[China Glass Network] In the conversation with customers, marketers must have skills in speaking, communication should have art; good eloquence can help your career succeed, and benign communication can change your life. When we communicate with customers, we must pay attention to managing our own mouths, use our own mouths, know what to say, and what should not be said.
If you don't know what to avoid, you will cause failure; if you don't know what you want, it will cause stagnation. In our conversation, we must understand the "ten taboo."
Avoid argument
When the salesperson communicates with the customer, we are selling the product. It is not to participate in the debate. It is necessary to know that solving the problem with the customer can not solve any problems, and it will only arouse the customer's dislike.
The marketer must first understand that the customer has different understandings and opinions on insurance, allowing others to speak and express different opinions; if you deliberately go to a heated debate with the customer, even if you have the upper hand, win the victory and disappoint the customer. Dumb, speechless, unrequited, red-faced, and self-confident, you are happy and happy, but what do you get? It is the loss of customers and the loss of business.
Don't forget your career and what your identity is. Taboo arguments.
Avoid asking questions
When the salesperson communicates with the customer, he must understand and respect the customer's thoughts and opinions. It is necessary to know that people have the ambition to be forced. He buys insurance, indicating that he has money and has insurance awareness. He does not buy insurance, indicating that he has a reason. Talk to the customer in a questionable manner. As the salesperson said:
1. Why don't you buy insurance?
2. Why do you have a prejudice against insurance?
3. Why do you say that insurance companies are deceptive?
4. Do you have any reason to say that it is easy for insurance companies to pay fees and it is difficult to lose money?
Such as talking with customers in the tone of questioning or interrogation, is the performance of the marketer's lack of politeness, the reflection of disrespectful people, and the feelings and self-esteem that hurt the customer.
remember! If you want to win the favor and appreciation of customers, taboo questions.
Avoid order
When the salesperson talks with the customer, the smile is revealed again, the attitude should be a little bit more vocal, the voice should be softer, the tone should be softer, and the tone should be communicated with the customer through consultation, negotiation or consultation. Do not take the command and the tone of the order. People talk.
People are self-aware and self-explanatory. To clearly understand your position in the customer's heart, you need to remember one thing forever—you are not the customer's leader and superior, you have no right to tell the customer, order or give instructions; you Just an insurance salesman, one of his financial advisors.
Avoid showing off
When you talk to your customers about yourself, you need to introduce yourself and seek praise. You can't forget it, you can't forget yourself, and you can show off your origins, knowledge, wealth, status, performance and income. This will artificially create the gap between the two sides and the distance. To know that between people, the head and the head are closer; while the pockets and pockets are far away, if you show off your income again and again, the other party will feel that you sell to me. Insurance is to earn my money, not to give me security.
Remember that your wealth belongs to you personally; your status is your unit, temporary; and your service attitude and service quality are your customers' eternal. You will always be his insurance agent and waiter in front of the customer.
Avoid straightforward
Marketers need to master the art of communicating with people. There are thousands of customers, and there are different groups, all kinds of groups, and their knowledge and opinions are different. When we communicate with it, if you find that he has something wrong with his understanding, don’t just point out that he is not? That's not right? The average person is more embarrassed to be embarrassed and embarrassed in front of everyone. As the saying goes: "Don't beat people, expose people without revealing short", be taboo.
Kant once said: "For men, the greater insult is to say that he is stupid; for women, the greater insult is to say that she is ugly." We must look at the object of the conversation, to make it clear Things, because of human language, to grasp the skills of conversation, the art of communication, to be euphemistic.
Avoid criticism
When we communicate with customers, if we find that there are some shortcomings in him, we should not criticize and educate him face to face, let alone blame him. To know that criticism and accusation can't solve any problems, it will only lead to resentment and resentment. It is necessary to use thank-you words and praises when talking with people; to praise more, to criticize less, to grasp the scale of praise and the measure of criticism, to be cleverly criticized and to slap on the side.
Avoid professional
When selling insurance products, you must not use technical terms. Because insurance products have special characteristics, in each of our insurance contracts, there are professional terms for death or disability. Most Chinese people are afraid to talk about death or disability, etc. If you don't care to talk to customers like this, you will definitely be unhappy.
Avoid monologue
Talking with customers is the process of communicating ideas with customers. This communication is two-way. Not only do we have to say it ourselves, but we also encourage each other to speak. Through his speech, we can understand the basic personal situation of the customer, such as: work, income, investment, insurance, spouse, children, family income, etc. Two-way communication is to understand each other. Effective tools, avoid the marketing staff alone in singing a one-man show, personal monologue.
If you have a strong desire for expression, you will endlessly scream, scream, sullen, and eloquent. You only care about your own heart, and spit out quickly, completely ignoring the reaction of the other party. The result can only make the other party resentful and disgusted.
Remember not to monopolize any speech.
Avoid talking coldly
Talk to the customer, the attitude must be enthusiasm, the language must be sincere, the words and demeanor must show the true feelings, to be passionate, true-minded, and expensive.
As the saying goes, "the person who touches the heart, the first thing is the love", this kind of "love" is the real feeling of the marketer. Only when you use your true feelings can you exchange the feelings of the other party.
In the conversation, cold talk will inevitably bring cold spots, and the cold field will surely bring business to the market.
Avoid hard
When talking to customers, the salesperson should have a loud voice, a beautiful language, a swaying rhythm, a clear rhythm, and a thick and thin voice. The speed of speech is fast and slow; the tone is high and low; the tone is heavy and light. There must be sound and color, there is a relaxation, and the sound is lively and lively.
We must avoid talking without high and low, fast and slow, no rhythm and pause, stiff and rigid, no vitality and vitality.
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