The Devil's Conversation Learning: Instantly Become Friends with Strangers

Chapter 27

This is a roundabout tactic, telling the customer that it is a third party (the customer's relatives and friends) who wants us to come to him.Everyone has the mentality of "seeing the Buddha's face instead of the monk's face", so most people are very polite to the salesmen introduced by relatives and friends.For example: "Mr. He, your friend Mr. Zhang asked me to come to you. He thinks that you may be interested in our printing machinery, because these products bring a lot of benefits and convenience to his company." In addition, we are using this When using this method, you must pay attention to the fact that there must be real people, and you must not fabricate it yourself, otherwise, once the customer checks it, it will be exposed.In order to win the trust of customers, it will be more effective if you can present the referrer's business card or letter of introduction.

Seventh, provide a case approach
People's buying behavior is often influenced by other people. If a salesperson can grasp the customer's psychology and make good use of it, he will definitely get good results.For example, we can say to our customers: "Director Li, after Mr. Zhang of ×× company adopted our suggestion, the company's business situation has improved a lot." Taking famous companies or customers as examples, we can strengthen our reputation.Especially if the example we give happens to be a company that the customer admires or has the same nature, the effect will be even more significant.

Eighth, the provision of information law
Salesmen provide customers with some helpful information, such as market conditions, new technologies, new product knowledge, etc., which will attract customers' attention.This requires the salesperson to stand on the customer's standpoint, consider the customer, read newspapers and periodicals as much as possible, grasp market trends, enrich their knowledge, and train themselves to become experts in the industry they are engaged in.The customer may have dealt with the salesman, but he has great respect for the expert.For example, we say to our customers: "I saw a new technological invention in a certain publication, and I think it is very useful for your factory." The salesperson provided information to the customer, cared about the interests of the customer, and won the respect of the customer. and goodwill.

Ninth, ask for advice and strike up a conversation
Salesmen can also use the method of asking customers questions to attract customers' attention.Some people are good teachers, always like to instruct, educate others, or show themselves.The salesperson can intentionally find some questions that he does not understand, or ask the customer for advice while pretending not to understand.Generally, customers will not refuse salesmen who are open-minded and ask for advice.We can say: "Mr. Wang, you are an expert in computers. This is a new type of computer developed by our company. Please guide me if there are any problems in the design." After receiving such a compliment, the other party will take over the computer data and discard it. Turn over, once you are attracted by the advanced technical performance of the computer, the probability of successful sales is very high.

Tenth, greeting opening remarks
Greeting opening remarks are the most common type of opening remarks.It is actually a kind of politeness to say a few pleasantries when meeting, and it is also a relatively important issue in contact with customers.Greetings allow the salesperson to understand the basic information such as the customer's identity, personality, place of origin, hobbies, etc., which will be of great help to the salesperson in the next sales work.Greetings, as the "lead" of conversation, have the function of throwing bricks and attracting jade.Appropriate greetings can win the favor of customers and make the communication go smoothly.When a salesman deals with a customer for the first time, the first etiquette is to greet the other party before proceeding with the following transaction.However, it should be noted that when greeting customers, the words should be tactful and just right, and the words should not be too much.

No.11, emphasizing the different method
Salesmen should strive to create new sales methods and sales styles, and use novel methods to attract customers' attention.A life insurance salesman in Japan printed the number "76600" on his business card. The customer felt strange and asked, "What does this number mean?" The salesman asked back, "How many meals have you eaten in your life?" A customer could answer it, and the salesman went on to say: "76600 meals have been eaten! Assuming that the retirement age is 55 years old, according to the average life expectancy of Japanese people, you have 19 years of meals left, that is, 20805 meals..." This A salesman attracts a customer's attention with a novelty business card.

No.12, performance display method

The salesman uses a variety of dramatic actions to demonstrate the features of the product that best attract the attention of the customer.A salesman of fire protection supplies was not in a hurry to speak when he saw the customer. Instead, he took out a fireproof clothing from his bag, put it into a large paper bag, and immediately lit the paper bag with fire. After the paper bag was burned, the inside The clothes are still intact.This dramatic performance aroused great interest from customers.If the salesman who sells high-end ties just says "this is a high-end Jinzhong brand tie", it will definitely have no effect, but if the tie is crumpled up and then easily flattened, say "this is a gold bell tie".
Bell Premium Necktie" can leave a deep impression on people.

No.13, using the gift method

After seeing the customer, the salesperson is not eager to introduce the product, but first gives a small gift related to the product.This can not only eliminate the strangeness of customers, but also allow customers to understand the product indirectly.This method can attract the attention and interest of customers, and the effect is very obvious.A salesperson sees a customer walk into a car showroom.Salesperson: "Hello, this is a beautiful picture book specially made by us to celebrate the launch of new products. All customers who come to our store can get a copy for free..." Customer: "It seems a lot more convenient..."

In a word, a good start is half the success. The first sentence we strike up a conversation with a customer determines whether we can win the like and trust of the customer, so we must say yes.It is worth noting that no matter what method is used to strike up a conversation, it must be guaranteed to arouse sufficient interest from customers.The conversation should be moderate and decent, and don't arouse the customer's resentment.The strike up conversation should be short, don't waste too much time of the client, and don't play tricks on it.

Further reading: Eight false openings to avoid
(1) Negative negation.A negative opening statement is a suicidal opening statement.For example, you say: "I hope everyone will not waste time listening to my speech, but I am indeed not well prepared." How this kind of opening will end can be imagined.

(2) Use professional vocabulary.Don't scare the audience with those weird, unfamiliar words at the beginning, their interest will be scared away by your professional and seemingly advanced remarks.Unless the actual need of the opening, you don't need to show that you are rich and unfathomable at the beginning, such an opening will also lead to the end of the speech in failure.

(3) Apologize.Expressing apology is one of the worst opening lines, such as: "I'm sorry, I'm going to just have a few words for everyone, because I'm short on time." If you start like this, it shows that you are self-centered .Don't the audience have the right to listen to your speech?Or you say, "I'm sorry that instead of the original speaker, I'm standing here." Do you think this will work for the audience?
(4) JOKE.It's hard to make people laugh, especially if the humor is relevant to your speech.Sometimes opening with humor can be a bit of a low bet that doesn't pay off.Unfortunately, many people like to start with humor, as if there is no other option.Those who succeed in making their audience laugh act as if they are welcomed by them when they are not.Because they are like watching a farce, and after watching it forget what it is about and who the performers are.

(5) It is difficult to express yourself on the subject of your speech.No matter what topic you choose, no matter how tricky your opening subject is, don't tell your audience, "I don't know how to handle this topic." Are you afraid that you will make mistakes in your speech and be laughed at by authority?Now that you have chosen the subject, it must be familiar to you, unless your opening statement was prepared for you by someone else.These words of yours undermine the persuasiveness of your speech, and since you have chosen the subject, tell your audience with confidence.You are the authority on the subject you speak about.

(6) Treat audiences differently.Some people like to specifically mention those important figures sitting in the audience at the beginning, whether they are government officials, academic authorities, or people of high moral standing.But you must not treat the audience differently, and do not let the audience think that they are underestimated, fully show your respect and concern for them, otherwise you will lose the interest and trust of most of the audience.

(7) CLICH.Don't use clichéd, uninspiring words.Some speakers like to use fashionable and vulgar words as their opening remarks. In fact, such opening remarks will only make the audience disappointed and bored with you. Try to give the audience a fresh feeling.

(8) Tell the audience that you are forced.We all have the feeling that when you're forced to do something, you generally can't do it well.Some speakers often tell the audience at the beginning that he was forced to give this speech. This sentence shows that you feel helpless and negative about being forced to speak.In this case, it is not an easy task to keep the audience interested in what you have to say.Therefore, avoid choosing such an opening statement.

06．Picking up a conversation on the phone is a shortcut, allowing customers to take the initiative to close the deal
The invention of the telephone has changed the lives of many people, shortening the distance between people, shrinking the space, and saving a lot of time.For modern people who "time is money", making full use of the phone to strike up a conversation and further communicate, if an appointment can be made in the process, it will be a qualitative leap.The telephone is a fast and convenient communication tool. It only takes three to five minutes to complete the communication through the telephone, and can get in touch with more than a dozen potential customers within an hour. In this way, the trouble of going around in circles is avoided and time is saved.

For sales and business personnel, through telephone contact, we can filter out unsuitable customers, understand the views and positions of the other party in advance, and make preparations in advance, which is helpful for the use of strategies during interviews; at the same time , Planned and courteous telephone interviews can create opportunities for interviews, and through pre-arranged interview strategies, lay a good foundation for selling policies.In addition, using the telephone to make appointments with customers is also in line with the communication rules of modern people.The competition in modern society is very fierce. If you want to be invincible, you must keep making progress.Therefore, everyone is busy, and every second counts, and the arrangement of time has become a routine.Abrupt visits are often unwelcome, while telephone appointments are in line with etiquette and can leave a good impression on the other party.

In fact, approaching customers by phone and making an appointment is a problem that confuses many salesmen, because they are always rejected and feel that sales cannot go on, and no one will give us a chance to meet.But smart salesmen know that "opportunities are won by themselves, not by others."Therefore, if we want to take the first step of sales well and have a wonderful walk, we must, like a gold medal salesman, do a good job of preparation before the phone call, and it is important to have the coping skills when we are rejected.Only in this way can we effectively strike up a conversation and increase the probability of meeting customers!

First, analyze customers and prepare materials

Before we make a call, we usually have to analyze the customer information in hand, such as the size of the company, whether it is a well-known company, whether it has a website, whether it is a free mailbox or a corporate mailbox, and so on.Then, according to the preliminary understanding, prepare the corresponding information, that is, the products to be recommended to the other party in a while.Prepare all the stationery you need to use when making a phone call, for easy use at any time, such as a signature pen, a notebook, to write down customer information, or even a copy of the speaking order to teach you how to make a call.For friends who are trying for the first time, it is difficult to speak before they are familiar with the opening remarks.It will be more convenient if you read it according to the speech.

Second, write the phone script
During the whole call, we need to ask a series of questions, so that we can take the initiative of the call, and secondly, we can avoid giving customers a strong sense of sales.

Third, clarify the purpose

Clarify the purpose of calling the customer.Let the customer talk as much as possible, and then recommend it to him after you understand his needs. You must stand from the customer's perspective.

Fourth, use communication skills to avoid rejection

Clients are usually on the phone and keep refusing to see each other over and over again.But gold medal salesmen are good at opening the door of customers with the right words for different customers.They can give the person on the other end of the phone line a "sight" in a short period of time, allowing the other party to "see" or "feel" the sight message you send.Here's some advice for clients who don't want to book an in-person appointment. It's based on investment advisor phone market research reports, but it should apply to other aspects of your business as well.Let's look at the following situations.

The client says, "I don't have time!" The marketer should say, "I understand! I'm always running out of time too! But it only takes 3 minutes to convince you that this is an absolutely important issue to you..."

The customer said: "I'm not interested." The marketing expert said: "Yes, I completely understand. Of course, you can't be interested in something that you can't believe in or don't have much information on hand. It is very important to have doubts or questions. Reasonable and natural. Let me explain to you, what day of the week is appropriate?"

The customer said: "How about sending me the information?" The marketing expert: "Mr. ××, our materials are all carefully designed outlines and drafts, which must cooperate with the instructions of the commissioner, and each customer must be processed separately. Revising the personal situation is tantamount to tailoring the clothes. Therefore, it is best for me to come and see you on Monday or Friday. Do you think it is good morning or good afternoon?"

The customer said: "I'm sorry, I can't make money!" The marketing expert said: "Mr. X, I know that you are the only one who knows your financial situation best. However, it will be the most beneficial for the future to make a comprehensive plan now. Can I come and visit on Monday or Friday?" Or it can be said this way: "After all, there are not many people who want what they want, so we are now starting to choose a plan to create the greatest profit with the least amount of money, Isn't it the best guarantee for the future? In this regard, I am willing to contribute my own strength, can I come to see you next Wednesday or weekend?"

The customer said: "At present, we are still unable to determine how the business will develop?" The marketing expert said: "Mr. ××, let's not worry about the future development of this business. You can refer to it first to see what the advantages of our supply plan are. , is it feasible. Should I visit on Monday or Tuesday?"

The client says, "To make a decision, I need to talk to my partner first!" The marketing guru says, "I totally understand Mr. X, when can we talk to your partner?"

The customer said: "We will contact you again!" The marketing expert said: "Mr. ××, maybe you don't have much will at the moment, but I'm still happy to let you know that if you can participate in this business, How beneficial it will be to you!"

The customer said: "After all, do you still want to sell something?" The marketing expert said: "Of course I really want to sell something to you! However, Mr. ××, if it can bring you benefits and make you think it is worth buying , will sell it to you. Regarding this, should we discuss and study together? I will come to see you next Monday, or do you think it is better for me to come on Friday?"

The customer said: "Let me think about it first." The marketing expert said: "Mr. ××, in fact, haven't we already discussed the relevant points? Let me ask you bluntly what is your concern."

The customer said: "I'll think about it again, and I'll call you next week!" The marketing expert said: "You are welcome to call, Mr. ××, do you think it will be easier this way? I will call you later on Wednesday afternoon phone, or do you think Thursday morning would be better?"

(End of this chapter)