An effective way to approach customers: praise how to praise customers

The following is an example of approaching a customer through flattery. Liu Fang, a salesperson, walked to Manager Wang with steady and confident steps. When his eyes came into contact with Manager Wang, he nodded slightly and set his eyes on Manager Wang's nose. When approaching Manager Wang, he stopped and nodded deeply to Manager Wang. With a smile on her face, Liu Fang first said hello to Manager Wang and introduced herself. Liu Fang: "Hello, Manager Wang, I'm Liu Fang, the salesman of Dahua Company. Please give me more advice. " Manager Wang: "Please sit down." Liu Fang: "Thank you. I am very grateful to Manager Wang for taking time out of his busy schedule to see me. I must seize such a good opportunity. " (Liu Fang sincerely thanks Manager Wang for his interview, and says that he should seize this rare opportunity to make Manager Wang feel that he is an important person. Manager Wang: "You're welcome. Nice to meet you, too. " Liu Fang: "Under the leadership of Manager Wang, your company is in a leading position in the industry, which is really admirable. I have browsed your company's website and know that Manager Wang attaches great importance to online marketing. Now many customers buy products online. This marketing method is an example in the industry! " (Liu Fang put forward this point about network marketing in the prior survey data, especially in the cold shoulder, thus having a good premise. Manager Wang: "The products we sell are network office equipment, and the customers are mainly high-tech enterprises. With the popularity of the Internet, these customers began to look for the products they needed from the Internet. The purpose of building our own website is to satisfy customers to inquire about products online, understand products and improve our sales efficiency. " Liu Fang: "Manager Wang, your idea really embodies the business characteristics of your company and is far-sighted. I believe your company is very successful in sales. I recommend a website promotion plan for you, which will make it easier for customers to find your products and services, not only increase sales, but also have a good advertising effect, making your company and your products more famous. " (Liu Fang praises the other party first, and then expresses the reason for visiting. Manager Wang: "Website promotion plan?" Liu Fang: "Yes. Manager Wang's sales experience and achievements have won the respect of people in the industry. Before I came, I had heard many compliments about your brilliant sales performance and excellent management ability. In fact, the purpose of the website is not only to let customers inquire about product functions and understand the company from the Internet, but more importantly, to let customers find you anytime and anywhere when they need products, and then log on to your website to inquire about the information they need. Without proper website promotion, how can customers find that you can provide them with the products they need? " (Liu Fang adopts the method of praising first and asking questions later. Manager Wang pondered for a moment, then said, "Tell me your opinion!" In this way, Liu Fang opened the psychological defense line of the sales target, made the customer feel good, let the customer listen to his explanation carefully, and laid a good foundation for the next promotion. Everyone has vanity, and the best way to satisfy people's vanity is to make each other feel superior. But not everyone can succeed. On the contrary, most people live an ordinary life. Everyone usually suffers from different pressures and listens to others everywhere. Although it is normal, most people want to try to be superior, so these people will prefer those who can satisfy their sense of superiority. And the most effective way to make people feel superior is to praise what he is proud of. If the customer's sense of superiority is satisfied, the vigilance of first meeting will naturally disappear, the distance between them will be closer, and the relationship between the two sides will take a big step forward. Here, we call it praise. The so-called compliment approach method, also known as compliment approach method or compliment approach method, refers to the approach method that salespeople use customers' self-esteem and vanity psychology to attract each other's attention and interest, and then turn to the interview. In real life, everyone wants to be understood, recognized, mentioned and praised. For most customers, this method is relatively acceptable. So, what points should we pay attention to when using praise approach? First, choose the right person to praise. Salespeople must choose appropriate targets to praise them. If the customer pays attention to clothes, you can ask him how to match clothes; If the customer is an employee of a well-known company, you can express envy that he can work in such a good company. As far as individual customers are concerned, looks, clothes, manners, manners, talents, achievements, family environment, relatives and friends are all commendable. As far as group customers are concerned, in addition to the above praise objectives, the company name, scale, product quality, service attitude, operating performance and so on. It can also be used as an object of praise. Whether praising individuals or groups, praising people or praising things, we should choose the best object of praise. If the salesmen talk nonsense, they will be self-defeating. In particular, salespeople should pay attention to the analysis of the marketing environment, make preparations for approaching carefully, and never mistake the object of praise. Secondly, choose the appropriate way of praise. In fact, unrealistic and insincere praise will only make customers feel embarrassed, and even have the opposite effect, resulting in a bad impression on the salesman. Therefore, sales staff must be sincere when praising customers, and must grasp the discretion. For elderly customers, we should use indirect euphemistic praise language; For young customers, you can use more direct and enthusiastic praise language. For different types of customers, the way of praise should also be different. For example, in the face of serious customers, compliments should be natural and simple; For customers with strong vanity, you can give full play to the role of praise. Finally, it should be noted that not all customers are willing to accept compliments from salespeople. Even the same customer, in different marketing environments and different moods, will have completely different reactions to the same compliment. In fact, some customers like to show off themselves, especially in front of others. These customers want to be praised by the salesman, and if they get inappropriate praise, they will feel looked down upon. If salespeople ignore such customers, they will ignore themselves. There are also some customers who don't want to talk too much with the sales staff, and don't want the sales staff to criticize and make irresponsible remarks. In particular, they don't like salespeople touching their personal or family affairs. They think that the so-called praise of salespeople is just a means to fool customers. Therefore, they do not agree with the praise of the sales staff, and even dislike it. The basic principle of praise method accords with Maslow's demand principle. People hope that honors and achievements will be recognized and respected by others. People also want to be praised and liked by others when they dress up. Since people need to be recognized and praised, salespeople can use this motivation to recognize customers, praise customers and get close to customers. In the actual sales promotion work, salespeople will meet all kinds of customers, some of whom don't seem to care, but as long as salespeople don't have preconceptions and preconceptions, they will always find something commendable.