Every other day at the same time, Qi Jia will come to this family again and immediately express his apology, saying, "I'm sorry I missed the opportunity to meet you yesterday. I have tried my best, but I still can't see you. " He is absolutely honest. He did try his best. He called on time as promised yesterday.
Qi Jia pointed out that you would be surprised that people make you bear your impolite mistakes. But at this moment, he is convinced that the deal is about to be reached. And if people can't face him because they stand up, then they are psychologically not ready to deal with a well-trained and enthusiastic professional salesman? Positive response to people's attitudes is a wonderful way for Qijia to create the best sales record of the year.
I want to further explain that he did this because he fully believed that the families he visited urgently needed the kitchen utensils he sold, which was a sign of self-confidence and optimism. He knows that this will save them some money, cooking time and provide valuable food value for their children. He sells goods with missionary enthusiasm. He is also familiar with human nature and can understand the reasons why they broke their word. Basically, his sales target has the demand to buy these kitchen utensils. But they think they can't afford this fee, and they are worried that they can't refuse the salesman, so the solution thrown by the salesman is to break the contract. This is the method of cultivating emotional response that Jin Kela told you.
Most people engaged in sales promotion will feel frustrated and frustrated because children interrupt their display. For example, children take out leaflets or samples from your suitcase and make a mess. Usually the parents of these children will say in a sympathetic tone: "Children!" Don't disturb other people's work. Usually the husband turns to his wife and says, "This child is really difficult! Take care of him! "Then, his wife will probably get up, take the child away and let him stay in his room. But three minutes later, the child will come and mess up the samples in the salesman's suitcase again. At this time, the couple will comb their children's hair and rub their hands, and then yell at them to be good. In this case, Qijia will be confident to complete the transaction, and there should be no problem. If the couple are trying to cope with the rampage of their 3-year-old child, how can they refuse to get a well-trained and enthusiastic professional salesman? Qi Jia also pointed out that such couples don't love their children very much, so they won't take action to ask him to be self-disciplined. On the other hand, Qijia is a child lover. He loves all children, especially those who are neglected. He will tell the couple, "Since your child doesn't like being standardized, it is necessary for you to provide him with the most nutritious food possible so that he can have a healthy body. "Obviously, this is an attitude that salespeople should pay attention to. What you need is an understanding of human nature and useful common sense. If you think about it carefully, you will know that this is the most commonly used promotion method for well-trained and enthusiastic professional salesmen. Of course, he will keep thinking hard until he can recognize his situation and respond positively.
If you sell directly face to face, and you have dealt with one problem after another. Whatever it is, you can handle it. Finally, the customer turned to his wife and said, "Oh, Martha, it's no use what you say. He is a know-it-all! " Or in a more complicated environment, he will say to you, "You must be well prepared. You have an answer to everything I ask. " If this happens, you will face a major choice. You can satisfy yourself or decide to make a deal. But you can't have both. When he said, "You can answer anything." You can grin and say, "Actually, I was number one this month, and so was last month." Otherwise, you can make a deal in other ways.
If you have the above reaction, you are only satisfied with yourself, and that's how you are satisfied. When your customer says "You know everything", if you want your career to be by going up one flight of stairs, you should lower your voice, see what his eyes are saying, and then say slowly and gently, "Sir, I really appreciate what you said, and I will take it as a compliment. But in fact, many people ask questions that I can't answer. The reason why I am interested in sales promotion is that I can answer your questions. You want it, don't you? " Remember, when you speak, you should nod your head as you speak. My friend, such a program is minimal in meaning, but it will gain something. If you sincerely believe what you say.
However, ordinary things may develop and apply your creativity, which is also a reaction. This matter can be explained from the opposite side. It is often exciting when your salesman or shopkeeper knows the customer's needs and tries his best to solve them. For example, when you are at Taylor's coffee shop or inkstone gas station, you can still get special service even if these gas stations are self-help. When Mr. and Mrs. Jin Kela stopped at the gas station to refuel, the lady asked Jin Kela for the car number. Because Jin Kela never noticed, Jin Kela had to go back to the car and bring her the photos. She wrote Jin Kela's travel photo number on a piece of white adhesive paper and stuck it on the back of Jin Kela's credit card. She explained: From now on, you will know your passport number. It's so touching. Then she took out a board with a piece of paper on it. She explained that he wrote all the travel photo numbers of local customers on it so that they didn't have to walk back to get their travel photos, especially in bad weather. It is not the collapse of the earth, but one of the "small things" that can make customers return to the store again and again. This is the only way to build a professional sales career. This method is often used for good people, understanding and ambitious people. One of the most creative sales that Jin Kela has ever seen is the ingenious method of Hall Cross, the founder of "American Sales Master". His method is to sell pots, porcelain and crystals to single women through universities. After the exhibition, he smiled and read the following poem to potential customers:
The story I'm going to tell is true,
I am the only person alive who can tell you this story.
You'll know I'm telling the truth,
As soon as I finish.
Because I never lie or exaggerate the facts,
Just like any other salesperson.
If you don't buy this pot from me,
You will spend money on chocolate, cola, filter-tip cigarettes, beautiful clothes and movies.
Then you will look back and find that coke and cigarettes have gone to the trash can.
Your bankbook will show that your cash has flowed out.
To make matters worse,
You will find your own cooking,
From thin or tin cans, lead cans and repair cans,
Nobody is decent, and nobody can cook decent food.
So everyone said, "Well, what can I do?
Except to buy some from you. "
Most of them do this,
I have good news for you,
You also got a good chance!
If you feel too stressed.
You can even fill in this order with your own pen.
This combination of humor and creativity, coupled with a lot of hard work, produced a sales champion. It is not difficult to imagine what the effect of this reaction is. Remember, many good methods come from good coping.
-Quoted from "Digging Your Sales Power" by Yanbian People's Publishing House