Keywords: salespeople to introduce their product to the customer if the sales performance is poor, it must be because salespeople didn't say "good is good, bad, not bad," and so on flattening out, relationships with customers is neither hot nor cold, last performance also did "not dead not live."
United States Cornell University scientists worked as a psychological experiment, "will decide we have seen" on the assumption that provides strong evidence that people are looking at things is unconscious and will make a selection, with a lot of subjectivity.
This experiment gives us a great source of inspiration.
Home wall clock, 12 points to the location of the 3 point, how do you see how awkward, even if you can't reach, but also to pad a stool looks to it. I think that most people run into this situation, it will go, and qi is not what others advise. By the same token, in sales, when the customer's status is wrong, we must give him the right to establish a new image. Otherwise, if the customer does not have the correct image in mind, Crooked, he'll feel really good now.
As entrepreneurs and managers, or as a common sales persons, "contract" is the ultimate goal should be. In order to reach a deal, business or sales staff works diligently to: will the product be better, the marketing plan to do better, improve the sales of personal accomplishment ... These are our common concern, however, very few people more deeply think about: decision of the most fundamental reason is what? why customers are sometimes willing to deal with us, and sometimes reluctant and we deal? I think that this source should be traced back to the people of the psychological level. Our actions are driven by the consciousness of the product ready for the marketing planning well, these are nothing more than a sales person, the heart will have been formed in the image and is affected by it. If the above "wall clock Askew" case, sales activity is no exception.
The benefits that enough
There is a proverb that "cows not drink strong press head" mean forcing someone to do something. Of course, this is impossible, but we can find a way to let the cattle active drink water: first, the bull-and-drop out after exercise, sport sweating, cattle will drink water to replenish body moisture. Second, put the cattle fodder, cow to eat salt grass nature produces thirst, hunger, thirst, and will have a drink of water demand.
Visible, to let people take the initiative to do something, you must give him create a demand.
People buy things, it is because of the psychological needs, engage in sales is to bring people's needs, it clearly, and to Show it, to persuade customers to trust you the supply of products or services is an exceptional value, which played the role of sales, won the customer's heart. "Wall clock Askew" psychological theory tells us that people feel there is a correct image, appeared with reality, Askew, cognitive dissonance, then people will feel a kind of pressure, there is a feeling of unease and even will therefore produce a dynamic — put it. Furthermore, this power is spontaneous, responsible. When you give him a new image, establish a more clear, the customer will Don Juan, start on the old image is not satisfactory. When customers feel that there is a new scheme, he will certainly want to put the old status change. He will automatically search, auto-correction, until he will present the image and you give him a set of image anastomosis, will feel satisfied, so that the customer has reached your contract ends.
Therefore, sales is needed psychological theory. When a client image is wrong, when his situation is not good, he is likely to endure, it will be, so we do the work of sales is to put the new image to establish clear. A good description of the new image, depicting the customers mind vision, it is easy to do business.
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