I am a 19-year-old mattress salesman~! How can I communicate with clients who are many years older than me?

Before marketers talk to prospects, they need a proper opening line. The quality of the opening statement can almost determine the success or failure of the visit. In other words, a good opening is half the success of the salesman. After many years of marketing and consulting, the author has summarized the following points for reference only:

1. Knocking on doors with money

Almost everyone is interested in money, and ways to save money and make money can easily arouse the interest of customers.

"Manager Wang, I am here to tell you how your company can save half of its electricity bill."

"Director Li, our machine is faster and consumes more power than your current machine. Less and more accurate, which can reduce your production costs."

"Mr. Chen, are you willing to save 50,000 yuan on towel production every year?"

2. A sincere compliment

Everyone likes to hear nice words, and customers are no exception. Therefore, compliments become a good way to approach customers. When praising potential customers, you must

find out the characteristics that others may overlook, and let potential customers know that your words are sincere. If the compliment is not sincere, it will become flattering, and the effect will certainly not be good.

Praise is more difficult than flattery. It must be thought through first. Not only must it be sincere, but also the established goal and sincerity must be selected.

"Mr. Wang, your house is so beautiful." This sentence sounds like flattery. "Mr. Wang, the hall of your house is really uniquely designed." This sentence is a compliment.

Here are two examples of opening statements that compliment clients.

"Manager Xu, I heard Mr. Zhang from ×× company say that doing business with you is the most enjoyable experience. He praised you as an enthusiastic and cheerful person."

" Congratulations, Mr. Yang, I just saw your special report in the newspaper. Congratulations on being selected as one of the top ten outstanding entrepreneurs.”

3. Leverage curiosity

Modern psychology shows that curiosity is one of the basic motivations for human behavior. Professor Liu Anyan of Jackson State University in the United States said, "Exploration and curiosity seem to be the nature of ordinary people. Mysterious and mysterious things are often the objects of attention that everyone is familiar with and concerned about." Those customers who are not familiar with,

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Things that are unknown, unknown or different often attract people's attention. Salesmen can use the curiosity that everyone has to attract the attention of customers

.

A salesman said to the customer: "Old Chen, do you know what the laziest thing in the world is?" The customer was confused, but also very curious.

The salesman continued, "It's the money you hide away that you don't use. They could have bought our air conditioners to give you a cooler

summer."

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A carpet salesman said to the customer: "It only costs 16 cents a day to have your bedroom covered with carpet." The customer was surprised,

The salesman continued. Said: "Your bedroom is 12 square meters. The price of our carpet is 24.8 yuan per square meter, so it costs 297.6 yuan. Our carpet can be used for 5 years, 365 days a year, so The average daily cost is only 16 cents."

The salesman creates a mysterious atmosphere to arouse the curiosity of the other party, and then skillfully introduces the product to the customer while answering questions.

4. Use a third person to attract attention

Tell the customer that it is the third party (the customer's relative or friend) who asked you to come to him.

This is a roundabout tactic, because everyone has the mentality of "seeing the face of the Buddha without looking at the monk's face", so most people prefer sales recommended by relatives and friends

The staff are very polite.

"Mr. Ma, your friend Mr. ××× asked me to come to you. He thinks you may be interested in our printing machinery, because these products

are his The company brings a lot of benefits and conveniences. ”

Although it is very effective to promote your own methods under the banner of others, you must pay attention to the fact that you must be real and you can never do it yourself< /p>

Written, otherwise, once the customer checks it, the flaw will be revealed.

In order to win the trust of customers, it will be more effective if you can show the business card or letter of introduction of the introducer

5. Take a famous company or person as an example

People's purchasing behavior is often influenced by other people. If a salesman can grasp the psychology of customers and make good use of it, he will definitely receive a lot of rewards

Good results.

"Director Li, after Mr. Zhang of XX company adopted our suggestions, the company's business situation has improved greatly."

Give famous companies or people as examples, you can Strengthen your own momentum, especially if the example you give happens to be a company that customers admire or has the same nature, the effect will be more significant.

6. Keep asking questions

Salespeople ask questions directly to customers and use the questions they ask to attract the customer's attention and interest.

"Director Wang, what do you think are the main factors affecting the quality of your factory's products?" Product quality is naturally one of the issues that the factory director is most concerned about, so the salesman

is so One question will undoubtedly guide the other party gradually into the interview.

When using this technique, you should pay attention to that the questions asked by the salesman should be the questions that the other party is most concerned about. The questions must be clear and specific and cannot be spoken.

It will be unclear or ambiguous, otherwise , it is difficult to attract customers' attention.

7. Provide valuable information to customers

Marketers provide customers with some helpful information, such as market conditions, new technologies, new product knowledge, etc., which will attract customers

of attention. This requires marketers to stand in the customer's position, think about customers, read newspapers and periodicals as much as possible, grasp market trends, enrich their knowledge, and train themselves to become experts in their own industry.

Customers may be indifferent to marketers, but they respect experts very much. For example, you say to a customer: "I saw a

new technological invention in a certain publication and I think it will be very useful to your factory."

The marketer provides the customer with Information, caring about the interests of customers, and gaining respect and favor from customers.