"She once listened to the company's excellent performance sharing. Excellent performance is a gift, saying that as long as the customer is happy and the frequency is in place, the gift will be sold. She also learned to give gifts and ask customers what they like. She gave them once, but after receiving them, there was no more. She gave them a second gift, without the following, and repeated it five times, without the following, making ends meet. A sword pierced her heart! Don't leave if you get good grades. She promised to ask you for reimbursement. 」
Why is good grades a panacea that doesn't work for her? Sometimes we only grasp the external "heart" of customers, but we don't grasp the "heart" of customers' humanity.
External heart
Some needs are just appearances, not the real internal needs of customers:
1, there is a kind of customers who are duplicitous. This kind of customer is greedy and cheap, and will not directly tell you whether you want this or that, but will bargain with you, and some even find fault with the eggs. What you may need is to give gifts, not to improve products. If they don't like bad products, they generally don't give you direct feedback on this and that problem of the products. Instead, most of them will say that I don't need them, have no demand, have no time and so on. What you need is to introduce the same kind of products with better quality, not to give a gift.
There are also some customers who don't know what they want. Jobs said, "Consumers don't know what they want until we come up with our own products, and they realize that this is what I want"? They don't describe their needs clearly, and their needs are inconsistent, and they also ask you to introduce them to them constantly.
3. There is another kind of customers who set the wrong demand for themselves. Obviously, he is a lecturer and needs to learn more courses about training, but once again he is praised for his beautiful PPT. He is determined to learn PPT and give bad lessons with the most beautiful PPT.
From the three types of customers listed above, we will find that sales are easily deceived by external demand, but we have not found the real "heart" of customers.
heart
There are three weaknesses in human nature, which are the essential needs of customers. These essences need to be interpreted by people's will and manifested as external needs when they are executed (whether the external needs are true or not depends on the right or wrong execution). We mainly understand these three weaknesses in order to grasp the "heart" more accurately.
1, the first weakness: survival
The main manifestation is the fear of death, but everyone is afraid of death to varying degrees, which is the fundamental reason why many elderly people are deceived to buy various health care products. You're afraid of death, and you won't tell anyone everywhere. If you are greedy for life, you will keep healthy, and if you are afraid of death, you will ask God to worship Buddha. Finally, it developed into self-care.
2. The second biggest weakness: selfishness
Master table? Now, the greed for fame and fortune and the fear of death all need some material conditions to deal with them. Money can satisfy greed and fear of death. Being greedy is not enough, nor is it safe, which is conducive to anonymity. Businessmen will have more money to meet the needs of ordinary people. Greed for fame and fortune will eventually develop into hedonism. ?
3. The third weakness: seeking happiness.
Seeking excitement and getting happiness from the senses, others have to have it, compete for happiness, hope to possess it alone, have a strong desire to possess it, and possess happiness.
Judging from these three weaknesses, different people have different performances. For example, to be happy, you need sensory pleasure. Some people like to look straight at beautiful women, some people are mysterious, some people are professors during the day and animals at night. If you can find three or three weaknesses from their external appearances, the right medicine will naturally come.
Of course, the excellent student mentioned above is an old hand. Everything he sent died according to human weakness. My students only stare at the appearance to deliver things, and naturally they sink into the sea.
How to find human weakness is not so simple. Welcome to pay attention to my official WeChat account, here is the answer.
Do you need materials to send your friends as a salesman? Please pay attention to Zhuangzi Vernacular, the official WeChat account focusing on sales support.