How to improve persuasiveness

Persuasion is not only needed by salespeople, but also needs to communicate with others every day. As long as we communicate, we need persuasion, because we want others to understand our words and accept our views or methods.

How to improve persuasiveness? I only want to make a small point today: from the other side's point of view.

Excuse me, who is the most persuasive? The answer is: ego.

Therefore, when we communicate with others, we should stand in the other person's perspective, so that the other person will feel that we are one person with him/her, and she will accept our views or opinions and will not refute us easily, because everything we say and consider is for his/her sake. What reason does he/she have against us?

Anthony robbins once said, "What are the main criteria for winners and losers? In short, successful people are good at asking good questions and getting good answers. " If you want to improve your persuasiveness, you must change your customer's way of thinking and ask some good questions to guide your customer's thinking. The motto of the sales industry is: "If you can ask, don't say it." Asking more and talking less is always the golden rule of sales. But be sure to ask the right question, an effective and useful question, but be sure to clarify the purpose of your question before asking the customer.

(1) From the interests of the other party:

Everyone cares about their own interests, and from this perspective, they often get twice the result with half the effort. For example, some landlords, out of greed instinct, demanded super-high rent, but the prospective tenants refused to accept it, and the negotiations were deadlocked. If the clerk wants to convince the owner, he should explain to him that the rent is too high and may not be rented out. If the unit stays in Solra for a long time, it will not be worth the loss, which is based on his interests; On the other hand, if you say that this will cause pressure to tenants and make business difficult, then you are starting from the interests of tenants and winning the sympathy of the owners, which may not be effective.

(2) The evidence is sufficient

The more evidence to support your argument, the more convincing it will be. If you want sufficient evidence, you need to study and investigate, attack the key points, and reduce the opposition consciousness of the other party. For example, if you want buyers to know that their bid is too low, you can look for it from the transaction of the Land Bureau or from the current market asking price. Ideally, you should find the price of similar units upstairs and downstairs in the same building. If the data shows that the transaction price is much higher than the buyer's bid, then your evidence is sufficient and convincing.

When you decide which threshold to attack (for example, eliminating the owner's price or saying that the buyer has raised the price), you must collect information in this field. Some salespeople like novels, but I don't. I like to collect information and support arguments with real information.

Firm wording

You should pay attention to your words when talking with people. Some people like to use the words "most", "I guess", "possible" and "have a chance" in order to be prudent, but remember that the more these words are used, the less convincing you will be. When I am confident to master the truth, I usually say, "You will regret if you don't listen!" " It must be true.

(4) Digital power supply:

Numbers are very important. The transaction price of different units at a certain time is a bunch of numbers. Let's give another example. At the beginning of the 20th century, a state in the United States debated whether the death penalty should be abolished. A famous lawyer only gave two figures. He said that in the past few years, in Texas, there were 33 cases in which blacks were sentenced to death for killing whites, but none of them were sentenced to death for killing blacks. Figures show that the number of blacks sentenced to death is 22 times higher than that of whites. These figures show that the court is biased. There will be unjust cases if there is prejudice. If you keep the death penalty, you will die in vain. Finally, the death penalty was abolished.

In order to be more convincing, you should pay more attention to information on weekdays and write down useful figures as soon as you see them for future use.

(5) with the spear of the child, attack the shield:

There was once a lease transaction in which the two parties reached an agreement and signed a temporary lease: the rent was $65,438+00,000 per month, excluding rates and management fees (two figures * * * $2000); The rental deposit is two months' rent, which is twenty thousand dollars. In order to simplify the payment procedure, when signing the formal lease, the tenant requested to change the rent to 65,438 yuan+02,000 yuan per month, including rates and management fees, and other conditions remained unchanged. Unexpectedly, the landlord proposed and insisted on raising the deposit to $24,000. The salesperson in charge of handling can't handle it.

So I said to the landlord, "if the formal lease is still the same as the temporary lease, the rent is $65,438+00,000 per month, excluding rates and management fees, how much deposit do you charge?" 」

-「$20,000! 」

-"Is there a difference between a monthly rent of $65,438+$02,000 including rates and management fees ($2,000) and a monthly rent of $65,438+$00,000 excluding rates and management fees? 」

-"Um ... no"

-"Since there is no deposit, why should the deposit be raised from the original $20,000 to $24,000? 」

The landlord was speechless for a moment and immediately agreed. The formal lease stated that the rent was 12000 USD per month, including rates and management fees, and the deposit was 20,000 USD!

The example mentioned in (XI) below has the same effect.

(6) attack what they rely on:

If you refuse to submit, you have to rely on it. As long as we find out the reasons why customers refuse to submit and break their promises, we can "defeat the enemy without fighting." 」

For example, in the Sino-British negotiation on Hong Kong sovereignty in 1983, a trade owner reached an agreement with the buyer to sell his property at a price of 800,000 yuan. He originally signed the contract in the afternoon, but how did he know that he called in the morning and said that an Italian guest was visiting in the afternoon, so he had to cancel the appointment temporarily. The clerk in charge knew it was bad, but he couldn't cope. He asked me to come forward and discuss with the owner.

I called him myself and finally told the truth. It turns out that he has a friend who works in a foreign embassy in Beijing. His friend called him and told him that the Sino-British talks had improved, and Britain was willing to return Hong Kong to China, so that China and Britain could live in harmony. The words published in the joint communique must be useful and constructive. Therefore, the landlord thinks that it will stimulate the rise of property prices, and now he wants to delay it for a few days, and then reverse the price and increase the price by 30 thousand to 40 thousand. He asked me to stall the buyer for a few days,

I told him right away that if I were you, I would sell it right away. His eyes widened in confusion.

I asked, do you think the Sino-British talks originally came from China, Britain or Hongkong? He replied: mainly Hong Kong people, because they are afraid of the party. I asked with a smile, do you know why Hong Kong people are afraid of the * * * production party? He immediately said that Hong Kong people are afraid of "liquidation" and "property".

I explained at that time that the smooth progress of the Sino-British negotiations was based on the British decision to return Hong Kong to China. Since Hong Kong people are afraid of producers, how can they be happy to hear this news and how can property prices go up? You delayed the buyer for a few days, and you were bent on opposing the price. I'm afraid it will fall instead of rise. Wouldn't it be worse?

The shopkeeper paused at the receiver for dozens of seconds, and finally asked, what about the transaction procedures? Knowing that I succeeded, I returned my mobile phone to my colleagues for follow-up.

(7) Advantages and disadvantages analysis:

Everyone has a tendency to seek advantages and avoid disadvantages, and it is easiest to convince people by analyzing interests.

For example, there is a shop on Johnston Road. The landlord wants 17,18,000 yuan, and the tenant is only willing to pay14,000 yuan. In the end, we made it happen. The lease lasts for three years, and both parties agree that the tenant will have a two-month rent-free renovation period, during which the tenant will be responsible for management fees, rates and central air conditioning fees.

The day before the formal signing of the lease, the tenant specifically proposed not to pay the central air conditioning fee (about 7,000 US dollars) during the rent-free period, and told us to fight for it from the landlord, otherwise the contract would not be signed and no commission would be given.

In this case, it is difficult to start with the landlord because the temporary lease contract has stipulated that the tenant should pay this fee. Moreover, the structure of large property owners is complex, and the person in charge may be a working class, and they may not be willing to waive the central air conditioning fee. Therefore, we should start with tenants.

At that time, I told the tenant that I would go all out to win the landlord. However, you have to understand that under such circumstances, fighting for such conditions will inevitably lead to angry words and easily hurt feelings. Although we came forward, the landlord will definitely regard you as the black hand behind the scenes. After the transaction is completed, I will retire, but you have to face the master for three years. What do you do if you leave "tooth marks"? Secondly, it is difficult to find a good berth. After the three-year lease expires, the relationship is not good, the owner may refuse to renew the lease, and the renovation of more than one million shops and the huge regional guest road will also be invalid. What should you do with it? What a pity that the foundation built in three years has been destroyed like this! Even if the contract can be renewed, the owner intends to pay 30% more (that is, more than 40,000 yuan per month). If the contract is renewed for two years, it will cost more than/kloc-0.00 million. I only got a small air conditioning fee, but I suffered heavy losses.

After listening to the tenant, he immediately told me not to fight with the landlord.

(eight) the discovery, creation and utilization:

Don't directly force the other party to submit, just objectively state and analyze, try to pull away, throw the wave to the other party, and let the situation force the other party to submit.

(9) Good product knowledge:

Product knowledge includes the legal procedures and formalities of buying and selling leases, as well as the theoretical and practical knowledge of specific operations; Understand the advantages and disadvantages of existing real estate; Current and future market conditions; Familiar with terrain and handicap price; General knowledge, especially business. With good product knowledge, you can do what others can't and win the trust of customers.

(10) With the help of authority:

To convince guests, you have to rely on authority at some point. Authorities include celebrities and reliable organizations, such as the Rating and Valuation Department. Through their words and deeds, you can increase your persuasiveness and your guests' confidence in what you say. Authority also includes idioms and proverbs, such as: "If the water is too clear, there will be no fish", "Two birds in the forest are worth a bird in the hand", "You can't make a horse better so that it won't eat grass", "You must be brave if you get what you get", "If you don't see the benefits, you will see the harm first" and so on.

(eleven) the use of rhetorical questions:

The mistake that salespeople often make is to keep talking with customers. In fact, it may be more effective to use a rhetorical question that hits the nail on the head. The function of rhetorical questions is to guide guests to think for themselves. When they figure it out and find their own absurdity, they will immediately correct it, and you will get what you want without wasting your breath.

1987- 1988, an owner entrusted me to sell and rent a relatively shabby mid-level property on my behalf: the price was 6,543,800+0.6 million; The rent is $20,000 a month. The selling price is the market price, which is not a big problem, but the rent is high. I didn't criticize directly at that time, but asked him calmly, "Mr. Li, what do you think is the reasonable rental return rate of the property at present?" 」

- 「 10%! 」

-"Mr Li, I don't have a computer. Do you? 」

-"yes! 」

-"Please help me calculate. The monthly rent is $20,000, the rent for twelve months a year is $240,000, and the house price is 1.6 million. What is the rental rate of return? 」

-"Well, it's 15%! 」

-"Mr. Li, the current rental return rate is generally 8% to 9%, and you say it is 65,438+00%, but even if it is 65,438+00%, the monthly rent of a property worth 654.38+06 million is only about 65,438+03,000 US dollars, and 20,000 US dollars is 60,000 US dollars. 」

-"Well ... let's rent $ 13000! 」

No argument, asking the landlord to adjust the rent from $20,000 to $65,438+03,000.

The basis of persuasiveness

I talked about some persuasion skills above, but skills are like boxing. No matter how wonderful the action is, it depends on the waist horse to have strength. Persuasion skills lie in thinking ability, logical ability and translation ability. People with keen mind and strong logical ability will be good at finding flaws in other people's words, being good at not showing traces, being better at analyzing interests and being more convincing.

Persuasion tactics, such as the use of troops and the way of using troops, are ever-changing. We should make full use of persuasion skills and moves, and even create new moves according to the situation. We should work hard on various elements of thinking, logic and deduction.

Can you solve your problem?