There are some similarities between people, such as the same hobbies, such as the same living environment, the same nature of work, the same hobbies, the same living habits, and even some physiological characteristics, such as big feet. You need to use your imagination to actively look for similarities with customers and make them feel close to you.
Many salespeople invite their customers to watch a ball game or take part in some other activities to enhance their personal feelings. Remember, on that occasion, it is more important to avoid talking about business, seize this opportunity to enhance mutual understanding, and if possible, invite the spouse of the customer, which will make the invitation more weighty. But just because you have a close relationship with the customer doesn't mean you can get his business order. However, if one day, your customer has to choose one of several competitors (including you, of course) as a supplier, he or she will probably choose his or her favorite salesperson to talk about business.
Ma Xiao, a car salesman in 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 car with the most personality and taste on the market at present …" A good sales communication was thus formed. Finally, the pony successfully got the car list.
The success of pony sales is that he actively seeks and finds the interest point with customers-shooting, and strives to cultivate his own shooting knowledge and form a "hobby" with customers, thus successfully gaining the trust and goodwill of customers. Of course, salespeople themselves should be interested in this and should study it. Otherwise, even if they find similarities, you have little knowledge about them, and you get stuck without saying a few words, which will not only help your conversation, but will make customers feel that you don't pretend to understand and are not trustworthy.
Expert guidance
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 and 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 current focus of public concern, such as whether the real estate price increases 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. 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.
Elements of effective communication
* * * The same hobby can bring the psychological distance with customers closer. In order to achieve this goal, salespeople need to be fully prepared:
1. Study customers' preferences in advance, start with the topics they are interested in, and then consciously lead to the topic of sales communication. 2. Customers or both parties are interested and willing to spend time talking together.
3. There is room for discussion, and it is easy to talk. You can turn to the topic of sales at an appropriate time.
4.*** Similarities should be natural, not far-fetched.
5.*** Similarity must have content, not just scratch the surface.
6. After the distance is shortened, I can return to the business theme in time and reach an understanding while the iron is hot.
7. Pay attention to cultivate your various hobbies and interests at ordinary times, or learn some knowledge temporarily according to customers' preferences, and don't fight unprepared. 8. Make yourself interested in customers' needs or concerns, and show enthusiasm in the whole communication process to infect customers' emotions.