Selling eloquence

Chapter 14 Developing customers, customers are by your side (2)
In the above case, Li Ka-shing saw that he was unsuccessful in persuading the boss directly, so he started with the staff under him. After becoming friends with the staff, he could naturally understand the details of the boss.And when he learned that the boss was too busy to take care of his son, Li Ka-shing took this as a breakthrough, took the boss's son to watch the horse race, and made the boss's son realize his wish - there are such enthusiastic people who help their son to achieve wish, and relieved his guilt towards his son, isn't it worth cooperating with?Therefore, it was a matter of course for the boss to order iron drums from Li Ka-shing.

Sales staff should pay attention to the people around the customer, these people include the customer's children, spouse, relatives and friends, staff and so on.Through the people around the customer, infect your positive attitude to your purchase decision makers, so as to arouse the customer's willingness to buy.A successful salesperson said: "I am very much in favor of helping a customer or a customer's child from time to time, and at the same time think that in business activities, this is a means that people have largely ignored. In business relationships, indirectly Including children always impresses them. Being remembered and appreciated usually pays off in the long run.”

6. Treat customers as your own
Enthusiasm, which builds a bridge of communication, and clumsy hypocrisy, can make a difference. It can destroy it.

— Frank Bettger

Ippei Hara, the god of sales in Japan, is a master at turning customers into his own.

One day, a friend of Yuan Yiping told him that he knew the manager of a construction company, which was extremely powerful and had a very large business.Therefore, Yuan Yiping asked his friend to write a letter of introduction for himself, and then he took the letter to visit the young manager.

Unexpectedly, this acquaintance of my friend did not buy his account, but after glancing at the introduction letter brought by Yuan Yiping, he said to him very coldly: "You want to sell insurance to me, right? I If you're not interested, please come back!"

"Mr. Yamada, you haven't read my proposal yet!"

"I just took out insurance with another insurance company a month ago, do you think I need to waste any more time looking at your plan?"

The young manager's repeated refusal did not scare Yuan Yiping away. Instead, he mustered up his courage and asked boldly: "Mr. Yamada, we are all businessmen of the same age. Can you tell me why you are so successful?"

"Then what do you want to know?"

"How did you get involved in the construction industry in the first place?"

Yuan Yiping's sincere tone and desire for knowledge from the heart made the young manager embarrassed to reject him with a cold attitude.

Therefore, the young manager began to tell Yuan Yiping about his difficult entrepreneurial history in the past. Whenever he talked about how he overcame setbacks and difficulties and suffered many unfortunate experiences, Yuan Yiping would always reach out and pat him on the back. Shoulder, said: "All misfortune is over, now it's all right."

Soon, more than 3 hours passed, and suddenly, the manager's secretary knocked on the door and came in, saying that there was a document to be signed by the manager.After the secretary went out, the two looked at each other, but neither of them spoke.

Finally, it was the young manager who broke the silence by asking softly, "What do you need from me?"

"Oh, you just need to answer a few more questions for me."

"What's the problem?"

The manager asked curiously, he thought Yuan Yiping would let him buy insurance directly.

Hara Ippei then asked a few questions about Mr. Yamada's construction business, and based on this, he had a general understanding of Yamada's future plans, plans and goals.

Mr. Yamada explained to him one by one, and then Mr. Yamada said to himself again: "I don't understand how I can tell you so much about myself. There are many things that even my wife doesn't understand. Didn't tell you!"

After hearing this, Yuan Yiping smiled and got up to leave. He said: "Mr. Yamada, thank you for your trust in me. I think I will give some feedback to what you told me. Goodbye, I will visit you next time."

Two weeks later, Yuan Yiping knocked on Mr. Yamada's office with a plan, which he worked hard to make.In the plan, Yuan Yiping drew up some future development plans for Yamada Construction Company in detail.

When Yamada saw Hara Ipping again, he felt like old friends at the first sight. He approached him very affectionately and held his hand, saying, "Welcome."

"Thank you for your kindness. Please take a look at this plan. If there is anything wrong with it, please give me your advice."

Yamada sat on the sofa and carefully read the plan submitted by Yuan Yiping, with a happy expression on his face.

"It's really great. Our own people can't think of such comprehensiveness! Thank you so much, Mr. Yuan Yiping."

"Hehe, you're welcome, how can I compare with the professionals in your company?"

So the two sat down and talked for a long time.But this time, when Yuan Yiping left Yamada's office, the manager actually invested 100 million yen in life insurance without hesitation, and then the company's deputy manager also invested 100 million yen in Yuan Yiping's insurance. I also invested 25 yen in insurance.

This is only the amount of insurance purchased by the company for the first time, and in the next 10 years, Yamada Construction Company has maintained a good cooperative relationship with Yuan Yiping, and the total amount of insurance they purchased with Yuan Yiping reached 750 million yen.

Later, the friendship between Yuan Yiping and Mr. Yamada became deeper and deeper, and they became a pair of very tacit partners.

In the face of unfamiliar customers, the salesperson does not necessarily have to launch a sales offensive against them immediately. Starting from the actual situation, it is much easier to talk about the customer as one of their own first, and then to discuss business.

7. Turn strangers into customers at any time
Your target should be out of reach, but within sight.

— Tom Hopkins

If a salesperson has the awareness of talking about strangers as his customers anytime and anywhere, and puts this awareness into action, then you are not far from a great salesperson.Here's an example of what happened to Takenosuke Saito, chief salesman in Japan and MDRT in the United States.

One summer, Saito Takenosuke took a train to Kamiyamada Onsen in Shinshu to participate in a company-organized trip.

Saito Takenosuke got on the train from Kumagaya Station on the Takasaki Line, and just saw an empty seat and sat down.At that time, there was already a 34-year-old woman sitting in that row of seats, with two children, the oldest was 6 years old and the youngest was about 3 years old.From this, Saito Takenosuke judged that the other party was a housewife, and thought: "Okay, everyone from children to adults should have insurance, they need to buy insurance, why don't I try it?"

Because the seats were next to each other, Saito Takenosuke bought the Kumagaya specialty "Wukiabao" while the train stopped at Kumagaya Station, and presented it to the lady politely.Taking this opportunity, he chatted with the lady. They talked a lot, and they kept talking about the children's tuition fees and other issues. He also asked about the content and scope of her husband's work.In this way, he already had a preliminary understanding of the other party's situation.

According to the lady, she planned to stay overnight at Karui Station and take the Kusakaru Line Express to Kusatsu the next day.Since Karui is a summer resort and coincides with midsummer, it is difficult for individual travelers to find a hotel. Takenosuke Saito offered to help her find a hotel at Karui Station. The lady was very happy when she heard this.

When introducing the hotel, Saito Takenosuke wrote a letter of introduction for her on the back of his business card.The lady happily told Saito Takenosuke the names of her and her husband.And these things, if a stranger asked suddenly, she would definitely not say it.It was precisely because Saito Takenosuke had already laid the foundation for the inquiry and gained the trust of his wife, so his wife told him happily.

Two weeks later, in order to meet her husband, Saito Takenosuke visited her residence.Of course, his pitch was successful that time.

Saito Takenosuke seems to be very lucky to successfully launch his own insurance this time. In fact, it is because he is always thinking about sales.

If you want to improve your sales performance, you must use every opportunity to develop your customers.Sales staff should also learn from Saito Takenosuke's professionalism.Find your customers anytime, anywhere.

8. Convincing customers who are resistant to selling

It took me a long time to realize that your biggest customers are often the ones you're playing against.

— Frank Bettger

When many people meet a salesperson, they often have a feeling of resistance, as if they are afraid of being fooled.For example, sometimes after the salesperson introduces the product to the customer, the customer will disdainfully ask "You just want to sell something, are you advertising your product?" How should salespeople respond?
(1) Show the essence.

Salesperson: "First of all, I want to declare that this is not an advertisement, although it has the function of advertisement. But it is to reflect the development and operation of my country's current agricultural science and technology enterprises. There are not only books, but also websites. In addition, the collected enterprise information will also be collected Summarize it into the database of the agricultural product information center, and build a convenient information bridge between enterprises and users. Ordinary advertising companies absolutely do not have such a large-scale system service, so how can it be called advertising?"

(2) For the sake of customers.

Customer: "Why should I help you to promote this product? Am I advertising for you?"

Salesperson: "Sir, you are not promoting new products for us. Of course, some manufacturers hope to promote new products for them through retailers, which means that they do not understand the sales potential of this product, or they are unwilling Spend more money to promote new products, sell new products to retail stores means their work is done. By doing this, I am giving you a chance to make a bigger profit. Because we have been doing Various forms of promotions and strong advertising support, consumers will also associate new brands with your store based on advertising or promotional activities, and they will definitely be interested in the product features introduced in the advertisement and try it.”

(3) Indicates that the product quality is reliable.

Salesperson: "Of course I really want to sell my products! However, my products will only be sold to you if you think they are worth buying. Regarding this point, should we discuss and study together? Our villa is The residents are meticulous, and everything that can be thought of is thought of for the customer. You can also see this. Let's talk about the location first. It is within the third ring road, which is very convenient...

"Moreover, our room floor design comes from internationally renowned designers, with unique taste. Not only the appearance is impressive, but also the internal facilities are all available, and the space is effectively used, and the bar, storage room and entertainment room are designed. We The villa is very close to shopping malls, clubs and other commercial service areas, and it takes only ten minutes to walk there. In addition, the environment is beautiful and healthy, away from noise and air pollution.

"Although the price of our house is 100 million yuan, you can also pay a down payment of 30 yuan first, and the rest of the money can be used for a 20-year mortgage loan from the bank."

Maybe the sales staff above are too detailed when introducing the quality and cost performance of the house to customers, but this is very necessary in actual sales. Only when your customer understands your product in detail can he buy it.

(4) Surprise victory.If the customer is quite disgusted with the promotion, the salesperson must not quarrel with it, but should find a way to win by surprise.

(End of this chapter)