I am very grateful to Sister Q for giving me this opportunity to share with my friends. As we all know, Sister Q told us the second rhetoric yesterday-closing rhetoric.
As we all know, whether it's doing accurate drainage, powder inhalation, value shaping, being a circle of friends, making videos and making official WeChat accounts, etc. In fact, we finally want to reach an agreement. This transaction is really a test of our comprehensive ability. Not everyone can make the transaction as simple as breathing, reaching a turnover rate of 65,438+000%. However, everyone can't make a deal, and he actually has his own pain points, so today I am.
As for the second part, I will share with you how I changed my mind step by step at these trading points, and what methods I used to break this pain point?
What about the third one? I will share it with you. I usually use some methods for your reference in trading.
Ok, let's enter our 1 module first. My three pain points in the transaction,
1 What about this number? I am more likely to have critical thinking and become a good teacher. Occasionally, I will directly put forward the wrong idea of the other party.
As you all know, I am a health consultant.
In fact, everyone's physique is different, so his way of keeping in good health is different, his physique is different, and his food is different. Many times our ideas are easily misled, because in many health centers now, he doesn't actually have a correct concept of health care. It's just that if he has any projects here, he needs to know what projects to implement and then give the service personnel simple relevant training, so people who don't have the correct standard concept can easily be instilled with preconceived ideas.
Such as a basic concept of cupping. The misunderstanding of many people in many places is to pull a can regardless of whether it is uncomfortable in spring, summer, autumn and winter. Is that really the case? In fact, we have to disintegrate his lack of physical fitness and the current season. For example, people with weak body and yang deficiency are not suitable for cupping, and cupping is not suitable for autumn and winter, because they should be replenished in autumn and winter and cannot be vented.
In fact, many people's concept of health care in life is not necessarily correct, and the benefits of many projects have been exaggerated by publicity for more than ten times.
Then when my client and I have some differences on the concept of health care, then I may tell him in a conditioned way at the first time, ah, in fact, your concept is wrong, it should not be like this, and it is easy to produce an inherent critical thinking and then become a good teacher. I started giving advice. I believe many friends have had similar experiences with me. Well, if you and I have had similar experiences, you know that this single part can't be done.
My second pain point is lack of self-confidence.
Although I have been in my industry for 7 years, I have been in a state of learning, and there have been countless cases, but I still think these things come from my offline. I am an unknown person on the internet, and then, I often don't have the confidence that is bursting offline. In fact, this is a matter of my own concept. Are you really unprofessional? You don't have any advantage in this respect? If you are really unprofessional, will I help you choose this position? Right? So many times you are not confident enough, which is also a point that easily leads to your failure to make a deal.
Third, my own state is that I am not too embarrassed to talk about money.
This has something to do with the growing environment when I was a child, and of course it has something to do with my personality.
Growing up, my grandparents and my parents taught me to be helpful and not ask for anything in return. But doing good deeds, this feeling of Mo Wen's future.
So I think helping others is a very happy thing, a very natural thing, as natural as I have to sleep by moxibustion every day, as natural as listening to meditation music to relax my brain. Doing what I can for the people around me has become an indispensable part of my life. This spirit of helping others has penetrated into my brain, so I won't think about asking others for money to make money.
The other is a careless personality from an early age. I have earned my own living expenses since high school, and I don't think I am too short of money, so I don't fully realize the importance of money. Of course, I never thought about making money by opening my mouth.
Haha, I wonder if the above three pit friends have stepped on it? If there is, we can listen together. The next step is how to improve. In fact, changing everything is related to changing your own ideas and ideas. Because only after you redefine yourself will you find that many things are not what you think.
For example, our 1 pain point is prone to critical thinking. In fact, the most important thing is to learn to be more sure of each other's intentions.
Affirming the other party's intention is actually very simple, that is, don't say no directly to the customer, but affirm the certain part first. Follow the offspring first.
There are three points to note here. 1 Don't just say no without asking customers to put forward different ideas. You are not right, or what you should do. Don't appear these words.
The second point is the part that can be determined. It's not that you are right about everything he says, but that you should find something similar to your values in what he says, and then confirm this part separately.
Third, talk to future generations first. You have confirmed it just now. You can confirm this part of him. This is to be followed first. What are the descendants? Is to bring out some ideas and ideas you want to express later.
For example, some people say that men have no good things. If you talk to him. Yeah, who said there was a man around me? Listen to who is good and how he is. Well, then, he will directly block out what you want to say later, because what is really profound? We have to convince our left brain, our right brain and our subconscious through us. When you hear a sentence that you don't agree with or feel uncomfortable with, it will automatically block out most of what you just said later, even if what you said later is very reasonable.
Simply put, less criticism and more guidance, and then put forward professional solutions.
How to solve the second pain point if you are not confident enough?
The three adjectives used in 1 can be sent to 10 friends and relatives around you. What kind of person are you?
Then after you finish this action, you will find that you are excellent, and you see yourself completely different from others. You see that your shortcomings outweigh your strengths, but in the eyes of others, others may notice your strengths, so why not be confident?
Second, think about how long you have been in this major. There are some achievements to list, so self-confidence is bursting again.
The third thing you need to make sure is also professional, dimensionality reduction.
Why do you have to make sure you are a professional? Because someone comes to you for advice about something, it shows that you are actually a professional in their minds. Then he knows something about you, whether through your external shaping or introduction, so you must make sure that you are a professional.
Of course, some friends said that my position had just been found. And my orientation is related to my interests. Of course it doesn't matter. You still have to believe that you are a professional. Why? Because I can really help you find this position? That means you have a certain talent, higher than ordinary people. Otherwise, how did your location appear out of thin air, right?
Come on, do it boldly, not afraid, not confident. This is actually the most useful self-confidence when your customers appear. Why did he appear? Why did he appear? Why is he looking for you? These three questions are clear. What are you not confident about? Keep studying and working hard, won't you?
The third pain point is that I am embarrassed to talk about money, so let's change the concept. We don't want to see the money. Every consultation and communication actually takes our time. What is more expensive than time? Since we provide services to him, and since we spend the most precious time on him, shouldn't we talk about money? Money is the foundation of everything. If you don't care about money and are afraid of it, how can money love you and like you to come to you? How does wealth return?
Let me tell you something about my 1 talk about money, and it was with a classmate who didn't have any sense of dedication, but he asked me many questions related to my major and spent about half an hour walking around. Before, he used to be a hand-in-hand party. If you have any questions, just throw them to me, because I always reply to him. He doesn't even have to search Baidu. I will voice him for at least five or five minutes, and even call him directly when it is serious. Last time you went to see him, more than half an hour later, I replied directly. Do you think what I said today will help you? If you think your doubts have been solved, you can send me a red envelope at will, no matter how big or small, which is also an affirmation of my major and time, and let me know that I am helpful to you.
Then finally share how to make it easier for customers to make a deal.
Simply put, it is. Let the customer feel that you are a person with the same frequency, then everyone likes someone who knows him or is close to him. So is there any simple way to achieve this effect?
one
Before he has any ideas, let's affirm his intentions, that is, don't deny them first, and then redefine his thinking.
For example, he said that I think 599 is too expensive. What is his idea? It's expensive. If he says it's not expensive, usually 599 can be changed for health. What is so expensive?
So how do we redefine it?
Don't define 599 as consultation, define 599 as health concept, health investment and health consultant around you.
Second, there will be another result if you buy it.
If you buy my advice, you will have a healthy body, an unhealthy concept, and someone to accompany you to supervise.
How much medical expenses, time and energy can a healthy body save?
. Save you a lot of pain.
The third is to tell him that if he doesn't make this change, there may be corresponding consequences, which is usually called the next crisis.
For example, if you don't buy this training camp, you may have a lot of things you don't know, so this concept is wrong, the method is wrong, the result is not necessarily good, and some of them are even harmful to your health. So if you keep doing this, according to the current situation, your health may have some problems, so this is also the next crisis we often say.
Then talk about our own customers and cases, and the effect of this case. Give him a comparison. For example, some customers have already had dysmenorrhea. Taking action after consultation, dysmenorrhea was relieved, and their waist and legs were not as cold as before.
Finally, it can be redefined, so that he can put health in the 1 position of values, and then the transaction will be natural.
In fact, our transaction is nothing more than these skills.
For example, the value of the transaction, what benefits can you bring? What's its value? The opportunity to clinch a deal, for example, if you buy this, and you seize this opportunity, what resources may you have behind me, assuming that the deal is to directly break his mind? If I don't charge for this, will you buy it?
Making love is easier, that is, building a deep sense of trust. Make him trust you enough.
Then it is to use the results to clinch a deal, and tell more about your own case to talk about your own results and what kind of effect you can achieve to reach a deal.
Taking advantage of customers is the easiest transaction now. You buy my course, except for the easiest transaction at the current level. You take my class, in addition to the same courses now, there are community service, seven days of teacher's companionship and answering questions, and the growth of students. At the same time, I also gave you an e-book, so this is a value-added transaction.
This so-called borrowing transaction is actually an endorsement, such as who I have served and which celebrities are my clients. Or some teachers recommend you and your courses because people are familiar with this teacher and thus recognize you. This is also a loan.
This identity transaction is more interesting, that is, you can record in his factory. For example, if you give him the status of a watch or class, or the status of a teaching assistant, let him quickly enter your office and integrate into your field, it will be easy to make a deal.
Let me tell you a case that I was recently finalized. Then the teacher gave me the status of a teaching assistant and asked you to serve other entrepreneurs. I read the publicity page before listening to him and knew that his course was 3000 yuan.
The recommended course is in June 5438+10, which may be the first or only course this year. If you don't come at 5438+ 10, then this course will definitely be gone, and because everyone has always supported him and accompanied him to grow up, this special preferential value was given. One person 980, two people 1580, three people 1980. But if you buy it on the spot today, you don't need to fight for a group, you just need 500 yuan.
Equivalent to the initial members of his brand. Not only that, he gave it back to you. The opportunity is in the online community, so in the community, you will have deep links. As long as you come here, everyone is a member of this family.
He said at the scene that the later planning is to build this platform online and offline simultaneously, which is also known as the backup circle. Every week online, there will also be the sharing of all the big coffees in the group. There is a salon every week offline. If you sign up for the internal training class authorized by him 10, he will give you a 40-minute interview and give you a deep link. At the same time, he will write your interview into his book. He has published a book and has the resources of a publishing house. If you want to write a book in the future, you can also help you link through his relationship.
And many people used to be his students, and now they are the bosses of major enterprises. He usually goes to major enterprises to give lectures, which can bring you endless support.
So what kind of closing method did he use in the whole process?
So let's review, what I said today is my own pain points and improvement methods. What can I do? . Make it easier for customers to conclude transactions. Ok, I hope it will help everyone. Today's sharing is over.