There are ways to speak and speak skills

Chapter 8 Talking to Customers→Demand Strategies (1)
What customers need most should also be our most concerned.

Be anxious about what the customer wants, think what the customer thinks, and always put yourself in the shoes of the customer. Only in this way can you be in an invincible position forever.

Seeking truth from facts is admirable
Facing increasingly discerning customers, how can you remain invincible, how can you attract thousands of customers to generously pay for your products like a Rubik's cube?Relying on bragging, pretending, and deception is useless, or it can only be a temporary "brilliance".Therefore, integrity should also be the main principle.

Mr. Holmer, who runs real estate, is an American real estate giant.At one point, he took on a real estate deal that bothered him.Although the land is close to the railway station and has convenient transportation, it is very unfortunate that it is next to a wood processing factory, and the noise of electric sawmills is unbearable for ordinary people.Several times when developing clients, Mr. Holmer refused to sign the contract because Mr. Holmer was unable to tell the truth.

After consideration and investigation, Mr. Holmer found another customer who wanted to buy land.This time, he changed his previous practice and explained directly to the customer: "This piece of land is in a convenient location, and the price is much cheaper than the nearby land. Of course, the reason why this piece of land did not sell at a high price is because it It is next to a wood processing factory, which is quite noisy."

Seeing that the customer was silent, Mr. Holmer continued: "If you can tolerate the noise, then its transportation, geographical conditions, and price standards are all in line with your requirements, and it is indeed your ideal purchase target."

Soon, the customer visited the site under the leadership of Holmer and was very satisfied with the result.He said to Mr. Holmer: "The noise problem you specifically mentioned last time, I thought it was very serious. I went to investigate the other day and found that the noise was not a problem for me. The place where I used to live There are heavy trucks coming and going all day, but the noise here is only a few hours a day, and the trucks pass by without shaking the doors and windows. In short, I am very satisfied. You are very honest. If you want to replace someone else, you may hide this fact, just say It's nice to hear. You tell me the truth, but it makes me feel at ease."

In this way, he successfully completed this troublesome real estate transaction that no one would accept.

Psychological tips:

It can be seen from this case that the customer's development may not be successful simply by relying on a three-inch tongue to talk about hype.Telling the advantages and disadvantages of your product factually can sometimes add a layer of seductive light to your product and make it more attractive.

Deceiving customers by rhetoric can only result in a "one-shot" business, which can easily lead you into a dead end and lose your "parents".Therefore, make a certain degree of frankness about the performance of the product to the customer, and first create a good impression of your honesty and honesty in the customer's mind, so that you will surely win the praise and trust of the customer.In addition to the customer's trust, he will naturally make a choice whether to buy your product or not.Moreover, "Business cannot be done with righteousness", when the customer needs it in the future, the first call will be made to you, whom he trusts.

Express from the heart
If you are really sincere about some people and things, but if you express them directly, you may return in vain and get nowhere.For this kind of situation, you should learn to express in a roundabout way, so as to cut into the psychology of the other party, and let him have a good impression of you, and feel that you are a very trustworthy person. In this way, you can easily achieve it when you talk to him about anything. up.

Eastman, the founder of the famous American Kodak Company, donated a huge sum of money to build a concert hall, a memorial hall and a theater in Rochester.In order to undertake the seats in this batch of buildings, many manufacturers launched a fierce competition, but the businessmen who approached Eastman for business all left happily, returned disappointed, and got nothing.

Under such circumstances, Adamson, the manager of "Fumei Seat Company", went to meet Eastman, hoping to get the business worth 90 US dollars.

After Adamson was introduced into Eastman's office, he saw Eastman buried in a pile of documents on the desk, so he stood there quietly and looked at the office carefully.

After a while, Eastman looked up, found Adamson, and asked, "Sir, what can I teach you?"

At this time Adamson was not in a hurry to discuss business, but said: "Mr. Eastman, while I was waiting for you, I took a close look at this office of yours. I have been engaged in interior carpentry for a long time, but I have never seen Such a well-decorated office."

Eastman replied: "Oh! You reminded me of something that I almost forgot. I designed this office myself. When it was first furnished, I liked it very much. But then I got busy and couldn't see it for a few weeks. Haven't had a chance to take a closer look at the room."

Adamson went to the wall, rubbed his hand over the board, and said, "I think it's English oak, isn't it? Italian oak doesn't have that texture."

"Yes." Eastman stood up happily and replied, "That is oak imported from England. A friend of mine who specializes in interior joinery made a special trip to England to order it for me."

Eastman was very happy to see that Adamson had a good conversation with him, so he took Adamson to visit the office carefully.Introduce all the decorations of the office to Adamson one by one in detail, from wood to proportion, from proportion to color matching, from craftsmanship to price, and then introduce his design and decoration process in detail.Adamson listened, smiling, interested.

Neither of them talked about business until Adamson was about to say goodbye.But if you think about it, who owns the business, Adamson or Adamson's competitors?

Adamson not only got a large number of orders, but also formed a lifelong friendship with Eastman.Why did Eastman hand over the big deal to Adamson?This is closely related to Adamson's eloquence and understanding of customer psychology.If you think about it, if Adamson talked about business as soon as he entered the office, nine times out of ten he would return without success.

Psychological tips:

What is the secret of Adamson's success?It may sound simple to say that he knows the person he is talking to.He learned from Eastman's experience, praised his achievements and originality, greatly satisfied Eastman's self-esteem, and made him a confidant.Of course, this business is none other than Adamson.

Everyone has their own brilliant achievements in life and work, which everyone will be proud of. As long as we discover their advantages in time and give them sincere praise, we will surely deepen the mutual understanding and make We get on well with each other quickly, and the obstacles in business will definitely be broken.

If you want to get caught, please enter the urn
Everyone who likes to read riddle stories has the feeling that if a riddle is confusing, they want to find out whether the riddle is "found in this period".People's attitude towards things is that the more obscure they are, the more they want to seek clarity.The higher the appetite, the better the digestion.

A businessman touts a cooker in Winsborough.He knocked on the door of Highway Patrolman Mr. Anders, and his wife let him in.

Mrs. Anders said, "My husband and Mr. Tom next door are in the back yard, but Mrs. Tom and I would like to see your cooker."

The businessman said, "Will your husbands come into the house too? I promise, they'll love my presentation of the product, too."

So the two wives "hard-pulled" the two husbands back.The businessman made a very serious cooking demonstration in front of them.He boiled the apples with the cooking utensils he wanted to sell, and then boiled them in the traditional way with the cooking utensils of Mrs. Anders's. Make a deep impression.But the two gentlemen were obviously afraid that their wives would buy it rashly, so they pretended not to be interested.

In this case, the businessman wanted to stimulate the two gentlemen's desire to buy.He cleaned the cooker, packed it, put it back in the sample box and said to them, "Well, thank you for letting me do this show, I really wanted to give you the cooker today, but I'm only bringing samples today, maybe you I might want to buy it in the future.”

With that said, the businessman got up and prepared to leave.At this moment, the two wives were immediately interested in the cooker, and they all stood up and asked when it would be available.

Mr. Anders said: "Excuse me, can I buy from you now? I do like that cooker set a little bit now."

Mr. Tom also said: "Yes, can you supply us with goods now?"

The kitchen utensils dealer said sincerely: "Gentlemen, I'm sorry, I really only brought a sample today, and I don't know the exact date when it will be shipped. However, please rest assured, when it can be shipped, I will You two must be taken care of first.”

Mr. Anders said: "That's not sure, maybe you will forget us."

Now or never.Seeing that the time was ripe, the cooker immediately placed an order with them.

"Oh, maybe to be on the safe side, you'd better pay a deposit to buy a set, and I'll ship it to you once the company ships it. But it may take a while, or quite a while." The two The gentleman hurriedly took out the money and paid the deposit.After about six weeks, the product was finally delivered to the two wives.

Psychological tips:

People have such a mentality that when they become interested in something, they want it. Once it is difficult to get it, they feel more eager and yearning.This cookware merchant grasped this psychology of people and successfully used the method of "playing hard to get" with ingenious words, so as to make customers "hooked": they buy the goods they want to buy rather than others want me to buy, and once they buy and appreciating his efforts.

When using the method of "playing hard to get", you should be good at detecting the psychological changes of customers, and you must not be eager for success and urge customers to buy goods regardless of time and place, otherwise it will be self-defeating and delay the opportunity.

Stimulate the desire to be anxious

Psychologists point out that all human behavior motives are either to pursue happiness or to avoid pain.At the same time, in order to pursue long-term happiness, people will willingly endure temporary pain; in order to avoid long-term pain, they can give up immediate happiness-this is human nature.If marketers can guide customers' human nature by transferring emotions or psychology, making customers feel that they are "painful" at present, and only by enjoying our products can they "escape from pain" and "pursue happiness", the achievement of sales is very simple. up.

Mr. David, a well-known customer developer in the United States, told an interesting story that he personally experienced.After a middle-aged customer talked with him for 15 minutes, the customer ordered a water heater, a new gas stove, and an electronic microwave oven from David, and agreed to pick up the goods at 8 o'clock the next morning.But the next day, the customer hung up the phone to Mr. David and said, "No more." Mr. David neither gave up nor complained. He drove to his house and asked with a smile, "Why? You didn't Will you chat cheerfully with me about the virtues of these cookers?"

"My wife said it's not necessary, because you can use hot water to burn on the gas stove, and the old gas stove can still be used..." "What about the electronic microwave oven?" My wife said: "There are electric stoves and hot pots at home. , why spend so much money.”

He went on to say: "My wife said she was going to save some money and buy me a motorcycle." Mr. David suddenly interrupted him and asked, "By the way, didn't you just buy a new building?" "Not bad Ah!" Mr. David continued to ask: "It's easy to buy a motorcycle with my husband's financial resources, why didn't I buy it before?" "At that time, my wife was always afraid that I would be in danger when riding a motorcycle..."

"Aren't you afraid now?" Speaking of this, both of them couldn't help laughing.David went on to say: "Sir, according to your financial resources and status, I think buying a car is suitable for your status! German 'Mercedes', American 'Ford', and Japanese 'Toyota' cost [-] to [-] You can buy a Type [-] or Type [-]. Having a car will not only increase your social status, but also make you more successful in your career...Do you want a big one or a small one?"

The middle-aged customer hesitated and said: "Buying a car has been my wish for many years, so I don't know which one to buy. You are an expert in business, can you help me..."

"I only know a thing or two, but I'm happy to help, but a new house, a new car, and an old stove don't quite fit together!"

After listening to Mr. David's conversation, the customer couldn't help saying: "Yes, we also need water heaters, gas stoves, and microwave ovens. Please send someone to deliver the goods to me immediately, and also ask a few people to install them for me." Oh, you have to think carefully, don't force yourself, your wife should think about it..."

"It's okay, it's okay, I have the final say on this matter. I'll leave the rest to you..."

Psychological tips:

In this example, the customer returned the product not because of lack of financial ability to pay, but because he wanted to buy a motorcycle.So Mr. David seized this desire to improve his status and status to stimulate him, persuaded him to buy a car, and ignited his desire for a high-level life. The desire for social status is not contradictory, so the original transaction is completed naturally.

It is undeniable that everyone has their own desires, and a person has different desires at different times.And people's desires are always deeply buried in the bottom of the heart, not easy to be noticed by people, which requires us to know what customers need most, be anxious about what customers are anxious about, think what customers have never thought, and then use our minds and mouths to make This desire is revealed, and then used to achieve the purpose of developing customers.

Humor and wit gain favor
People like to watch Chaplin's performance and listen to funny cross talk.why?Because their performances are very humorous, giving people joy and relaxation.

(End of this chapter)