Improve your communication art in 3 minutes - analysis of common techniques used by masters of communication and persuasion

Hello, friend, my name is Rao Xin, and everyone calls me Brother Xin (I am a bit fat now, with a simple and honest look, regardless of my age, I feel that everyone calls me this very kindly), and you also You can call me that.

When I was just starting out, I followed our boss and listened to his eloquent conversation. The customers nodded and smiled from time to time, and I settled the order within a few meetings.

I was envious at the time, because I didn’t even dare to speak at that time. Sometimes when I met clients alone, I would talk intermittently and ramble on, without looking at the client’s reaction. , before the buttocks were still hot, the customer said, "Okay, otherwise, put the information here, I will take a look first, and then leave."

Later, I stole from my teacher, because my reaction ability on the spot was very poor and my memory was not very good, so I secretly recorded it on my mobile phone, then went home, listened to it repeatedly, pondered it, took notes, and was alone by myself. When visiting customers, I imitated the leader's words, but...

The customers still laughed and laughed, and it was tepid. When I came back and listened to the recording, I realized that my communication was not at all the best. Well, the level of communication with the leader is not at the same level. I am still a dead pig who is not afraid of boiling water. No, I will repeat it. Next time we meet, I will take out my mobile phone to record it. Haha, look at how stupid I am.

When I came back, I listened to my talk with the client. I listened, wrote, and summarized. Did I speak properly? Is the flow of expression smooth? (When we were talking before, we were like, oh, eh)? Is the information conveyed complete? Is there anything missing?

Do you think I have upgraded and become a master of communication and persuasion? Thank you for looking up to me. But it turns out that I am just a courier, a person who delivers picture albums to the company, without saying a few words. Gone.

One time I still risked being criticized by my boss, saying that I was not good at talking to customers. Recently, when I saw customers, I always died and I couldn’t talk to them. The leader was pretty good and promised to give me guidance next time. Later he pointed out two points, which I still remember.

1. People cannot be persuaded, but they can be guided. All decisions are made by themselves. .

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2. Just because you keep talking doesn’t mean you have strong communication skills. Instead, you have to listen more, ask more questions, discover his needs, and then target him meet the other party’s needs, and interpret the other party’s problems.

Later, when Brother Xin was dealing with people, negotiating, and doing business, he met many people and met noble people and villains. Moreover, I also took the initiative to connect with some noble people, knowing how to give and receive. Some advice from experts.

I also have a good habit, which is to summarize and write down my experience every day. There are successes and failures. After a long period of exploration and practice, I have summarized a simple and practical set of things that can be put into practice. A persuasive method of communication.

In the past, I communicated privately with my friends in the circle and my brothers (employees are also brothers and sisters). They were all oral, which may not be comprehensive enough, and there is no writing left. As you know, many things, I don’t want too many people to know about it. They told me that the effect is really good. A friend said this. Customers like to hear it, and when they see customers, they just collect money.

The same information is sent to different people. Some people study it repeatedly, continue to do it, summarize it, ask if they don’t understand, and sincerely ask people for advice. Some people just take a cursory look. I was very excited when I read it for a few days, then I threw it away without knowing where, and then I kept looking for new information. Some people won't even read it if you give it to them, and they will just go about their business according to their original ideas.

Those who know Brother Xin, the buddies and warriors who are fighting on the front line, I really don’t want you to follow my old path, like a lonely boat, floating aimlessly, maybe a wave will come over, The ship capsized, and what made me even more miserable was that I had to watch the luxuriously decorated ships passing by, hear the laughter inside, and see the singing, dancing, and delicious food inside.

Brother Xing was so helpless, he went through many detours, and walked down the road with a breath of unwillingness to admit defeat. I hope that people who know Brother Xing will not have to go through those landmines and pitfalls, and don’t have to think about Brother Xing. If you encounter obstacles, summarize various tests, and take detours by yourself, you only need to study this document carefully, apply it, and just go straight to the big road.

What do I want to do? To be a guide, can you tell me which great communicators you have seen in society and how they do it? What is his thinking behind it? How do they design their communication skills? After analysis, can you use it directly? After using it, it will become your own ability without envying them.

I am a very stupid person, but stupid people have stupid methods. Later I learned that stupid methods are often the best methods. When you experience something, you slowly learn Will agree. Everyone’s foundation and understanding are different, so we need to share it in as much detail as possible and give as many examples as possible, so that everyone who receives this information document can benefit the most.

What are you going to do? Can you absorb the most? Less is more, slow is faster. Don't think that you will become more capable after reading it. If you want to become fat in one bite, you are impetuous and vain. Too many people are like this. In Buddhism, it is called "greed".

Use what you know. After using it, summarize it, use it again, summarize it again, repeat it, repeat it, repeat it again, and integrate it into your own blood.

Okay, let’s share the practical information directly.

Many people start bragging when communicating with customers, emphasizing how awesome they are, how awesome the company is, how awesome the products are, picture albums PPT, company promotional videos, certificates..., ? It lasted all morning, and then it was gone, leaving the picture album behind and leaving. After leaving, I couldn’t figure out why customers didn’t choose us.

How to follow up with customers in the future? If you make appointments with customers every day, the customers will not meet you, or even just hang up on you, or they will keep bargaining with you. How do you do that? Always forcing customers to buy, all kinds of forced orders

You have to change your thinking. Your target is people, not products. Products are just a tool for exchange. Instead, think about the resources you have for them. What help, what use are you to him? You are a cow, what does it have to do with him? You might as well change your words and give an example:

You said that you have a habit of wanting to do one thing well. I will start with the intended partners and investigate your company's situation. , industry attributes, competitive product situation, customer shopping habits, customer requirements, comprehensive understanding, see if you can provide some help first, and provide customized solutions first.

Secondly, let’s talk about whether my resources can bring you greater help. It needs to be done in several steps. Each step requires the cooperation of the customer. If there are any problems, we will solve them together. What I want is that customers can make money, and only those of us who provide support as suppliers can enjoy the dividends of the company's development. Everyone wins. Mr. Wang, can you tell us what problems the company has encountered recently? Or what are your current thoughts in this regard?

Don’t attack Maimang tit for tat at the beginning. His opinions may seem ridiculous or childish. Then you think your point of view is awesome, deny it directly, put forward your own point of view, and then support it a lot. argument.

Will he listen? He may still be keeping a straight face and sulking in his heart, or he may be looking for loopholes in your opinions to criticize you. what to do? For example:

You can say this, Mr. Wang, I recognize some aspects of your views and they make sense, and there are others that would be perfect if you can take them into consideration, and then he will What aspects will be asked of you? If you put forward your own point of view at this time, you are in the same camp as him, solving problems together, and you are helping him find a solution.

Many times, when we make an appointment with a client, what do we usually say? Mr. Wang, I am Xiaoma from the company that makes XX furniture. I left in a hurry last time. Can you make an appointment for us to talk in detail?

Mr. Wang said: "I've been busy lately, let's try another day!" Then he hung up the phone.

Many customers are not busy, but have a fixed model framework. After receiving N sales calls like this, how to guide him and let him change his inherent model? You can say this:

"Mr. Wang, I am a furniture maker. Last time we met, I learned that the style you need was also measured. I came up with several plans and sample drawings and made them. I will show them to you."

Mr. Wang: "Oh, I'm quite busy, let's do it next time."

You immediately said: "The boss is always busy. He knows you are busy. It's because you are busy that we should meet each other." Let’s chat, take a look at the renderings, point out some opinions, and publish a second version immediately. This way we can get this done, the company can operate in advance, and then you have more time to do other things. Why don’t I get off work later? Wait for you to find a place or give me some time?"

Have you ever heard of such a short story:

A mentally ill patient squats in the corner every day, thinking that he is a mushroom. Many doctors are at their wits' end. Later, a psychiatrist squatted next to the patient. The patient asked: "Who are you?" The doctor said: "I am also a mushroom!" The patient nodded.

After a while, the doctor stood up and walked around. The patient asked, "How can mushrooms walk?" The doctor said, "Mushrooms can also walk around!" The patient thought it made sense and stood up and walked around. After a while, the doctor started eating the burger. The patient asked, "How can mushrooms be eaten?" The doctor said, "Of course mushrooms can be eaten too!" The patient thought it was right and started eating. After a few days, he was able to live like a normal person, although he still felt like a mushroom.

The doctor did not deny the patient that you should be a human being, not a mushroom, but that you are a mushroom when you stand, but mushrooms can walk and eat, and let the patient behave as a mushroom should. .

It is not difficult to see that the key to convincing patients is that the doctor enters the patient's frame. We often say that we want to convince someone and change someone. In fact, no one likes to be persuaded, and no one likes to change themselves for no reason. If you want to change yourself, you must have an internal motivation to push yourself to make changes.

When we communicate with customers, we should not use our own thinking to judge the customer. What kind of person do you think he is? If your product is very useful to him, often he will not feel that you have given him the benefit. stuff, worthless.

You have to think from the customer's perspective, enter the customer's heart, think within his cognitive framework, and guide him. It is because he thinks that way that he should adopt the plan you gave. At the same time, add something helpful and valuable to him. If he accepts this information, he will take action.

For example, you can use this thinking when educating children.

Suppose your child is very playful and never likes to study. You originally threatened him, beat him, and forced him to do his homework while you were there, but when you left, he didn’t know. After running there, how do you communicate with him?

Baby, daddy knows that you like to play. There is nothing wrong. Children should play. Because you like to play, you should play in a high-end way. Unlike others, you know how this car can run better. quick? How was it designed? How big does its motor need to be for him to equip it with, where is its center of gravity to be stable, and why are there creases on the wheels? Why can the steering wheel turn the front of such a heavy car?

Then you explain to him the materials you prepared one by one, and finally say that these are all from books, and they are all knowledge. Only if you learn the knowledge, you can design faster cars, and you can also design Where are the planes flying in the sky? Baby, what do you think you should do?

Therefore, if you want to change your child, first enter the child's frame; if you want to change the customer, first enter the customer's frame; if you want to change the employee, first enter the employee's frame; if you want to change your husband, Let’s enter the husband’s frame first.

One person cannot convince another person, he can only guide him and let him convince himself!

Suppose you are chasing a girl, and you ask your friend to buy a bottle of good red wine, and you want to invite her to have a drink with you and have a private chat. What do you usually do?

You wouldn’t take her to a food stall, order a few plates of barbecue, and then have a drink together. You would find a quiet private room with a beautiful environment, light candles, and order two steaks. Two people, looking at each other, sipping wine, talking about the future...

Love story, stop, let’s give another example:

Real estate, in their When you enter the marketing center, you will see the bustle, every table is full of people, and there is a transaction. The speaker immediately remembers that the transaction for room 2101 has been completed. Please pay attention to the sales, and you cannot push any more. Then dynamic music starts. Then someone repeated that room 2101 has been sold...(actually there are half a lot of support in it)

But in that environment, your cognitive ability is out of control, and their Communication In such an environment, communication skills will rise sharply. If you really have some ideas at the time and just go to have a look at the beginning, then you may be sold by them.

Some communication does not require a lively environment, but a quiet environment. This depends on your product and customer attributes. Remember, I once consulted an English training institution. You are arranged in a small office, a course consultant comes up with test questions for you to take, and then customizes the course plan based on your test level.

When you are communicating with clients, do you particularly dislike being disturbed by people and things next to you? Is this the case? As soon as you interrupt, the customer's attention will be distracted and they will not follow your train of thought. You will lose the initiative in communication. Therefore, before you communicate, you must find a good environment and the relationship between you. communicate.

The above people can only be said to be small players in this communication skill. The biggest players are Success Learning Training or MLM organizations. If you have passed such reports or videos, think about how they play. .....

In a closed environment, with dynamic music, the lecturer above was foaming at the mouth with passion, and the people below were dancing and shouting loudly, YES, YES, YES, which echoed throughout the venue.

Tools are not good or bad. Some people use them to plant crops and harvest fruits, while some people use them as weapons. I don’t want to talk about the disgusting pyramid scheme. When I share this, you will understand how they manipulate people and what pitfalls they should not step on.

You can use this communication technology to make like-minded friends, organize customer visits to factories, project seminars, company opening investment meetings, customer appreciation meetings, dealer development meetings, etc.

Before communicating, you must grab the customer’s attention and arouse his interest or curiosity. For example:

A 58-year-old grocery shopping aunt here can do it in 4 She got her certificate every month, do you know how she did it? You should know this. As people get older, their brains, hands and feet become less flexible.

Then you analyze it point by point, how did she get the certificate so fast and how did you serve the customers.

1. She wasn’t very confident before starting, and we didn’t put too much pressure on her. When she was studying liberal arts, I asked her to read 50 questions every day. I asked her every night if she had read it. Ask me what knowledge she doesn’t understand. She is very cooperative with us. She reads it every day and asks if she doesn’t understand. Sometimes she even sits in our office and reads it, which happens to help her analyze the knowledge in person and teach her how to memorize it skillfully.

2. When practicing driving, give her a belief, don’t be greedy for too much, practice a little every day, start with the introduction of the steering wheel and the various functions of the car, and make every movement more detailed and simple. Repeat a lot. At the beginning, she was in a hurry. She always said, "Coach, don't be angry. I know her situation. How could she be angry?" and she said it again.

3. During the exam, always encourage her, tell her the test points and attention points of the exam one night in advance, and tell her that it’s okay. You usually have a solid foundation. Just an ordinary practice at that time. It's OK, but she didn't know that she passed it in one go. When she came out, she was dancing like a child. I said, you were so excited just now. Come here, I am really happy.

4. After getting the license, she directly brought her driving book to me to attract customers. You must come to this driving school. The instructor is very good. Look, I have already obtained the driver’s license. Look. , look, let’s go, his store is right there, I’ll take you there.

From the case, you find that I first throw out a question with a result, preferably a special case, suspenseful, and unreasonable, to attract the customer's attention, and then gradually analyze how you did it, In this matter of students obtaining certificates, incorporate the entire process of your sincere service into it.

From registration, liberal arts, driving practice, exams, and referrals, we allow customers to have a clear understanding of us. There is another point, have you noticed?

Yes, it means that you have to speak in a hierarchical and sequential order, first, second, what order do you follow? Is there a deeper and deeper progression between each point? Your expression must be clear.

Remember, you ramble, talk about whatever comes to your mind, often stay silent, and end up being led by the customer without even knowing it.

The above case is very detailed. You can use it in your communication with customers to introduce how you serve customers and create value for customers. You can use it immediately.

Be prepared for questions that customers are concerned about, what questions customers want to ask, questions that customers are concerned about, and questions that customers have not thought of. How to find these problems in detail and comprehensively? What tools or methods are there?

5W2H, for example:

What: What is it like to get a driver’s license? What information should be prepared? How is your coach? How did you arrange the rehearsal? What is the difference between you and other driving schools? What is the exam process and how long does it take to get the certificate?

When: When can you practice driving? When will the current offer last? Will the policy change over time?

Where: Where do you practice driving? Where to register?

Why: Why is it so expensive? Why don't you pick up and drop off during driving practice?

Who: How many coaches are there? Me and that coach? How is the coach? Who can help us make appointments for the exam?

How: What is your passing rate? How is the reputation? Are there people like me learning to drive? Why did you get the certificate so quickly? ?

How much: How much does it cost to get a driver’s license? What are the discounts?

There may be some questions that you haven’t considered. That’s okay. When you communicate with a customer face to face, he asks some questions that you can’t answer at the time. You can slow down and say that you can’t answer them directly now. You, I will ask my person in charge in this area, and then I will reply to you. Then I will go back and summarize and organize. After a period of time, you will have answers to some questions that customers want to ask.

Find these problems in advance, and then think about how to design the words. How to design? Haha, this document information is to help you design your words and improve your communication skills. Have you forgotten? How about sorting it out together:

The first point above: the customer is not persuaded, but you guide him.

Think from the customer's perspective. Through listening and asking questions, you can understand the customer's thoughts and his understanding of the matter. First think from his perspective, state it, and then express it. The customer has to do this to achieve his results, and this is how you do it. In your expression, the customer feels that you are creating value for him. There may be some things that he has not thought of himself. You are more comprehensive and thoughtful than him. .

Item 2 above: Create an atmosphere in a closed environment.

Whether you want to communicate in a lively environment or a quiet environment, you can handle it flexibly. You don’t do any activities. When you meet a client for the first time, you choose a closed environment and a quiet atmosphere. It’s just you and him, don’t let too many people get involved. If you are in a promotional environment, make the atmosphere more lively and tense, and let him know that if he doesn’t grab it, it will be gone (it’s best to start the event before he comes). introduction and clearly explain the progress of the activity).

The third point above: first talk about problems with results, and then analyze the problems step by step

You throw out a thing, a result, and a standard that you have achieved, and catch it Hold his attention, and then clearly express step by step how you did it and why you did it? Let me give you another example, maybe you will know better.

Why read a book 100 times instead of reading 100 books?

1. Read 100 books just once, and forget about them after a while.

2. Read 100 books without deep understanding of knowledge.

3. After reading 100 books, it is even less possible to use the knowledge in them to achieve a comprehensive understanding.

4. By reading a book, you can discover the shining points and applicable knowledge in it.

5. If you read too much, you will remember it. After you remember it, you will want to use it. After using it, you will have a new understanding of knowledge, and finally you can teach others to use it.

6. If you read more, you will be able to improve your own pattern thinking and understand why the author wrote this at the time. You can become close friends with the author

Well, there are other more powerful ways to refine your words and improve your communication art. The practical experience will be in "Improving your communication art in 3 minutes---Communication and Persuasion" Sharing the next episode of "Secrets Masters Don't Tell", you will get:

1. Even if you don't know any communication skills, you can still refine your words in one minute. How to do it?

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2. How to make customers like you and be willing to deal with you before any communication?

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3. How to communicate with customers so that they can’t get off the stage and have to pay you?

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4. How to describe your product in your communication? Make customers can't wait to get their hands on your product?

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5. How to double the value of your products or services during communication?

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6. Can a customer understand something that he is completely unfamiliar with and does not understand through your communication, and finally make a deal with you?

I have already written the concept and framework of the next episode, and will add some cases to give you more understanding and inspiration. The ultimate goal is to just take it and use it. It is about putting it into practice and thinking of a friend. As said, meeting customers is to collect money.

How to obtain the information documents of the next episode as soon as possible?

The next episode will only give private law to people in need, people who are eager to change the status quo, know how to be grateful and give, this information can have the greatest value in their hands, and I am willing to hand it over to you. My friend, I wonder if you are?

Add my private WeChat ID: 2955098590 (note: communication art) to receive the next episode of documents.

Special reminder 1#: This information document is limited to 300 places, while stocks last, to ensure that friends who trust Xing Ge will benefit first. Before this document is issued, friends of Xing Ge’s WeChat have already received it. More than 50 people responded, please act immediately.

Special reminder 2#: When the next episode is sent, I will give you a book collected by Brother Xin. It is the important thinking mode of some experts in walking in society and dealing with people. Reading it will give you insights. , the pattern will immediately improve in 3-5 years, which will make your thinking surpass that of people above 95.