Sales start with being rejected

Chapter 29: Learn to Speak—Let Customers Unable to Reject Your Speak Skills (4)
Although this is just a joke, it has a profound meaning.The reason why a lobbyist can successfully deliver the last high hat is that he knows how to follow suit.While agreeing, he got the approval of the elders, and finally achieved his goal.The main reason for this is that praising others can satisfy their ego.Anyone can be more pleasant, understanding, and cooperative if you can feed one's ego with sincere respect and heartfelt praise.

Lao Wang's official career has been prosperous since he took office, and he has been on the rise step by step.Many people are surprised by this, because Lao Wang has not made any remarkable achievements for so many years in politics, nor has he brought much benefit to the general public, and he has not seen any capable people in his backstage. How did you climb to where you are today step by step?
It turns out that the reason for Lao Wang's success is that he is good at following along, and he is known as "Mr. Good".Whenever a leader speaks, Pharaoh will definitely say "good, good, good" three times in a row;Who doesn't like someone who agrees with their point of view?Only when you agree with your point of view does it mean that you agree with yourself. Therefore, almost all superior inspections like to be accompanied by Lao Wang. Over time, Lao Wang also relied on these few words "good, good, good" to become the leader of the leadership It is a matter of course for a celebrity to be promoted to a noble.

Applying this principle to sales can also achieve similar results.For example, if a customer says: "The color of this dress is very special." A smart salesperson should say: "Yes, yes, your vision is really good, and this color is popular this year." At this time, the customer will be happy Yes, because my point of view has been recognized, and at the same time I am considered a "more discerning person", so it is less likely to put down a piece of clothing that "a discerning person" thinks is "better".

People always like to be praised, and echoing is also a method of praise, which may not be noticed by many salespeople.Grasp this point, the knack of praise will no longer seem so difficult to master.In real life, most people like to listen to echoing words.If you agree with someone else's point of view, if it is just right, he will be happy and have a good impression of you.

Many people say that they are disgusted with copycats and are willing to accept criticism.Once you believe it is true and criticize him unceremoniously, although he may not express it on the surface, he is probably unhappy in his heart.In fact, there are very few people who can truly "rejoice when people tell people that they have done something wrong".Appropriately use the method of praise, and do what the other party likes, and you can get unexpected results.

Be tactful with customer inquiries
When an electronic product salesman was selling products, he had a conversation with customers like this:
Salesman: "Is your child going to middle school soon?"

The customer froze for a moment and said, "Yes."

Salesman: "Middle school is the time when intelligence is most needed, do you really want to improve children's intelligence?
Customer: "Yes, but I don't know how to make it work yet."

Salesman: "I have some game floppy disks here, which must be beneficial to your child's intellectual development. You must think that buying a game disk for your child will delay her study?"

Customer: "Hehe, I think so."

Salesman: "This game card of mine is specially designed for middle school students. It is an intellectual game that combines mathematics and English, and it is by no means an ordinary game card."

Customers start to hesitate.

The salesman went on to say: "Now is an era of knowledge explosion. We no longer blindly learn knowledge from books like we used to. Modern knowledge must be learned through modern methods. Don't stubbornly think that game cards are harmful to children. , game cards have now become an important learning tool for children."

Then, the salesman took out a magnetic card from the bag and handed it to the customer, saying: "This is a new type of game card, come, let's try it."

Sure enough, customers were hooked.

The salesman strikes while the iron is hot: "Children nowadays are really happy. They are born in a good environment. Parents often do anything for the all-round development of their children. Several stores I have visited have bought this kind of game cards. Parents We are very happy to have such a product that helps children, and hope to have more products in the future."

Customers have obviously moved to buy.

Salesman: "This game card is the perfect gift for a child! The child will be delighted! Would you like one?"

As a result, customers willingly purchased several floppy disks of the game.

Here, the marketer cleverly uses the art of inquiry, step by step, step by step, to stimulate the customer's desire to buy, make them have the emotional impulse to own this product, and prompt and guide the customer to take the purchase action.Is this salesperson professional enough?
Think from the standpoint of the other party, put yourself in the shoes of the other party, find out the interests and requirements of the other party, and then guide them, understand them with reason, empathize with them, make them in tune with our ideas, and finally make them accept them.

It is said that in the offices of big entrepreneurs in Mexico, there are often two chairs arranged side by side, sitting side by side during the "negotiation", so that the "negotiation" can be completed smoothly.Because at this time, because the two parties are in the same step and have the same standpoint, what is given to people is not the feeling of "you and me", but the feeling of "we".

Experienced salesmen always avoid discussing some issues that are likely to cause differences of opinion at the beginning of persuasion, but only raise these issues at the end of the negotiation, so that it is easier for both parties to get a consensus.

In order to comply with the other party and synchronize with it, "asking" is an effective way of speaking.Throughout the process of persuasion, salesmen should constantly ask questions to customers. With one question and one answer, we can control the process of conversation as if we are holding the steering wheel.

But it should be noted that at the beginning, it is best to only use the questioning method to ask questions. When the persuasion reaches a certain stage, you can ask the customer the questions you really want to get answered.

Positive guidance by asking questions in sales can play a role in making the other party easy to accept.The so-called "affirmatively induced questioning method" introduced here is a better use of questioning. "Affirmative-inducing questioning method" is the simultaneous application of three methods of affirmative statement, inductive statement and questioning method:
The first is an affirmative statement - "very popular".

The second is the inductive statement - "Our machine has two sizes, I don't know which one you would like to choose, but I think the bigger one is better?"

Finally, there is a question-asking statement-"How do you want to use it, sir?"

Before giving an example to explain the "positive-induced questioning method", let's take a look at its opposite "negative-induced conclusion method", that is, the method of blocking the intersection of the transaction without the other party's opening.Consider how the following two examples draw negative conclusions:

"Since this is a big deal, please think about it and let me know when you make a decision."

"According to this situation, there will be no conclusion today?"

The above negative examples are given to recommend the "Affirmative Inducing Questioning Method". If some readers are still conducting the above-mentioned negative discussions, I suggest you refer to and learn the "Affirmative Inducing Questioning Method".An example is as follows:

(1) "If you can't make a decision now, don't you think it will be even more difficult to make a decision in the future? And for you, wouldn't taking this approach only increase your troubles of overthinking? It is also a waste of time?"

(2) "If a decision is made under such circumstances, don't you think it is more appropriate to draw a conclusion now? If you think about it further, don't you think that doing so will only mean delaying the work later?"

(3) "Do you want to consult with someone? Or can you decide alone?"

(4) "Don't you think it's better to decide together now? Or should we consider it separately?"

(5) "Is it more convenient to be near the station? Or what kind of environment do you want to choose?"

(6) "The red one looks good, but isn't the green one more suitable?"

(7) "Should I pay a little more for the first time? Or choose to pay in equal amounts?"

(8) "Are you still renting this time? Or do you want to pay in installments?"

(9) "Should I sign a contract? Or is it necessary to make an appointment first?"

(10) "Is it okay to deliver the goods three days later? If you need it urgently, should you take it home now?"

Generally speaking, once the salesman puts forward his decision, the customer will have the feeling that the other party is forcing him to buy, and thus produce a refusal reaction.Therefore, the salesman should, according to the change of the situation, ask tactfully, and gradually lead the customer to the direction he wants.This is the case in the last example above.Of course, the premise of doing this is that the salesman must firmly grasp the dominance. If he loses his initiative and is led by the nose by the buyer, then the salesman will easily fall into confusion, and the sales negotiation will not go smoothly.

Sincere compliments no one will refuse

As a salesperson, the most important thing is to be accepted, the less people reject, the more successful you are.So, how can it be accepted by customers?In the salesman's speech, praise is an effective method, but blind praise is also unacceptable, and it may even arouse customers' disgust.Therefore, we say that praise must come from the heart, that is, praise must be infused with sincerity. The charm of speaking does not lie in how fluent and eloquent you speak, but in whether you are good at expressing sincerity!
There is such a teacher who wrote a book with painstaking efforts, but after it was published, the publisher asked him to sell 1000 copies.For a teacher like him who has no sales experience, selling these 1000 books is much more difficult than lecturing.

In order to sell the book, he gave a speech among the students. He said: "As a teacher, when I stand on the podium and try to sell the book I wrote without giving a lecture, I always feel a little embarrassed. However, in this era, It’s also difficult for an author. After writing a book, I have to sell the book. The publisher gave me 1000 copies at once, and the manuscript fee was not paid, so I can’t sell it. I don’t like how well this book is written. But there are two points. Guarantee: first, this book was completed by me in 3 years, and it is the crystallization of my hard work; second, the content of the book is by no means a patchwork copy, but my own long-term thinking. Not long ago, This book was rated as the second prize of social science books by the Ideological and Political Work Research Association. Everyone can help. However, buying or not buying is completely voluntary and never forced. If you think this book is useful to you and you have financial resources, you can buy a copy. It is a favor for me. Thank you. I promote this book to everyone, not only Just because I want to complete my task, not because this is a book I wrote, but I believe that everyone can recognize this book with their own eyes. If it is a garbage book, I will definitely not recommend it to everyone. In addition, Whether to buy or not is completely voluntary. I believe in my ability, and I believe in everyone's vision."

The instructor was not a full-time salesman, but he was successful.His speech had an immediate effect, and more than 300 copies were sold in one go.

In a sense, his success lies in the fact that he expresses his sincerity properly, wins the trust of the audience, and praises him without losing the opportunity. The implication is: those who bought this book are all discerning people.The success of this sales promotion also shows that it is more important to learn to express sincerity in speech than to simply pursue fluency and excitement.

For salespeople who take dealing with people as their profession, praise is the source of friendship and an ideal glue. It will not only unite old acquaintances and old friends closer together, but also connect strangers together. together.

Impressing each other with sincere and sincere language is a language expression method widely used in the sales industry.The sincerity here not only includes the meaning of "truth", but more importantly, there must be "truth".

Authenticity, sincerity and sincerity are the elements that must be paid special attention to when complimenting customers.Only by using truth as a foreshadowing and foundation, moving people with true feelings, and touching people with true feelings, can we achieve the purpose of persuading the other party while praising.Lu Xun said it very profoundly: "Only with a real voice can the Chinese and the people of the world be moved; only with a real voice can we live in the world with the people of the world."

There was a 5-year-old girl who made her singing debut in a church performance.She has a beautiful singing voice, and her genius has been cultivated from the beginning.When she grew up, her family learned that she needed professional vocal training, so they hired a famous vocal teacher to train her.This teacher has profound attainments, and few people can match him.He is a very demanding teacher.Whenever the girl thinks about giving up or the rhythm is slightly wrong, he will correct her carefully.As time passed, her admiration for the teacher grew.Even though there is a big age difference between the two parties, he is more strict than encouraging, but she still marries him in the end.He continued to teach her after marriage, but her friends found that her beautiful and natural intonation had changed, with a tense, hard quality, instead of the clear and melodious tone it used to have.Gradually, the opportunities to invite her to sing became less and less.In the end, they hardly invited her anymore.

At this time, her husband, also her teacher, died.In the following years, she sang little or not at all.Her talents were rarely used until another salesman courted her.Sometimes, when she was humming a ditty or a melody, he would marvel at the beauty of the singing:

"Sing one more song, dear, you have the most beautiful voice in the world."

He always said that.In fact, he probably didn't know if she sang well or badly, but he really liked her singing so much that he kept praising her, and her confidence started to come back, and she started singing all over the world again.She later married the "good finder" and resumed her successful singing career.

The salesman complimented her sincerely and sincerely, and heartfelt compliments are actually the most effective teaching and motivation.Praise is an art, and its charm is believed to be irresistible to anyone.

Man is an advanced animal with emotions.Emotion is an important part of people's psychological process. It is the inner experience of people whether others and external objects meet their needs.This inner experience is situational and immediate.The generation of emotion requires external stimulation. According to research, words full of true feelings are the most powerful weapon to arouse emotions.Using the speech strategy of true feelings can smoothly promote the emotional resonance of both parties, make the relationship harmonious and form a good communication atmosphere; it can quickly promote the corresponding perceptual knowledge of both parties, and form and consolidate a certain attitude tendency and concept belief; Prompting people to put some behavior motivation into practice and respond positively provides a scientific basis for the beneficial effect of praise.Russian writer Tolstoy said: "Sincere praise not only affects people's feelings, but also plays a huge role in people's reason."

(End of this chapter)