Language and smile are two great arts of marketing, and they are also a kind of knowledge. If you master these two arts, you can gain an advantage in ma
Language and smile are two great arts of marketing, and they are also a kind of knowledge. If you master these two arts, you can gain an advantage in marketing. I will sort them out for your reference.
0 1 Give full play to the charm of a smile. There is a language that is universal in the world, and that is smiling. Smiling is the best way to communicate with people and the best embodiment of personal etiquette, especially for marketers. Smiling can create a harmonious atmosphere and make customers feel happy. Smiling means that you have full confidence in your ability, which makes people feel trusted and easily accepted by customers.
If a salesperson's smile lacks naturalness and intimacy, he should spend time practicing in front of the mirror every day, just like William Willa. As a marketer, you don't need to put cleverness on your face, but don't forget to keep smiling at all times. When making contact with customers for the first time, a bright smile on the face can often make customers relax their vigilance, and no one will refuse people who are greeted with smiles.
You should also smile when dealing with customer objections. Because at this moment, smile represents the self-confidence, self-confidence and the ability to solve problems satisfactorily and satisfy customers. You should also have a smile on your face when you refuse a customer's request. The smile at the moment means that the salesman agrees with the customer's point of view, but there is really nothing he can do. I hope customers can understand.
When you sign the bill to say goodbye to the customer, you should also have a smile on your face. The smile at the moment shows that the salesman is very grateful for the trust and support of the customer and very satisfied with the results achieved. When you say goodbye to a customer without signing a bill, you should naturally have a smile on your face. The smile at the moment shows that although it is a pity that the deal has not been reached, friendship has been established and there will be opportunities for cooperation in the future. Smiling is a patent granted by God, and smiling is a pleasant expression. Smile is a profound identity language. Smiling can encourage each other's confidence and improve your own.
Smiling can resolve the strangeness and estrangement with customers. Some people say that a true smile comes from the heart, permeates one's own feelings, and is as good as appearance, without packaging or affectation. Only such a smile is infectious and the key to open the customer's "heart". Insurance marketing is a job of dealing with people. If you don't pay attention to the language art and the charm of smile in marketing, even if you have the best marketing skills and competitive insurance products, you will still lose. Because no one will buy insurance from a salesman they don't like. Only by giving full play to the charm of language and smile in the process of insurance marketing can we take care of both sides and let your marketing work go smoothly, thus speeding up the pace of success.
Ten taboos of marketing communication 1. Avoid quarreling.
When direct sellers communicate with customers, we are here to promote products, not to participate in arguments. You know, arguing with customers can't solve any problems, it will only arouse customers' disgust.
Direct sellers must first understand that customers have different understandings and views on products, and allow others to speak and express different views; If you have a heated argument with your customers on purpose, even if you have the upper hand and win, you will be very happy, even if you refute your customers until they are speechless, torn to pieces, blushing and ashamed, but what do you get? It is the loss of customers and business.
Never forget your career and what you have done as an identity. Avoid quarreling.
Second, avoid questioning.
When communicating with customers, direct sellers should understand and respect customers' ideas and opinions. You know, everyone has his own interests and can't force it. If they buy your products, it means that they have money and demand. He doesn't buy your product, which means he has a reason. Never talk to customers in a questioning way. As the direct seller said:
Why not buy it?
Why are you biased against our products?
What makes you say that this product is not good?
Do you have any reason to say that our after-sales service is not in place?
By analogy, it is impolite and disrespectful for a direct seller to talk to customers in a questioning or interrogative tone, which hurts customers' feelings and self-esteem most.
Remember! If you want to win the favor and appreciation of customers, don't ask questions.
Third, avoid orders.
When talking with customers, direct sellers should smile more, be kind, speak softly, communicate with customers in the tone of consultation, negotiation or negotiation, and never talk with people in the tone of orders or instructions.
People are self-aware and self-evident. If you want to know your position in the customer's mind, you need to always remember one thing-you are not the leader and superior of the customer, and you have no right to tell the customer what to do, give orders or give instructions; You are just a direct seller.
Fourth, avoid showing off.
When talking about yourself when communicating with customers, you should introduce yourself realistically, with a little praise, and never get carried away and brag about your origins, knowledge, wealth, status, achievements, income, etc. This will artificially create a gap and distance between the two sides. You should know that between people, head to head is the closest; Pockets and pockets are farthest. If you show off your income again and again, the other party will think that you are selling products to me to earn my money, not providing services to me.
Remember that your wealth belongs to you personally; Your position belongs to your unit, temporarily; But your service attitude and service quality belong to your customers and are eternal. You will always be one of his service staff in front of customers.
Fifth, avoid being straightforward.
The direct selling hall should master the art of communicating with people. There are thousands of customers from all walks of life. Their knowledge and views are different. When we communicate with him, if we find that there is something wrong with his understanding, don't directly point out that he is not? That's not right either? Most people are most afraid of losing face and embarrassment in front of everyone. As the saying goes, "don't expose people without hitting their faces", don't be straightforward.
Kant once said: "The biggest insult to a person is that he is stupid;" For a woman, the biggest insult is being ugly. "Be sure to look at the object we are talking about, make our words meaningful, apply words according to people, master the skills of conversation, and be tactful in the art of communication.
Sixth, avoid criticism
When we communicate with customers, if we find any shortcomings, don't criticize and educate him face to face, let alone accuse him loudly. You know, criticism and accusation can't solve any problems, but will only lead to the other side's disgust and disgust. When talking with people, use more words of thanks and compliments; We should praise more, criticize less, master the scale of praise and criticism, criticize skillfully and innuendo.
Seven, avoid professionalism
When selling products, don't use technical terms, because every industry has certain particularity. Technical terms can highlight that you are professional, but if the customer doesn't understand, it is no different from emotional infidelity.
Eight, avoid monologues
Talking with customers is the process of exchanging ideas with customers, and this communication is two-way. Not only say it yourself, but also encourage the other person to say it. Through his speech, we can learn the basic information of customers, such as work, income, preferences, investment, spouse, children, family situation and so on. Two-way communication is an effective tool to get to know each other, and it is forbidden for direct sellers to act alone.
If you have a strong desire to express yourself, you will gush, chatter, foam at the mouth and gush. You only care about your own hearty, get it off your chest, and completely ignore each other's reaction. As a result, you will only make the other person feel disgusted and disgusted.
I want to say here that when communicating with customers, if your conversation time is equal to or longer than that of customers, then you are a loser.
Nine, avoid indifference
When talking with customers, the attitude must be warm, the language must be sincere, and the words and manners must show true feelings, enthusiasm, sincerity and sincerity.
As the saying goes; "Touching people, never mind feelings", this kind of "feelings" is the true feelings of direct sellers. Only by using your own true feelings can you get the feelings of the other party.
In conversation, coldness will inevitably lead to silence, and silence will inevitably lead to the decline of business, so avoid coldness.
Ten, avoid being blunt.
When talking with customers, the direct seller should have a loud voice, beautiful language, cadence, clear rhythm and thick and thin voice; The speed of speech is fast and slow; There are high and low tones; The tone is heavy and light. Be lively, relaxed, lively and lively.