"Love", goodwill, the secret of the greatest car salesperson's persuasion | Fuzzy negotiation power Chapter 12
This is the platycodon tweet in " Negotiation thinking ".
3180 words in the full text, and it takes about 3 minutes to read.
1 Introduction
Joe Gillard , is an automobile salesperson in Detroit, USA.
He is not a sales director or a sales manager, and he is not even a sales team leader.
Jo is just an ordinary car salesperson standing in the business hall.
However, Joe Gillard is the "greatest car salesperson" officially recorded in the Guinness World Record.
The reason is simple, Joe is the person who sells the most Chevrolet cars in the world.
He can sell about five cars per day on average.
He is a veritable number one sales ranking.
Qiao has neither the eloquence of the tongue-in-law lotus, nor the connections that are good at dancing;
, but he is very convincing.
, which can make more than 13,000 customers believe that if you buy a car, you should look for Joe Gillard!
Many people are very curious and keep asking Qiao, what makes him have such strong sales persuasiveness?
Jo only said one thing, one thing he does every month;
That is, send a card or an email to 13,000 customers every month, which says,
I like you.
2 Like
We are still in the series of tweets " fuzzy negotiation power ", and its way of thinking is inspired by experimental psychology research at Oxford University .
The second word of the influence of the seven-character ciardini is called "love".
The so-called "love" refers to "love", which means one person's favorability towards another person.
Simply put,
The higher a person’s favorability in our hearts, the stronger his/her “persuasiveness” will be to us.
This is a simple truth, but understanding it is not easy.
"negotiation thinking" persuasive thinking, the most popular example is either purchasing or selling;
One of the reasons is that I am a purchasing agent;
. Sales and procurement are the two sides of the negotiation coin, and neither is missing.
What I am most interested in is probably "selling negotiation thinking" and "procurement negotiation thinking".
and you should also be interested.
Because each of us is our own purchase and always buying various resources for ourselves;
At the same time, each of us is our own sales, always selling ourselves as a "person";
Let us return to the example at the beginning of the article,
"favorite" is Joe Gillard's biggest sales secret.
Qiao wrote in his life biography that
In the eyes of a customer, "deal" only means two things, first, one is a good price, second, a good salesperson, put the two things together and you will be sold!
Joe Gillard, why do you emphasize "good feelings" so much?
Because salesperson is a profession that is difficult for people to have a "good impression".
Recall carefully, when a salesperson takes the initiative to contact you, what is your first reaction?
Well, this person wants me to buy things and want to make my money.
We are born to have disgust for those who want to make our money. A nature like
is the enemy of "good feelings".
Jo continued to write in his biography,
What I want to do is very simple, just let the client understand that I will not do anything that makes you hate.
Or so,
Actually, what I sell is not a car, but my "good impression".
3 Xiao Sun's story
Xiao Sun is an IT salesperson, and now he has been my friend for many years;
More than a few years ago, he worked for a few years and was full of energy and had the spirit of wanting to do something big.
Xiao Sun is a very shy person. He will blush when talking to people. This is not the best personality for sales. Many times, his words are not as much as the customers say.
He told me a story, a story of his own.
That is Xiao Sun's second client, a large Chinese-funded company with a state-owned enterprise background.
There are too many IT companies surrounding this customer, and there are many sales elites, including some sales predecessors in Xiaosun's own company.
Chinese-funded companies have many personnel and complex departmental organizational structure. There may be more than a dozen approval leaders in a project. For customers like
, where should a sales start?
After studying the organizational structure of the client, Xiao Sun believed that an old leader at the top was a very important role and played an important role in all IT projects. Xiao Sun decided to do the work of this old leader.
The sales seniors in the company all laughed and told Xiao Sun,
Do you think we didn’t have the idea of this leader? You should give up this heart. This leader is famous for not being able to make money and thinking hard. He never gives any supplier opportunities. He is a time-honored figure and it is very difficult to solve. I advise you to give up. It is better to find those people who are easy to public relations below.
Xiao Sun thought, maybe he really chose the wrong choice, but he didn't try it once, and it seemed unreasonable. He wouldn't die if he tried it, so he didn't care.
So, Xiao Sun was worried about finding the old leader’s office. He didn’t make an appointment in advance, so he tried it and withdrew if he couldn’t do it. He knocked on the door of the old leader’s office.
"Dongdongdong..."
"Come in!"
The old leader is actually here, and he is lucky.
Xiao Sun stood at the old leader's desk in embarrassment, intending to introduce himself, and introduce his purpose and products first,
leader, I am Xiao Sun of XXX, I came for the XXX project, our company's products...
The old leader reached out to interrupt him, looked up from behind the glasses, pointed to the newspaper he was reading, and then looked down at him.
Xiao Sun is very embarrassed, what does this mean? Tell me not to interrupt him to read the article?
OK, then I'll wait a moment. Xiao Sun quietly looked for the chair next to him, sat down, and waited silently.
The office is very quiet, with only the old leader and Xiao Sun.
waited like this for almost forty minutes. The old leader finally put down the newspaper in his hand. Xiao Sun quickly stood up and wanted to complete the introduction just now.
But the old leader pointed at the watch on his hand at him, meaning that lunch time is up, and he is going to the cafeteria, and then he went out like this...
Xiao Sun was embarrassed again, forget it, let's go, don't waste time, but, I haven't even said a single word, and I haven't finished talking about the basic functions and advantages of the product. How can I withdraw it? no!
Xiao Sun has a tough heart. Think about it, I have been waiting for so long, so I don’t have to wait for a lunch, so I will wait! So Xiao Sun sat down in the office again.
About another forty minutes passed. The old leader had lunch and pushed the door in. He saw that Xiao Sun was still there. He was a little surprised, but he still said nothing.
Old leader, do you see if you have time? Listen to me to introduce the product...
The old leader reached out and interrupted him again,
Nurse break time, I want to go out for a walk.
After saying that, he left, and Xiao Sun followed him out.
Xiao Sun followed the old leader to a tree in the park. The tree was lush and tall, with a cool breeze under the shade, which was very comfortable.
The old leader sat down cross-legged. Xiao Sun learned his lesson this time and didn't say anything. He followed the old leader a little further away and sat cross-legged.
The old leader looked at him sideways and said:
It has been decades. I am used to coming here every afternoon and sitting and meditating for a while. The tranquility here can make me calm down and figure out many problems.
Xiao Sun nodded in a vague way, but still said nothing.
The old leader saw that he didn't say anything, so he ignored him and meditated with his eyes and eyes.
What Xiao Sun was thinking about was not meditation, but how to complete the product introduction just now. But depending on this, meditation cannot be interrupted or spoken, and it is probably impossible to complete.
Xiao Sun was very discouraged and felt a little tired at noon, so he simply closed his eyes.
It was like this. Before I knew it, half an hour passed. Xiao Sun suddenly opened his eyes and saw the old leader looking at him. Still saying nothing, he got up and patted his clothes and walked back to the office.
Xiao Sun, Nah, I can't speak, I feel a little refreshed, but I can't say anything different.
That's it. Whenever Xiao Sun has the chance, he will come to this tree to wait for the old leader under the tree and follow the old leader to meditate cross-legged.
The old leader saw that he had too many, and he didn't ask much, and he always thought that Xiao Sun did not exist.
Interestingly, since then, Xiao Sun didn't say much to the old leader, and at most brought a bottle of mineral water for the old leader to drink.
Until one day, the old leader couldn't help but open his eyes and asked Xiao Sun,
Your name is Xiao Sun?
is, leader.
What do you think when you sit with me every day?
Hmm..., at the beginning I wanted to find an opportunity to talk to you and introduce the product, ha...
Where now?
Now, I think this half hour can allow me to accumulate many problems that I have never found in my daily work, which is quite addictive, haha.
Xiao Sun touched his head and smiled foolishly.
The old leader is interested,
? What problems are there? Come and talk about them.
Xiao Sun was a little surprised. This old leader has not said more than three words to him this month. What happened today?
So, Xiao Sun took this opportunity to express some product functions problems he encountered with other customers and some misunderstandings about his products.
The old leader was silent for a while, got up and patted his clothes, and said,
Come on, go to my office, and tell me all the introduction of your product.
Xiao Sun stood up in a daze, without saying a word.
The old leader joked,
, you are talking less than me now. There is no need to say more about what happened next to the story of
. Xiao Sun has become one of the most important suppliers of this customer.
Under the tree in the customer park, it is still his favorite place to stay in his spare time.
Even if you are a salesperson who just started working, you know the reason to please customers;
They all understand that it is very important to make customers have a good impression of themselves.
But they don’t seem to understand what “good feelings” actually mean?
When Xiao Sun was obsessed with his sales identity, the old leader could never have a good impression of him;
When Xiao Sun completely gave up his sales identity, the "good impression" arises.
4 Summary
It is worth mentioning. Behind today's content, you can still see the shadow of "fuzzy negotiation theory";
Classification, binary, language, extreme;
"love" is the essence of "good feelings", and it is also the polarization of binary differences;
When we try to draw a classification, I like Vs I don't like (we Vs they We Vs Them), people's brains quickly binary;
When "good-like" appears, this category is vague and unconvincing to us;
Once we tear this category in negotiations, let "good-like" appear, as the "good-like" becomes stronger, the greater the "we are together" in the other party's mind, and the more extreme the persuasiveness is;
The flow of persuasiveness has once again moved from vague to extreme.
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Here is " Negotiation Thinking "!
"Fuzzy Negotiation Power Chapter 12" To be continued
--- Platycodon
