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How to create a harmonious atmosphere with "feeling like old friends at first sight"?

[Classic Review]

A harmonious conversation atmosphere is indispensable for efficient communication with customers. An experienced salesperson will always come up with various ideas in the process of communicating with customers. The method is to first create an atmosphere that is conducive to communication between each other. For some customers, even if they need a certain type of product, they will not communicate too much with the salesperson without a good atmosphere.

We always advocate that salespeople must have affinity. What role does affinity play in sales? First of all, an approachable salesperson can quickly close the distance with the customer and create a feeling of "like old friends at first sight" with the customer, and this feeling of like old at first sight can create a harmonious communication atmosphere between the salesperson and the customer.

So, to create a harmonious communication atmosphere we should first start by establishing affinity.

In the process of communicating with customers, although some salesmen are eloquent, they have been singing a one-man show for most of the day, and the customer has no response. This is because he has not found the perfect relationship with the customer. At the same point, as the saying goes: "People flock together and birds of a feather flock together." The more similar things people have to each other, the more topics they will have among themselves and the easier it will be for them to communicate.

I believe we all have this feeling. When we are taking a train, there is a stranger sitting across from us. After talking to this stranger for a long time, we have the feeling of falling in love at first sight and regretting seeing each other so late. Unknowingly, you will develop an inexplicable affection and trust for him, and the atmosphere of your conversation will be very high. Why is this? Because the other party has extraordinary affinity, such people often become marketing talents.

[Case Analysis]

Xiao Wang is a salesman in a steel plant. He runs around every day and meets countless people. Of course, he has a good grasp of customers. But what makes Xiao Wang most proud is that when meeting customers, he can create a harmonious communication atmosphere no matter what kind of customers he meets.

On this day, Xiao Zhao came to a factory in Tianjin to discuss business, and soon Xiao Zhao found the director of the factory.

Xiao Zhao: "Hello, I am a salesperson from a certain steel company. I have made an appointment with you before to discuss something important to you and me."

Customer: "Oh, please sit down!" The customer politely asked Xiao Zhao to sit down.

After Xiao Zhao sat down, he was not in a hurry to start talking about business, because the customer had only said one sentence since he came in, and the atmosphere seemed a bit awkward, but he immediately saw a Craft Football, so Xiao Zhao said: "When I was in the company, I heard from my colleagues that you are an out-and-out football fan. I have wanted to visit you for a long time, but I never had the chance. Today I finally met you. !”

Customer: “Thank you! What a fan!” , the national team only qualified last year, otherwise it would be even worse!"

Customer: "It seems that you have also studied this aspect, I hate that the most..."

For a while, the atmosphere in the client's office was very harmonious. The client and Xiao Zhao chatted excitedly. At this time, Xiao Zhao found the right opportunity and said: "In addition to asking you about football knowledge today, I also have one important thing. Let’s discuss the matter with you. Look at our steel supply..."

Customer: "This is easy to talk about. Bring the contract over and let me take a look..."

...

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In this way, the customer finally signed the contract happily.

After Xiao Zhao met with the customer, although the customer was very polite, the atmosphere was very awkward. So Xiao Zhao used the customer's interests and hobbies as an introduction to break the embarrassing scene and make the customer appreciate Xiao Zhao. It felt like old friends at first sight.

In this case, if Xiao Zhao communicates with the customer in an awkward atmosphere at the beginning, it will inevitably produce bad results. The best way at this time is to first close the relationship with the customer. distance, which requires customers to feel the salesperson's affinity.

There are many methods. Here the salesperson chooses the customer's interests and hobbies. Of course, certain processing is required in the expression process. For example, in the case, "When I was in the company, I heard from my colleagues that you are an out-and-out football fan." ..." After such packaging, the emotional color of the language is further enhanced, which greatly improves the salesperson's affinity.

[Skillful Touch]

How to build affinity so that customers feel like old friends at first sight, thereby creating a harmonious atmosphere? The best way is to make customers feel that the salesperson and themselves are in sync. The specific points are as follows:

First, the emotional approach method. Emotional closeness means that the salesperson's emotions should be at the same frequency as the person being communicated with. For example, when a customer is a very serious and serious person, we should also treat it seriously and not make jokes with such customers easily. Because your joking will make the other person think that you are very frivolous and not serious enough, and they will distrust or lose trust in you. So, don't tell jokes when the other person is heartbroken.

Second, ***knowledge brings the Dharma closer. In communicating with customers, when the customer expresses some opinions that have little to do with the interests of cooperation, the salesperson can immediately echo them, so that the customer will feel that you recognize his own point of view and speak freely. There is a rule called the seven plus one rule, which means that if your point of view can make the other party say: Yes, I agree, etc., and the other party agrees with your point of view seven times in a row, then he will be accustomed to agreeing with you on the eighth time. your point of view. Therefore, the salesperson can arouse the other party's interest when asking questions and make the other party feel close.

Third, use body movements to get closer. According to research, when people communicate, language accounts for 7% of communication, tone accounts for 38%, and body language accounts for 55% of communication. Therefore, body language can be said to be the most important communication tool in the communication process. When salespeople communicate with customers using the body language that customers often use, they tend to quickly build rapport with customers.

Fourth, the language expression method. Each customer's speech tone, speed, and text expression are different. For example, some customers speak faster, and the salesperson's speech speed should also be accelerated. If a customer speaks in a higher intonation, the salesperson should also speak faster. Improve your tone of voice. Some customers like to use some words, such as "OK", "done", etc. If the salesperson can also use these words to communicate with customers, customers will be more receptive.

In short, in order to create a good and harmonious atmosphere when communicating with customers, we must establish an affinity and make customers feel a sense of intimacy.