[China Glass Network] Learn to guide and "frequency modulation", synchronize with customers, and thus enter the "track" of different people. What is "frequency modulation"? Now that the technology is developed, everyone listens to MP3 and MP4, but I believe that everyone must have listened to the radio. The radio has a band, and only when it is tuned to that band will receive the corresponding information. For example, if you want to listen to Beijing Traffic Station, you have to dial 103.9 MHz from Beijing Traffic Station. If you want to listen to the news, you have to dial the band with news. If you want to listen to music, you have to dial a special music band... You only have to find a special band to listen to the program you want to listen to.
The same is true for the customers in the transaction stage. Only when they enter the band that they approve or say, enter the track, you can call him, and we can communicate and communicate with them smoothly. So how can we get into the customer's track or band? Specifically, there are the following points. Emotional synchronization is to feel and appreciate the needs from the customer's point of view. If the customer's mood is good, we must also be full of emotions; if the customer is a little depressed, we have to pretend to lose money. The key point is to keep pace with his emotions.
Some sales people don't know this, they always focus their attention on sales, and don't pay attention to the customer's emotions. The result will not be good. The customer said to him: "Xiao Zhang, you know, my son is admitted to college! I am happy!" The son was admitted to college, and this customer is of course happy to fly! However, some sales people didn't even feel a bit: "Oh, Manager Wang, your son is admitted to college. This is a good thing. What other problems do you have with this product?" The emotion is not synchronized with the customer, the customer will definitely Not happy! The customer will definitely think: "You don't care about me at all, you don't even listen to me." The deal is estimated to be ruined.
So, be sure to synchronize with the customer when trading. I taught you a "trick" that I used in the past - "shooting the table method." What is the "table method"? When the customer's emotions are more exciting and he is talking about a thing he likes, we have to use the same emotions to cater to him. Then when the customer is more happy, the salesperson often takes a picture and then raises the tone and says, "What happened then?"
In this way, the customer will immediately raise interest and continue to talk. After a while, I should take another table. "What else?" In this way, the customer feels that he is very comfortable, and he will be very comfortable. He will think that this guy is very smooth and comfortable with me. Business, I can't make people come back and go back. You see, things are a bit of a look!
Therefore, when the customer communicates with us in the future, we must keep in sync with his emotions, so that he can maintain a better feeling and emotion at any time. The tone of speech, the speed of speech, and the tone of voice should be synchronized. The speed of each person's speech is different. Some are fast and a bit slow. This is mainly because of different personality decisions, or some details are thought through the brain, and the feelings expressed are different.
However, we must synchronize this difference. Only when the two parties communicate and communicate will they feel very co-ordinated. In the communication with customers, co-production is very important! Once the tempo is closed, you can go step by step. How to do it together? In fact, it is very simple. If the customer's speaking speed is slow, we should say it slowly. If the customer is like a machine gun, we certainly can't take a machine gun like a pistol. Only in this way can the customer feel that the communication is smooth and comfortable, and that you are very close to him.
Sometimes we need to use the body language to attract customers' attention, and finally achieve the goal. Physical movements are also key in communication. According to experts, when communicating face-to-face with customers, communication of body movements accounts for 58%, while language accounts for 35%, and other methods only account for 7%. It can be seen that physical movements are more important than language. For example: "Mr. Zhang, you can rest assured that there is no problem with this matter. I will report to the supervisor at the price."
If the salesperson simply said the above, the customer may not feel anything, he would think that all sales people say this. This will not lead to the customer's "resonance", of course, no call. We need to use the right body language to synchronize with our customers. The specific implementation method is called the "waving guide method." The salesperson first needs to grasp something like the hand, and then throw it out in the horizontal direction. He said to the customer: "Mr. Zhang, you can rest assured that there is no problem with this matter. We are so sure!"
Such a very exaggerated body language can stimulate the customer's eye in actual use, and ultimately achieve the purpose of affecting the customer's psychology - a decisive and large wave of hands will give the customer a sense of certainty and realism, thus strengthening our The identity of the expressed language. In addition, to achieve language synchronization with customers, learn to use the words and languages ​​commonly used by customers. Everyone has their own mantra, and if we can use his mantra and effectively retell it in the process of communicating with customers, then things will become simpler.
When I was doing sales, I paid attention to the customer's words and mantra. I have met such a client. His mantra is "How to say it." No matter what kind of viewpoint he expresses, he must say " how to say". So, every time I express my meaning, I will say, "Well, Mr. Zhang, how do you say..." Then I will continue to introduce my products, so that the two of us will communicate with each other very well, and natural cooperation will be More coincident.
What needs to be emphasized here is that easy-to-understand language is more easily accepted by the public. Therefore, you should use more popular language in your language to make your customers understand. The salesperson's introduction to the product and trading conditions must be straightforward and straightforward. Unclear expression, language does not understand, there will be communication barriers, which will affect the transaction. In addition, the salesperson should also use the language and conversation style unique to each customer.
My company just moved to a new office area, need to install a mail box that reflects the company's characteristics, so I consulted a company. The young man who answered the phone listened to our request and insisted that we wanted the CSI mailbox of their company.
This CSI made me confused. I asked the salesperson whether the CSI is metal or plastic. It is round or square.
This salesperson is very puzzled by my question. He said to me: "If you want to use metal, then use FDX, each FDX can be equipped with two NCO."
The letters CSI, FDX, and NCO made me confused. I had no choice but to say to him: "Goodbye, have a chance to contact again!"
We want to buy office equipment, not letters. If this guy is speaking English, French or Japanese, I might still be able to hear something, but the code makes me confused, and I am not too convinced that I don’t understand the code at all, forget it. Leave some face for yourself and go to other homes to buy it! Therefore, the first thing a salesperson has to do is to introduce his or her own products in a language that the customer understands.
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