Many companies reserve some new sales colleagues at the beginning of each year. They need to integrate into the team as soon as possible, break through quickly among customers and show their talents.
There are also some old sales colleagues who face embarrassment at the end of the year, that is, no matter how hard they work, their performance is always inferior to others.
There are some sales colleagues, the sales time has increased, the number of customer development has not increased, but the performance and income have not increased.
They all have the same confusion, that is, how to break through themselves and deepen the relationship with customers.
I have been a market 15 years, from South China to Southwest China and from North China to East China. With the development of the company, I am the person who is growing in all aspects, whether it is the number of customers, the ability to communicate with friends in depth, or the performance, income, position, cognition and experience.
How to deepen the relationship with customers? In the final analysis, it is personal growth and changes in cognitive thinking.
Why do you say that? In addition to my personal experience, I have led the team for many years, observed the behavior of outstanding sales colleagues in the team, and the characteristics of people with many friends around me, and can sum up two points:
First, make friends with customers (the goal is long-term friends)
Second, provide customers with the support and help they can.
At one time, it was difficult for me to have a deep relationship with customers, not to mention customers, but also with family, children and friends. For this reason, I once felt that I had a problem. With my growth and study, I find it difficult to have a deep relationship with others, mainly because of my self-cognition style. Let me use a cognitive model to explain:
People's self-cognition mode (graphic 1, from the book "Mr. Toad sees a psychiatrist"), the horizontal axis represents himself, the left side is not good, and the right side is very good; The vertical axis represents others, that is, related parties. The bottom is not good and the top is good. The horizontal axis and the vertical axis form four quadrants, which are described one by one below.
Upper left quadrant: I'm not good, he's fine. This person can be a customer, family member, child, friend, etc. (The following three quadrants are the same). When I am bad and others are good, I am in a state of inferiority and unconfidence. When a person feels inferior and unconfident, he is cautious and humble when interacting with others. When dealing with a person who feels good about himself, it is difficult for the other person to take care of his own caution. Because of different energy, it is naturally difficult to deepen the relationship.
Lower left quadrant: I am not good, and others are not good. When two people have bad feelings, they are sensitive and suspicious except inferiority and self-distrust. It is hard to see each other pleasing to the eye at this time, and it is difficult to deepen the relationship at this time.
Lower right quadrant: I'm good, but he's not. The self in this quadrant is obviously confident, enthusiastic, self-satisfied, willing to appreciate and trust others, and can give people respect and tolerance. But at the same time, facing a bad partner will aggravate his self-protection consciousness and formality, and make the other person feel insecure and don't believe you. In this case, the relationship is not easy to deepen. As time goes by, the other person will see your sincerity, and as he grows up, the relationship is expected to deepen.
Upper right quadrant: I am good, so is he. This quadrant is the ideal of a good relationship model, both sides feel good, and it is easy to find a topic, thus generating mutual trust and appreciation. We can also understand and accept each other's shortcomings, learn different things from each other, and establish cooperative relations more easily.
From the above findings, when you feel bad about yourself, it is difficult to have a deep relationship with others. When you feel good about yourself, you can build a deep relationship with each other, whether they are good or not. It should be noted that as long as people, regardless of you and me, their feelings will change and will not remain the same. The time of change varies from person to person, from time to time, from study to experience. What you really need to work hard is to grow up and feel better and better through time and study, and then influence the relationship between others and you through your own growth.
One of the secrets of deep relationship with customers: making friends with customers.
How to make friends with customers? We can start from the following five aspects:
1, observe carefully, understand the personality characteristics of customers, and communicate with different people.
Take four Tang Priests as an example: the oldest Tang Priests is a person with a sense of mission, faith, clear goals and firm will. To get along with such a person, you should obey his will, respect his mission and help him achieve his goal together. If you want to stop him and make him give up insisting, trusting you is basically a delusion.
The Monkey King, the great disciple, not only has strong self-esteem, strong ability and strong sense of responsibility, but also has great courage and weak sense of rules. Before being crushed under the Five Elements Mountain, he always wanted to prove his worth in heaven, and all the immortals couldn't help him. To deal with this kind of person, we must first appreciate and admire him and let him give full play. There is no way to stop him. Don't try to make him obey you. Do what he gives you well and make him trust you. This is the key to making friends with him.
Pig Bajie is a hedonist with many ideas and weak will. He is the sweetheart of the team and will take the initiative to reconcile the atmosphere and relationship of the team, but he is also easily influenced. This kind of person needs to coax him and play with him, and it is easy to get involved with him.
Friar Sand is a doer, loyal and honest, and belongs to the silent dedication type in the team. It is not easy for him to have second thoughts about what he is looking for, and he will perform his duties well. Such people should help and support him sincerely, don't exaggerate and seek truth from facts.
2. Communication with customers on the same frequency.
There are two ways to communicate when customers meet, one is like chatting, and the other is not.
For customers who like to talk, the way we interact with them should be based on listening. Don't try to grab the topic with him, let him fully express himself. When listening, try to keep responding, stimulate the other person's interest in communicating with you, explore the other person's interest from his communication, learn more information, and facilitate interaction with him in the future.
For customers who don't like to talk, when we interact with them, we need to observe carefully, actively create topics, and try to communicate with them with some open-ended questions, so that the other party can reveal more information and let you know him better.
3, kung fu in peacetime, more in front of customers, usually chat more.
Don't go to customers as soon as you have a project. It is best to meet by phone or WeChat. The meeting will make each other feel more intimate and understand each other more intuitively, thus bringing us closer. Frequent contact with customers, the other party likes to say, let him talk more about work, life, leadership, interest. The more information he exposes, the closer his relationship becomes, so that when necessary, he will think of you instead of others for the first time.
If the other person likes to listen, you can actively share some information, such as industry trends, new cases of the company, new products and technologies of the company, or even the feedback of a book or a movie, so that the other person can judge whether he is interested in you. Good sharing will give them a sense of gain, and he will look forward to the next opportunity for you to meet.
4. Create the same experience as customers.
Customers are human beings, and they will have their own lives after work, and they need to eat, drink and be merry just like us. They need different contents to fill their lives, companionship and exploration of new things. At this time, besides staying up late with him at work, you can also create more * * * experiences and experiences, such as traveling together, playing ball games together, chatting together, watching movies together, exercising together and so on. In the * * * experience, it is easier for everyone to draw closer and become friends.
5. Make customers trust you.
Letting someone trust you is nothing more than having a sense of gain for you, such as getting a happy and interesting sense of pleasure, getting new information, answering questions and so on. You can build trust with customers in the following aspects:
1) Personal qualities and potential values are mutually recognized.
People like people who are honest, true and practical. If you are this type of person, you can bring peace of mind and sureness to others, and what you pay will be within his expectation, so that he will trust you more easily.
2) Personal professional ability is the ability to solve problems.
Personal professional ability is reflected in the understanding of the industry, the company's new products and cases, competitors' information and cases, and the application of new technologies. A customer can solve his needs by consulting you, so he is more likely to trust you at this time.
Third, a person's continuous learning ability.
The notice of continuous learning means that knowledge update and information reserve are always online, and every communication and meeting with customers will bring customers a brand-new sense of acquisition.
Fourth, the quality you are willing to share.
You can share information outside of work with customers, such as acquiring knowledge, reading a book, watching a movie or TV series just now, arranging children's extracurricular training, and a delicious restaurant. Sharing will make it easier for you to find similarities or new requirements, which will lead to more sparks.
The second secret of deepening the relationship is to provide support and help to customers as much as possible.
1. Provide support for customers' work.
In addition to business matters and customer recognition, we can also provide support and help on matters unrelated to business.
2. Provide support and help for customers' personal affairs.
Occasionally, customers will ask for help in personal matters, such as moving, family transportation, and children's further education. If you are found at this time, you must not be stingy with your abilities and resources. It is said that hard work is in peacetime, and this time is definitely an excellent opportunity to establish good relations with customers.
At the same time, we also provide support and help to our customers.
When people communicate with each other, they follow some basic principles, among which the principle of mutual benefit is one. From time to time, ask him to help solve some small problems and troubles within his power and introduce some familiar friends. He will also feel needed and valued from you, thus bringing a sense of value to customers.
After sharing the above two cheats, I hope you can add your own understanding, style, knowledge and habits. On this basis, I began to apply and practice them and became my own unique cheats.
The initial practice may not be smooth sailing, and when the practice time reaches a certain point, the skills may advance by leaps and bounds.
Understanding human nature can also deepen the relationship with customers from five needs (Figure 2).
Deep relationship is not only a lifelong learning course, but also a kind of wisdom of human beings. This skill will gradually improve with our learning ability, experience and self-growth. When we learn to be more respectful, more tolerant and more appreciative, the relationship will get better and better.
The above are only personal opinions, and different opinions are welcome to correct me!