Question 2: How to open a topic with a customer, learn some simple physiognomy, quickly analyze this person's personality through intuition of the other person's face, make a judgment on this person, and find a breakthrough, for example,' eyebrows' are usually related to health and status; Eyes are related to a person's willpower and kindness; The nose is related to a person's wealth and health; Mouth is related to a person's happiness, food and wealth, as well as noble luck; Ears are related to a person's life. I believe that as long as we break the deadlock and get closer, we can talk about the next topic!
Question 3: How to chat with customers? 1, open your personality. Doing sales requires a completely cheerful personality. When I say cheerful, I don't just talk about it, but I want to have an optimistic attitude, a firm belief, and most importantly, I want to have super confidence and even narcissism, because selling is selling confidence! Think about it, every phone call you make is a sales promotion and a negotiation, and negotiation is a contest of mutual thinking. If you don't have confidence, you will retreat and finally give up. Every time you call, you think it may be a refusal. If you are afraid of rejection and don't cheer up, you may give up in the end. Get up every morning, take a deep breath in front of the mirror and praise the people in the mirror. You will feel really good, and most of your self-confidence is cultivated by yourself!
Talk with a smile, talk more, and don't be afraid to say the wrong thing. Courage and conversation in sales are not innate. Every salesman is trained through constant conversation. I'm not talking to friends, I'm talking to customers. You can learn a lot and sum up a lot of experience. Even chatting with customers is to enhance their feelings. Remember, talk more! And said with a smile, even if the customer can't see you, because he can feel sincerity.
3. Avoid rejection. Rejection is the most common situation in sales work. Imagine that if all customers accept your products, there is no need for the sales department to exist. It is precisely because customers also have a choice that they will refuse you. Your job is how to make customers reject you, not reject you, and finally accept you and choose you. What you can do is how to avoid rejection as little as possible.
When talking with customers, try not to say topics that customers can answer with "yes" and "no". Let the customer's topic open, the customer speaks, and you are basically accepted. Even if you have to answer questions with "yes" and "no", try to get customers to say "yes!" To sell air tickets, you can't ask, "I'm XXX." Does your company need air tickets? " I am XXX. You must always book air tickets here! Yes, a big company like you must have an air ticket agent partner, right? -"Yes, what can I do for you?" -"If we can provide better service, will you consider giving us a chance to compete?" At this time, no matter whether the customer refuses or not, we must continue the topic! No, we have a good cooperation and don't want to change it. Our service is faster, the routes are more ideal and the prices are more affordable. Why not consider it? " . . . . In short, let customers talk more. He may not accept you after work, but you can definitely find better communication skills!
Question 4: How to find a topic when communicating with customers? How to find a topic to stimulate * * *
In the process of doing things, you should be good at finding topics when you speak. Someone said, "You should learn the skill of finding words without words in conversation." The so-called "talking" means "talking" When writing an article, if you have a good topic, you will often have a lot of ideas. Conversation, with a good topic, can make the conversation harmonious and comfortable. A good topic is the medium of initial conversation, the basis of in-depth discussion, and the beginning of an indulgent talk. The criteria for a good topic are: at least one party is familiar and can talk about it; Everyone is interested and loves to chat; There is room for discussion.
So, how to find the topic?
1. Central flowering
In the face of many strangers, we should choose the events that everyone cares about as the topic and aim the topic at everyone's excitement center. This kind of topic is something that everyone wants to talk about, loves to talk about and can talk about. Everyone has something to say, and naturally they can talk nonstop, which leads to many people speaking and "language flowers" splashing.
Step 2 make an impromptu introduction
Ingeniously borrow some materials from that time, place and person to start a dialogue. Some people improvise with each other's name, hometown, age, clothing, room, etc. , and often can achieve good results. The advantage of "impromptu introduction" method is flexible and natural, and the key is to be witty and able to associate from one place to another.
3. Throw a stone into the river, find out the water depth and go forward, then you can cross the river with confidence; When talking with strangers, ask some "stone-throwing" questions first, and then have a purposeful conversation after a little understanding, so that you can speak more freely. If you meet a strange neighbor at the party, you can first "throw stones" and ask, "Are you and your host fellow villagers or old classmates?" No matter whether the first half of the question is right or the second half is right, you can talk along the right; If all the questions are wrong and the other person replies that they are "old colleagues", then we can continue to talk.
Follow the fun and get to the point.
Ask strangers about their interests, ask questions according to their interests and get into the topic smoothly. If your opponent likes playing chess, you can talk about the fun of playing chess, the use of cars, horses, guns and so on. If you know a thing or two about playing chess, you will definitely be opportunistic. If you don't know much about chess, this is also an opportunity to learn. You can listen attentively, ask questions in time and open your eyes. There are many ways to start a topic, such as "borrowing the topic" and "improvising". "From emotion to topic" method, and so on. You can subtly trigger a base from something, a scene or an emotion. Initiate a topic, such as "drawing lines" and "inserting road signs". The key point is to quote, with the aim of drawing out the dialogue of the other party.
When you entrust a stranger to do something, you must try to shorten the distance, get to know each other as much as possible in a short time, shorten the distance between each other and try to get along emotionally. Confucius said, "No common goal, no common goal, but different ways." Only by sharing the same interests can we talk. There are many beautiful talks about "love at first sight" in our country. Strangers can speculate when they speak. We should make a fuss about the word "old" and change "life" into "old". There are many ways to do this:
(1) Cut into the situation at the right time, don't miss the opportunity to speak, insert the dialogue at the right time, and "express yourself" at the right time, so that the other party can fully understand themselves. Conversation is a kind of bilateral activity, and it is also difficult to talk deeply just by getting to know each other without letting them know themselves. If strangers can learn from your "interrupting" conversation, the two sides will get closer, cut in at the right time, and give your knowledge to each other actively and effectively, which actually conforms to the principle of "complementarity" and lays the foundation for "blind date"
(2) Use the media to find the media between yourself and strangers, so as to find the same language and shorten the distance between them. If you see a stranger with something in his hand, you can ask, "What is this? ..... It seems that you must be an expert in this field. I have a question for you. " Show a strong interest in everything else, show yourself through the media, and the dialogue will go smoothly.
(3) Leave room for the other party to interface, so that the other party can feel that the hearts of both sides are interlinked and the conversation is harmonious, thus shortening the distance. Therefore, when talking with strangers, don't talk about your point of view to death, but accept it with an open mind and welcome discussion.
Language is an art. If you master the art of language, the problem of how to communicate with people will be solved. As the saying goes, "three winters are warm and June is cold." Respecting each other is a prerequisite for a successful conversation. Of course, you should also master some important conversation skills. Whether in daily life or in the workplace, good communication is the first step in interpersonal relationship. Only good communication can have the opportunity to establish good interpersonal relationship with others.
First, learn to listen. Don't interrupt others casually. The ideal interpersonal relationship is to establish ... >>
Question 5: How to find the topic with customers, especially in sales promotion. Sales staff are mostly unfamiliar customers, and communication itself has certain obstacles. If there is no linguistic connection and no topic of interest to the other party, it will be more difficult to communicate. Everyone wants to get along with people who have a common language with them, and so do customers. When communicating with them, salespeople must find a topic with the same language. Only by focusing on one topic can we attract customers' interest. So as to get a deeper understanding of customers and gain the trust of each other more easily. In short, before communicating with customers, determine a topic of mutual interest in advance, and then have an in-depth conversation around this topic. Salesman pk Show Salesman Serena Serena is a salesperson of a health care product company. One day he went to visit a customer and directly promoted the product as soon as he entered the door. "Hello, Miss Liu, I am the sales representative of XX Company. This is a new product of our company. It is durable, nourishing yin and blood, and is very suitable for ... "Miss Liu:" We don't need this kind of thing. " Serena: Do you want to see the product information first? Customer: "I'm very busy now, so I don't have time to look at your things. Please leave here at once ..." "Xiao Yang, a salesperson, is also a salesperson of this health care product company, and his sales promotion method is completely different from Serena's. One day, she saw a pregnant woman and an old woman sitting on a bench by the river in a residential area, pretending to casually ask a person walking around the corner: "Is that like mother and daughter?" "They look really alike." The man said, "It's just mother and daughter. My daughter will be born soon, and my mother will come from my hometown to take care of her ... "At this time, Xiao Yang went to the green space and kindly reminded the pregnant woman:" It's a little cold outside. Sitting in a chair for too long is not good for your health. " The pregnant woman looked at Xiao Yang in surprise and said, "Thank you!" "I may not feel anything now, but I will feel uncomfortable in the future." Later, he turned to the old lady: "Young people nowadays don't pay much attention to these things. It will be much better to have your reminder and concern. " ..... When they talked about the topic from pregnancy and postpartum precautions to postpartum physical recovery, and then talked about increasing nutrition for the elderly, Xiao Yang and the mother and daughter chatted happily. Next, the mother and daughter have begun to look at Xiao Yang's product information and samples ... It can be seen that introducing products to customers like reciting texts from the beginning is doomed to failure. Because the two sides haven't found a common topic with each other, this requires the sales staff to start with caring about the needs of customers. For example, Xiao Yang first analyzed the actual needs of pregnant women and accurately grasped the strongest needs of customers, thus finding a topic of * * *. When writing an article, with a good topic, the author will be full of fun, communicate with people, and with a good topic, the conversation will be free. Facts have proved that in the process of communicating with customers, salespeople must learn "the ability to find words without words". The so-called "finding words" means "finding topics". Find the same language as customers and find topics that can excite customers. So, what is the standard of a good topic? What is a good topic? The standard of a good topic is; Both sides are interested and there is room for discussion. Only in this way can the conversation become more interesting and speculative, causing "* * *" on both sides. Next, let's take a look at what common topics salespeople have when talking with customers. Topics of interest to customers: customers' work, customers' achievements in their work, bright future, etc. Customer's industry, for example, how is your industry now? How did you get into this industry? General customers are willing to communicate or ask for your advice. For example, the customer's health reminds the customer to pay attention to the maintenance of himself and his family. The customer's family asks the customer's children or parents information, such as how old the child is this year, the school situation, and whether the parents are healthy. Customer's hobbies refer to customers' main hobbies, such as customers' sports, entertainment and leisure ways. Customers' past memories, such as mentioning customers' hometown or the most unforgettable past events, are used to talk about the current focus issues of public concern, such as whether real estate prices have risen and how to save energy. For example, current affairs news, quickly browse the newspaper every morning, and when communicating with customers, first bring the important news just learned through the newspaper to talk to customers. Having a good topic doesn't mean that we can communicate well, because whether a topic is interesting or not varies from person to person. ......& gt& gt
Question 6: How to open a topic with customers? Breaking the ice means opening your mouth first, opening your silence and saying something. What everyone cares about is the image of smiling like me.
Question 7: How to make yourself have more topics to chat with customers? Before talking to potential customers, marketers need appropriate opening remarks. The opening remarks can almost determine the success or failure of this visit. In other words, a good opening speech is half the battle for a salesman. After years of marketing and consultation, the author has summarized the following items for reference only: 1. Knock on the door with money. Almost everyone is interested in money, and the way to save money and make money can easily arouse customers' interest. "Manager Wang, I'll tell you how to save half of the electricity bill." "Director Li, our machine is faster, consumes less electricity and has higher accuracy than your current machine, which can reduce your production cost." "Manager Chen, are you willing to save 50,000 yuan on towel production every year?" 2. Sincere praise from the heart Everyone likes to hear nice words, and customers are no exception. Therefore, praise has become a good way to approach customers. When praising prospective customers, you must find out the features that others may overlook, and let prospective customers know that your words are sincere. If a compliment is insincere, it becomes flattery, and the effect is definitely not good. Praise is harder than flattery. You must think clearly first, not only with sincerity, but also with established goals and sincerity. "Mr. Wang, your house is really beautiful." This sentence sounds like flattery. "Mr. Wang, your hallway is really unique." This sentence is a compliment. Here are two examples of opening remarks praising customers. "Manager Xu, I heard from Manager Zhang of XX Company that now is the best time to do business with you. He praised you as a warm-hearted and frank person. " "Congratulations, Yang Zong. I just read your special report in the newspaper. Congratulations on your election as one of the top ten outstanding entrepreneurs. " 3. Using curiosity Modern psychology shows that curiosity is one of the basic motivations of human behavior. Liu Jiaoshou of Jackson State University said, "Exploration and curiosity seem to be the nature of ordinary people, and mysterious things are often the objects that everyone is familiar with and concerned about." Things that customers are unfamiliar with, don't know, don't know or are different often attract people's attention, and salesmen can use everyone's curiosity to attract customers' attention. A salesman said to a customer, "Mr. Chen, do you know what the laziest thing in the world is?" The customer is confused, but also curious. The salesman continued, "it's the money you hide and don't use." They could have bought our air conditioner and let you spend a cool summer. A carpet salesman said to his customers, "You can carpet your bedroom for 16 cents a day. "The customer was surprised, and the salesman went on to say," Your bedroom is 12 square meters, and the carpet price in our factory is 24.8 yuan per square meter, so it needs 297.6 yuan. "Carpets in our factory can be laid for 5 years, 365 days a year, so the average daily cost is only 16 cents." The salesman creates a mysterious atmosphere, arouses the curiosity of the other party, and then, when answering questions, skillfully introduces the products to the customers. Use a third person to attract attention and tell the customer that it is the third person (the customer's relatives and friends) who wants you to come to him. This is a roundabout tactic, because everyone has the mentality of "looking at the Buddha instead of the monk", so most people are very polite to the salesmen introduced by relatives and friends. "Mr. Ma, your good friend Mr. XXX asked me to come to you. He thinks you may be interested in our printing machinery because these products have brought many benefits and conveniences to his company. " Although it is very useful to publicize your own methods under the banner of others, you should pay attention to the truth and not make it up yourself, otherwise once the customer checks it up, it will reveal clues. In order to win the trust of customers, it would be better if you could show your business card or letter of introduction. For example, people's buying behavior is often influenced by others. If a salesman can grasp the customer's psychology and make good use of it, he will certainly receive good results. After Director Li and General Manager Zhang of XX Company adopted our suggestions, the company's operating conditions have been greatly improved. Take famous companies or figures as an example, you can build your own momentum, especially if the examples you cite happen to be enterprises that customers admire or have the same nature, the effect will be more remarkable. 6. Keep asking questions. Salesmen ask questions directly to customers and use them to attract customers' attention and interest. "Director Wang, what do you think are the main factors affecting the quality of your products?" Product quality is naturally one of the most concerned issues for the factory director. The salesman's question will undoubtedly guide the other party into the interview step by step. When using this skill, it should be noted that the questions raised by the salesman should be the most concerned questions of the other party, and the questions must be clear and specific, and can't be said ... >>
Question 8: In sales, how to close the distance with customers, how to start a topic and guide customers to buy goods? 100 points as sales, the most routine is to sell products, and the highest level is to let customers recognize you and trust you. Of course, after trusting you, as long as he has this demand, he will definitely give priority to your product. Or buy it directly from you. This is the most stable customer relationship.
Judging from the above problems, what you need most now is how to communicate with customers. Personally, I suggest you pay more attention to news and current affairs, weather, children's health and the health of the elderly. When meeting customers, there will be many topics to talk about. After getting to know your customers a little, you can guide them to realize the advantages of your products and understand their real needs and concerns. Then recommend some products suitable for him, so the success rate will be much higher. If you are a big engineering client, you need to know more. The customer's personality should also be analyzed to suit his own interests.
In addition, in normal work, we must constantly sum up and analyze in order to grow rapidly. You can also ask more colleagues in the company, and it will be better to promote it in combination with your own actual situation. I hope I can help you. Good sales also take time to accumulate. Don't worry. Quiet and far-reaching, good luck.
Question 9: How to approach customers quickly? You are a customer. Of course, you don't like salespeople with a clear face, so first of all, you should smile and don't pretend, because you can see that the smile is far-fetched, hehe! If you reach out and don't hit the smiling face, he will do whatever he wants and won't embarrass you!
Take real estate as an example. Customers care about the price. Even if they have money, they will not be so generous as not to feel sorry for tens of thousands. But no one wants others to look down on themselves. First of all, talk about the benefits of the house. Although Wang Po, if the house is luxurious, you can say: This house is luxurious and noble. . . It's common, that is, it's economical or something. Don't look down on customers. Anyway, they all want to be equal in the eyes of others. This is the minimum!
Question 10: How to find the topic that customers are interested in? Only those topics that can arouse customers' interest can make the whole sales communication full of vitality. Generally speaking, customers will not be interested in your products or enterprises immediately, which requires salespeople to find topics of interest to customers in the shortest time, and then wait for an opportunity to elicit their own sales purposes. For example, sales staff can start from the aspects of customers' work, children's families, major news and current affairs, etc., to activate the communication atmosphere and increase customers' goodwill towards you. Usually, salespeople can arouse customers' interest through the following topics: mentioning customers' main hobbies, such as sports and entertainment. Talk about the customer's work, such as the customer's achievements in the work or the bright future. Talk about current news, such as browsing the newspaper quickly every morning, and when communicating with customers, first bring the important news just learned through the newspaper to chat with customers. Ask the information of the customer's children or parents, such as how old the children are, the school situation, whether the parents are healthy, etc. Talk about the focus of public attention at present, such as whether the real estate price is rising and how to save energy. Catch up with customers, such as mentioning customers' hometown or the most unforgettable past. Talk about the health of customers, such as reminding customers to pay attention to the maintenance of themselves and their families. For the topics that customers are very interested in, salespeople can understand them through clever inquiry and careful observation and analysis, and then introduce the same topics. Therefore, it is very necessary for salespeople to spend some time and energy to study customers' special preferences and tastes before communicating with customers, so as to be targeted in the communication process. For example, Ma Xiao, a car salesman of a company, met a potential customer at a big auto show. By observing the words and deeds of potential customers, Pony analyzed that this customer is very interested in off-road vehicles and has high taste. Although Pony handed the company's product manual to the customer, the potential customer never gave Pony any reply. Pony tried to call twice, and the client said that he was very busy at work and would go to the shooting range in the suburbs with his friends at the weekend. Later, after many inquiries, Xiaoma knew that this customer loved to shoot. So, Pony searched a lot of information about shooting on the Internet. After a week, Pony not only learned a lot about all the famous shooting ranges around him, but also mastered some basic shooting skills. When I called again, Xiaoma didn't say anything about selling the car, but told her client that she "accidentally discovered a shooting range with special facilities and beautiful environment". The second weekend, Pony successfully met the client at that shooting range. Pony's shooting knowledge made the customer sit up and take notice of him quickly. He lamented that he had "found a bosom friend" on his way back to the city, and the customer volunteered to say that he liked driving a luxury off-road vehicle. Pony told the customer, "Our company has just launched a new luxury off-road vehicle, which is the most personalized and tasteful vehicle on the market at present ..." A good sales communication was thus formed. When looking for topics that customers are interested in, salespeople should pay special attention to one point: to make customers interested in a topic, you'd better be equally interested in it. Because the whole communication process must be interactive, otherwise the specific sales target cannot be achieved. If only one customer is interested in a topic, but you show no interest, or you deliberately show love when you are rejected, then the enthusiasm and enthusiasm of customers will immediately cool down, and it is difficult to achieve good communication results. Therefore, salespeople should cultivate more interests and accumulate more knowledge in all aspects, at least cultivate some interests that are more in line with the public's tastes, such as sports and some positive entertainment methods. This way, when you communicate with customers, you won't be stretched, and you won't make customers feel that communication with you is very dull. Special reminder: you should show your concern for customer needs at the first time, not just your own sales. When you show special concern for customers' anxious problems, customers will have a good impression on you, thus narrowing their psychological distance. Study customers' preferences in advance, start with the topics they are interested in, and then consciously lead to the topic of sales communication. Usually pay attention to cultivate your various hobbies, or you can learn some knowledge temporarily according to your customers' preferences, so don't fight unprepared. Make yourself interested in customers' needs or concerns, and keep positive and enthusiastic in the whole communication process ... >>