why other customers will buy your things, after he has carefully calculated , this business will definitely be able to close.

This kind of sales promotion is to use "preliminary explanation" to disperse customers' resistance and rejection of products.

In the customer's impression, he only thinks that he hears the reasons for others to buy, but not any promotional words, which can relieve his tension and pressure. If you say at this time: "If you want to buy, of course it is very good, On the contrary, if you don't want to buy..." This kind of questioning tone can stimulate him to take buying action.At this critical moment, you must not leave room for him to speak, otherwise you will fail. You must speak a complete sentence in one go, so that the other party can feel your firm attitude.

Generally speaking, this kind of marketing method that focuses on getting close to the customer's psychology is very effective. If you use words like "please buy this thing, please?", it will only strengthen the customer's resistance.

In short, your sincere and firm attitude is very important throughout the negotiation process.When chatting with customers, be sure to make them interested in what you are introducing, otherwise it will cause customers to feel bored.

When you test his willingness to buy, he will definitely say: "Let me think about it!" If you can express your proposition in clear and direct words, then the customer's emotions will enter a state of excitement with your guidance .And if you look meek and lazy, it will greatly reduce the customer's concern for the product.Therefore, you must use your own way of speaking to attract the hearts of customers, which is the most important thing.

(End of this chapter)