Special Highlights
The environment often brings people not only comfort, ease and spontaneity, but more often, it is a warning, a dissuasion, a deterrent to people, and it creates some constraints on people's behavior. This is the binding force of the environment.
Use environmental deterrence to make customers submit
Usually when people face a dangerous environment, they will become cautious, fearful, fearful, and even choose to escape. This shows that the deterrent effect of the environment has a certain impact on their psychology and can change some of people's behaviors and choices. In this way, we can use the power of the environment to make the other party face certain threats or warnings. Under such circumstances, their behavior will be scrupulous, or they will make compromises and concessions, so that we can take advantage instead of being controlled by others.
Salespeople should be good at using the environment. If necessary, they can take advantage of the environment to create a certain amount of deterrence and pressure on customers. For example, when customers express doubts about the quality and credibility of the product, the salesperson can use some strong evidence to illustrate his or her own strength. The world's greatest salesman Joe Girard has the walls of his office covered with various medals he has won, as well as newspapers, magazines, articles about his deeds, and photos taken with some important people. These "advertising" effectively gave him and his products the best proof, and invisibly exerted a force on customers, forcing them to recognize, trust, and even obey and worship. This enabled Joe Girard to always sell his products very smoothly.
Only strong proof, as well as environmental background and infection, can effectively convince customers, create great curiosity and trust in customers, and prompt them to act immediately and make purchases. Therefore, salespeople must be good at using the environment to create momentum for themselves, increase their confidence, eliminate customers' doubts, gain their trust, and ultimately conquer customers.
In sales, relying solely on the salesperson's earnest persuasion sometimes does not have much effect. If you are good at leveraging the influence of the environment, you can add momentum to yourself. Use this inviolable and deterrent atmosphere to act on customers and help you sell your products effectively.
Catering to the interests of customers
No one will put too much energy into things that they are not interested in, but if it is something that interests them, they will participate emotionally. This psychology can also be used by sales staff when persuading customers during sales. actively caters to customers' interests and shortens the distance with customers, thereby achieving further communication and paving the way for the final sale.
Generally speaking, similar people have common interests and hobbies, are willing to participate in similar activities, and can be close to each other and enjoy each other in common activities, thus enhancing interpersonal attraction. When it comes to looking at problems, their attitudes will be more consistent, they will be congenial and have similar interests. When interacting together, they can correctly reflect their own abilities, feelings and beliefs, and they will be able to receive support and encouragement. Therefore, they will be more able to get along with each other in a friendly manner. It is easier for similar people to communicate with each other, so they have common topics, there are fewer misunderstandings and conflicts, and they get along more harmoniously. Even if you are not very familiar with it, it will be easier to eliminate the strangeness, thus forming a strong interpersonal attraction.
There is also a social interaction between salespeople and customers. If both parties do not have a common language, it will be difficult to communicate, let alone sell goods. If sales staff can take the initiative to cater to customers' interests, talk about things or people that customers like, and attract customers, when customers develop a good impression of you, it will be a matter of course for them to purchase your products.
Of course, salespeople come into contact with many customers every day, and they are not omnipotent. They like everything and know everything, and they cannot cater to all customers. This requires sales staff to be knowledgeable and knowledgeable. The more things they know and the richer their knowledge, the more comfortable they can handle more customers. An excellent salesperson must be an "encyclopedia". They need to know a lot of things. Even if they are not proficient, they must have a general understanding. Once they talk to a customer one day, they will not be indifferent because of their ignorance, resulting in the negotiation being unable to proceed. Only when salespeople know more can they find common ground with customers and attract each other.
As the saying goes, "Heroes cherish heroes", the salesperson's erudition will create a lot of convenience for himself in sales, increase the common language between himself and the customer, arouse the interest of the customer, and make the customer and the salesperson cherish each other. provides opportunities for establishing a deep relationship between each other. Sales staff must not only continuously improve their own accomplishments and practice basic skills, but also be good at discovering customers' interests during conversations with customers, so that they can be targeted and not deviate from the direction.
This article is excerpted from the book "Sales Mind Attack" edited by Cao Huazong. If there is any infringement, please contact us to delete it
