How to let yourself talk to customers about more topics?

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 technique, we should pay attention to the questions raised by the salesman, which should be the most concerned issue of the other party. The question must be clear and specific, and the words should not be vague and ambiguous, otherwise it will be difficult to attract the attention of customers. 7. Provide customers with valuable information. Marketers provide customers with some helpful information, such as market conditions, new technologies and new product knowledge, which will attract customers' attention. This requires marketers to stand in the customer's position, think for customers, read newspapers and periodicals as much as possible, master market trends, enrich their knowledge, and train themselves into experts in this industry. Customers may deal with salesmen, but they have great respect for experts. For example, if you say to a customer, "I saw a new technological invention in a publication and found it very useful for your factory." Marketers provide information to customers, care about their interests and gain their respect and goodwill. 8. Timely product display Marketers use all kinds of dramatic actions to show the characteristics of products, which can attract customers' attention. A salesman of fire protection products was not in a hurry to talk after meeting a customer. Instead, I took out a set of fire-proof clothes from my bag, put them in a big paper bag, and immediately lit the paper bag with fire. After the paper bag was burned, the clothes inside were still intact. This dramatic performance aroused great interest from customers. The salesman who sells high-grade ties just said "this is a high-grade tie of XX brand", which has no effect. But if you knead the tie into a ball, then flatten it easily and say, "This is an advanced tie of XX brand", it will leave a deep impression on people. 9. Use products to arouse interest. Marketers use products to attract customers' attention and interest. The biggest feature of this method is to let the product introduce itself. Attract customers with the thrust of products. When the director of a township enterprise put the leather shoes with novel design and exquisite workmanship produced by the factory on manager Wang's desk, the manager couldn't help but brighten his eyes and ask, "Where was this made?" How much is a pair? "The salesman of Guangzhou Watch Shell Factory went to Shanghai Watch No.3 Factory to sell. They prepared a product box with exquisite and dazzling new products. After entering the door, they opened the box and attracted customers at once. 10. Ask the customer humbly. Marketers use questions to attract customers' attention. Some people are good teachers and always like to guide, educate others or show themselves. Marketers deliberately find some questions that they don't understand, or ask customers for advice without knowing it. The average customer will not refuse to ask for advice. "Cheng, you are a computer expert. This is a new computer developed by our company. Please give us your guidance. What's wrong with the design? " Take this compliment, the other party will take over the computer data and look through it. Once attracted by the advanced technical performance of computers, sales promotion is completed. 1 1. Giving small gifts Everyone has the psychology of being greedy for small and cheap, and gifts are marketed by using this psychology of human beings. Few people will refuse free things and take gifts as a stepping stone, which is both fresh and practical. Dr. Goldman, the most authoritative sales expert in the contemporary world, stressed that it is very important to say the first sentence well in face-to-face sales promotion. Customers listen to the first sentence much more carefully than the latter. After listening to the first sentence, many customers consciously or unconsciously decide whether to send the salesman away as soon as possible or continue to talk. Therefore, marketers should seize the attention of customers as soon as possible to ensure the smooth progress of marketing return visits.