Learn some wonderful questioning techniques, mind reading techniques, and psychological control tech

Chapter 55 Part [-]
Previous: Questioning skills: how to speak so that others will listen, how to listen so that others will speak
Chapter 11Interview Scene 11: Interview Marketing: The Sales Code Hidden in the Speaking Skills

The first section is just asking, never forcing

Mini scene house:
On the streets, in shops, when selling products to customers.

Question story session:
William, a sales manager selling a fish finder, stopped at a gas station to fill up his car and try to get to New York before dark.

While waiting for the payment after refueling, William saw 4 vehicles towing fishing boats parked in the place where he had just refueled.

He immediately returned to his car, took out several advertisement flyers for fish finders, walked up to the owners of each boat, and handed each of them a copy: "I'm not going to sell something to you today, I think You may find this flyer very interesting. After you are on the road, you can take a look at it when you have time to pass the time. I think you may like this bottom line fish finder. The most important thing is that it does not waste much time. right?"

After paying the fee, William drove away, smiling and waving goodbye to those people: "It's not a waste of time, is it?" Two hours later, at a rest stop, William stopped the car and bought a bottle of Coke. At this moment, he saw the four captains walking towards him quickly.They said they had been chasing William, but they couldn't keep up with him as they were dragging the fishing boat. They told William that they wanted to know more about the fish finder.

William immediately took out the exhibits, and after a brief introduction to them, he said that he could demonstrate them in detail, so William walked into the lounge with them.He tried to find an outlet to plug the fish finder into, but there wasn't one in the break room, and finally William found one in the men's room.William explained while operating: "For example, there is a fish at a depth of 72 meters, and there is also a fish at a depth of 35 meters on the starboard side of the boat..."

William spoke earnestly and devotedly, and other people in the men's room were very curious. They didn't know what happened, and they all gathered around. After 15 minutes, William finished his demonstration. The four people had changed from listeners to customers at this time, and they wished to buy this demonstration sample back immediately.William told them they could buy it at any big box retailer, and then gave them a list of local dealers.The four of them walked away satisfied.

Wonderful question:

From a psychological point of view, the more you force someone to do something, the more he may resist.The less you force him, the more interested he may be in learning about it.

In the process of distributing advertising leaflets to the shipowner, William did not emphasize that the other party must watch it at a certain time, but said "you can take a look if you have time" and "don't waste your time, right?"The information revealed to the customer by these words is: the person opposite did not ask me to look at the things in his hand.

Sometimes, the behavior of the salesman who insists on letting customers understand the product will arouse the other party's resentment, and the question in the story just dispels the customer's emotions.To leave enough space for customers is to create more space for you and his development.

If the salesman rushes up to him and introduces his product without explanation, the customer will feel a strong rejection of the product in his heart: I didn’t say I want to listen to your introduction, why do you force me to listen?With this kind of thinking, it is difficult for consumers to accept what the salesman says.If you can't even listen to the words, how can you understand the product?

Things that are pleasing to each other are the best.In the minds of consumers, the best sales model is the same.Therefore, in the story, William only asked without forcing, seemingly indifferent, but actually subtly aroused the interest of the other party.Otherwise, those few people would not chase after the salesman to learn about the product.

In life, there are many such things.When you are selling a new product, in front of your customers, don't rush to tell him how good the product is, but ask a few words such as: "Hello, are you interested in seeing this?" Let’s take a look, it doesn’t take a lot of energy to take a few glances, right?” Consumers’ thinking may be gradually attracted by you, and your sales can be carried out unconsciously.

(End of this chapter)