Shunte slogan

Salespeople can't just take "customer-centric" as the slogan, but let customers feel "important" anytime and anywhere in the details of specific sales practice activities, and feel that you really regard him as the "center".

We often hear that "customer is God", "customer-centered" and "customer-oriented" all mean the same thing, that is, making customers feel important. However, this is often just a slogan, and customers have not yet felt that they are really important.

One afternoon in May, 200012000, I interviewed Li Jialiang, the general manager of Shunde Electric, for the purpose of writing "Outstanding Shunde People". He is a very polite and polite person, gentle and scholarly, not like a businessman at all. The interview went well and we had a good chat. In his office, after chatting with him for more than an hour, I got up and left. He accompanied me from the third floor to the first floor, sent me to the gate and watched me drive away.

This incident left a very deep impression on me and became a very good memory in my life. After many years, I often see the picture of him sending me away in my mind. Therefore, his polite behavior has become an example for me to learn.

The purpose of talking about this matter is to be clear: how important it is to be respected!

American psychologist Maslow said: "The satisfaction of self-esteem leads to the feeling of self-confidence, which makes people feel that they are valuable, powerful, capable, useful and indispensable in this world."

As salespeople, we should not only talk about "customer-centric", but never really let customers realize "importance" from your words and deeds.

Yes, our ultimate goal is to achieve sales, but are we too obsessed with the results and ignore some details in the process? And these details may be some "important" details that customers can appreciate.

Joe girard is called the greatest salesman in the world. However, he didn't do everything perfectly from the beginning. I once read such a story in his book. Once, a middle-aged man came to a car dealership and wanted to buy a very advanced car. Joe girard enthusiastically introduced several cars to him. The man took a fancy to one of them and decided to buy it. However, when he took out his credit card to pay, he suddenly decided not to buy it, and did not say any reason.

Joe girard was very depressed and didn't understand what the problem was. Later, he found that the customer bought the same car in another company. Joe girard kept asking the customer why, but the customer couldn't help it and finally told the truth. He asked:

"Do you remember the situation at that time?"

"I remember." Joe girard said.

"Maybe you forgot one of the details. When I opened my wallet, I saw a picture of my daughter. She is in the fourth grade of primary school. I said,' My daughter got 100 in the math exam yesterday'. Do you remember? "

"I have a little impression." Joe girard tried to remember.

"But, you don't have any response to this sentence. Maybe you care too much about this business and don't care about me at all, so you won't react to something I'm very proud of. Although I shouldn't embarrass you, I was really a little unhappy at that moment, so I gave up. " Joe girard was very surprised at the truth told by the customer. I didn't expect that my negligence in one detail led to the failure of the promotion.

This story should make you understand how important it is to make customers realize their "importance"!