In most people's minds, salespeople are definitely masters of talking. Although you don't spit lotus flowers, you should make friends when you are caught, but at least you should grin and give people a feeling of super affinity. So, what should sales talk to customers about? Some sales people are very dedicated. In front of customers, they will start with the company history and organizational structure and talk about different series of products and their respective functions. I hate that I can't recite the whole product book. But the effect is not good, and the sales are very wronged: "I work so hard, how come no one likes me?"

Let's look at the following example first. Rackham, the author of SPIN Sales Giant, was commissioned by IBM to inspect its sales in China. In more than six months of investigation, he got the following conclusions:

1. The average period from the first meeting to the final signing of the contract is 27 weeks;

2. The total length of meeting with customers is 38.4 hours;

3. The official topic lasts for 3.9 hours, accounting for 10.2%, including the technology, application and performance of the product; The rest are informal topics, that is, the content of small talk, including gossip news at dinner and anecdotes when singing.

Seeing this, a salesperson was happy: "That's what I did! Doing business depends on relationships, and at most, you can add "three deductions" (discounts, kickbacks, buttons) to get it! " Not to mention whether this touches the bottom line of business ethics, it is simple enough to look at its form. If everyone does this, how do you build uniqueness and quickly open barriers?

So how do we chat with customers? Is Zhang Jiachang more effective or Li more effective? It varies from person to person, and some of them are particular.

To the grassroots: gossip+life

For some grass-roots personnel, don't talk about anything particularly profound. Because this crowd has a characteristic: thin skin, even if they don't understand what you are saying, they won't tell you, so in fact you are "talking to ducks" and will think you are pretending. Especially at the beginning, the key is not what you say, but whether you can break the deadlock and bridge the gap between us in a short time. What can achieve this effect at this time are some gossip topics: what male stars are having an affair, actresses are cheating, vegetables are poisonous, rice is adulterated and so on. You can change the subject a little after you get familiar with it.

Meeting women is actually very simple. Unmarried people talk about fashion, and married people talk about children, which is absolutely always tried. So you usually spend 20 yuan a month to buy two magazines in this field, so you don't have to worry about no material, not to mention 80% of your little sister and big sister.

For men, it is necessary to use another routine. In today's China society, men generally bear more responsibilities and pressures, so they will pay special attention to career development. At this time, you have to show your personal charm. You can share your experiences, views on current events and life plans, so that he can feel that you can be his mentor and friend on the road to success. You can also quote some famous sayings from time to time, such as "Ma Yun said …", "Shi Yuzhu used to be like this …" and "I read Drucker's book last time …", and he will certainly admire you, so it will be easy to close the relationship.

For senior managers: Profession+Taste

However, these contents are not so useful to the boss. You don't know him. If you gossip with him, he must think you are vulgar. Talk to him about successful people. He may eat at the same table with those people and know them better than you. But don't lose heart, all the tricks are forced out.

"There is specialization in the art", even if his image is tall and majestic, you don't have to make a mistake. Generally speaking, customers will sell or buy products from different fields or manufacturers, so in most cases, you will definitely know more about your professional field than customers. If you feel that your basic skills are not so good, you can actually go to the professional website of the industry once or twice a week and read one or two professional magazines and books every month. But knowing it is not enough, it depends on whether you can express it, so it is necessary for you to have a taste of "title party" at that time, such as "three factors that determine the direction of the industry", "20 12 five hot spots" and "three new dark horses in the industry". You should not only be knowledgeable, but also be full of entertainment spirit. For example, Yi Zhongtian said the Three Kingdoms, and Zhou Libo said that Shanghai style is very clear, so as to simplify the complex and reduce the weight.

In addition, what makes the bosses sit up and take notice of you is something with a little taste. Compared with those who only know products and are dry and tasteless, bosses are of course more willing to deal with sales who are both professional and know the taste of life. So from golf to cars, from watches to clothes, from tea to wine, you should know something. Never think that "tiger" is a wild animal, think that "Laus Denton" is better than "Vacheron Constantin", and associate "King Wudang" with "Wudang Mountain". ...

Of course, just knowing these things is only superficial, and at most it is not embarrassing, so you must be proficient in these projects and be able to seal your throat with one sword. Speaking of coffee, you should know why "Arabica beans" are more upscale than "Luo basta beans"; What are the differences in flavor among "Blue Mountain Coffee", "Colombian Coffee" and "Mocha Coffee"? Besides Starbucks, which other cafes are truly international brands? Speaking of wine, you should know how to take the glass and pour it a little full; Can list five famous villages and ten producing areas in France; Understand the different performances of Black Pi Nuo in Burgundy, Oregon and New Zealand. These are too numerous to mention.

By the way, there is another question of scale. When the boss doesn't know you and looks down on you, you must talk to Kan Kan modestly, show your knowledge and win his favor. However, when you have established a certain relationship, you don't need to continue to play your erudition. It may be a better strategy to show weakness and pretend to be deaf and dumb.