You can chat with the client?
With customers in the chat about:
Small talk is with the customer sales personnel close the important means of customer relationship, so according to the different customers, how to chatting, talk about what is a very important sales course, must be painstakingly when in chatting to pay attention to this point.
In most people's heart, sales staff is absolutely special talking, although not the Lord is a fast-talker witticisms renju, but at least you need smiles on, give a person the feeling of super affinity. So, sales people going to talk with the client what? Some sales staff is dedicated, and the customers, the company set up from before the history, the company's internal organization beginning, always said to link the different product series, their respective functions, sometimes to people feel hate the whole of the product can't back out of the book are. In fact such effect may not work, sometimes but just the opposite, this is also why some natural think very understand the product can fall back such as flow sales people always complain about: "I back so hard, how no one will want to the reception I?"
First look at the example below. The SPIN sales giant, "the author of rick ham had entrusted by IBM, consideration of their sales in China. In the six more months of investigation, he got the following some conclusion:
1. Contact clients from the first meeting to the last signing an average period for 27 weeks;
2. The meeting with customers total duration of 38.4 hours;
3. One official topic for 3.9 hours, accounting for 10.2%, including product technology, application, performance, etc.; The rest is for informal topic, the content of the prattle when eating, including the gossip, singing the anecdotes. When the fun
See here, some sales on happy: "I do! Do business is all by relationship ah, most plus" three button "(discounts, rebates, buttons) it's done!" Let alone did that have reached the bottom line of business ethics, light to see its form is simple enough. If we all do, you rely on what to establish uniqueness, quickly opened barriers?
So how do we talk with customers homely? ZhangGuChang is more effective, or the lees more short work? This is different from person to person, some exquisite inside.
The basic level: gossip + life
For some of the grass-roots staff, never talk about some special things advanced. Because the crowd has a characteristics: timid, even if they don't understand you say what, also won't tell you, so in fact you are "like talking to a wall", but will also think you very sample loading. Especially just started, in fact the key lies not in your say what, but that can you break the ice, can in the short time between each other barriers to eliminate. This time it is some gossip can achieve more such effect: what with an affair, actress split leg, vegetables, rice, etc. Having toxic Everyone some familiar with, you can change a little bit the topic.
Met women of words, actually very simple, unmarried talk about fashion, married talk about kids, these topics absolute proximity. So you at ordinary times a month out a $20 buy two this this magazine, is not sorrow not material, 80% of the kid sister elder sister are to be nothing.
And for men, be about to use another routine. In today's society in China, men generally will take more responsibility and pressure, so they will look with special career development of heavy. This time you have to show your personal charm, can share your knowledge, to the current politics, evaluate the life planning etc, make him think you can on the way of success is his mentor. Can also cited some quotes from such as, "Mr Ma said that......" , "shi yuzhu once so......" "The last time I see, drucker's book speak..." To you, he will definitely was blown away, then close relationship is a piece of cake.
On top: professional + grade
But these content to old total is not so useful, you and he again not familiar, talk to him, he must feel you gossip is very cheap; Chat with him, he may be successful with those people having dinner, than you cooked. But you don't lose heart, is forced out of the trick.
"Specialize in", even though he's image, then again tall yes, you also need not FanChu. Generally speaking, the customer will distribute or buy different areas or different manufacturer product, so in most of the cases, you will never know the field more than customers, if feel the basic skills are not so great, in fact also on two times a week a professional website, monthly industry have a two this professional magazines, books also. But the light know not yet, to see the expression, so will you be in at that time you very be necessary to a little "title party", such as "the stylish rider decision industry trends of three factors", "2011 years of five hot spots" in the industry, "the rise of new three dark horse", etc. You not only to have expected, the more like three easy meridian passage, said zhou libo Shanghai style that pushes, abound the entertainment spirit, can change numerous for brief, lifting weights just as twiddling a feather.
In addition, can let the bosses to you sit up and take notice of those a little taste of the thing is....... Relative to those who know only said products, dry taste like cardboard sales, bosses and of course the more willing to both professional and understand the life of appeal dealing with sales. So from golf to cars, the clothing, from watch from tea to wine, you want to know a little about it. 10 million don't think "tiger", "the beast is SiDanDu" than "shidandu is strong," the "king" and "wudang mount wudang" involved in......
Of course, the light know these also just fur, most don't LouQie just, so in these programs you must have some kind of master, can go straight for the jugular. Speaking of coffee, you know "arabica beans" why "ROM buss tower than more high-grade bean"; "Blue mountain coffee", "Columbia coffee", "mocha" in what flavor is different; In addition to "Starbucks cafe," and what is the real international brand. Speaking of wine, you want to know how to take the cup, wine poured a full; List of five French can name ten region; and zhuang Understand the pinot noir in Burgundy, Oregon, New Zealand have different manifestations of how respectively. All this
From: GIRET Portable, Self-propeled Plate Bevelling Machine
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