72 Customers Psychological Secret!
Part 1: Show Your Good Values
Light tomorrow with today. — Elizabeth Barrett Browning
A successful salesperson must be a great psychologist,
they must plan meticulously
and thoroughly
to be ready to communicate
and communicate with customers.
Successful transaction
or not largely depends on the ability
to understand the psychology
and needs of customers.
No one is really served until you close the deal. — Grant Cardone
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1: Sales is not a lowly profession
Some new salespeople don’t have the right view of their profession.
They always think that they “need” customers,
so they lack confidence when facing customers.
Many salespeople are restless,
insecure,
and stutter,
especially when communicating
or suggesting a purchase.
They are self-deprecating,
afraid that if they do not respect,
especially listen to customers,
customers will not buy their products.
This is a very common way of thinking.
Salespeople think their profession is vile.
But in fact,
this is completely wrong.
Sales, like any other profession,
is absolutely worthy of respect.
Salespeople are not people
who manipulate or submit to customers,
but help solve problems.
Remember, only when you respect yourself will your customers trust you.
In order to win the sympathy of customers,
each salesperson must first recognize his
or her own abilities,
so that the “me” has a positive position.
While it may not directly lead
to a successful sale of a product or service,
a seller’s positive actions will certainly have a more
or less positive effect on buyers.
No one wants to communicate
with someone who lacks confidence,
let alone buy or trust the services that person provides.
Because low self-esteem will create doubts
and wariness of customers on the introduced product
or service.
Take the case of a computer marketer
who always flatters the manager,
one of his potential customers.
That action not only did not make the director satisfied,
but also expressed extreme discomfort
even though the quality of the computer products
he provided was not bad.
In the end, the director decided not
to buy with the comment:
“You don’t need to be so humble,
you sell products, not sweet words.
And I buy the product
for its quality and suitability,
not your fancy attitude.”
The humble appearance of sales staff not only lowers the value of the product,
but also “discounts” both their own brand and personality.
That’s why every salesperson needs
to maintain the right attitude
towards customers to make them feel good during the product sharing process.
Practical experience:
Salespeople who deal with different types of customers every day need
to equip themselves with a wide range of skills and insights.
To turn potential customers into real customers,
you need to know how to express yourself in moderation,
and at the same time improvise
to reveal your capabilities,
attract customers’ attention
and make them curious about your business and your product.
80% of success is showing up. — Grant Cardone
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2: See yourself as a product
Joe Girard, one of the world’s greatest salespeople, once said,
“In sales, the point is not that you’re selling the product,
you’re ‘selling’ yourself.”
Sales is made up of three components: the salesperson,
the customer,
and the product or service.
The seller is the bridge
between the product and the buyer.
Thanks to the introduction of the seller,
the buyer will know more about the product,
thereby guessing, considering,
considering and deciding whether to buy or not.
In this process, although the customer’s purpose is the product,
the first contact
with the customer is the salesperson.
If the salesperson has a sincere attitude,
attentive service,
the customer will have a positive impression of the seller,
and is very likely to proceed with the transaction.
If the seller has a cold,
indifferent attitude,
the customer is likely to be angry,
so no matter how good the product is,
the probability of not buying is very high.
A market survey shows that nearly 70% of customers buy only
because they trust and love the sincerity
and positive service attitude of sales staff.
In the process of interacting with customers,
sellers need to clarify their own values
before making an offer.
The qualities of each person will create different psychological reactions
to customers,
but these reactions determine the success
or failure of the transaction.
Therefore, when “offering” your dignity,
salespeople should show customers their loyalty first.
Use sincerity instead of tricks to attract them.
When deciding whether to buy a product or not,
buyers always expect their choice
to be correct and accurate.
However, if you feel that the salesperson is “pushing” you
or having a dishonest attitude,
the customer’s reflex of fear of loss will arise,
ruining the transaction.
To gain the trust of customers,
every salesperson should pay attention to the following:
When introducing products,
it is necessary to be honest,
clearly show the strengths
and limitations of the product,
absolutely do not exaggerate,
or only speak out positivity.
During and after the transaction,
you need to honor your promises.
Sellers often use their own promises
or assurances
to relieve customers’ concerns,
such as guaranteeing product quality risks,
guaranteeing compensation
for customers’ losses
if there is a problem,
guaranteed purchase time,
price,
quality,
delivery time, preferential service
and many promotions.
But if they can’t fulfill all the commitments they’ve made,
they will surely receive incalculable consequences.
Practical experience
Equip yourself with professional sales skills,
first with respect for yourself
and a sincere attitude to customers.
They will bring you countless opportunities;
including the ability to close current
and potential deals that customers will introduce you
to the people around them.
You can’t have a million-dollar dream
with a minimum wage worth ethic. — Zig Ziglar
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3: Make an unforgettable first impression
A good first impression has a huge impact on the customer’s ability
to accept your product.
Salespeople need to remember:
“Image is my personal business card”.
Psychology exists a type of effect called the “first effect”,
which confirms that the first impression
when meeting a person will stay in the other’s subconscious
and have a great influence on subsequent interactions.
That is also the “first impression” that we talk about.
With neat clothes, elegant gestures, polite attitude,
sales staff will create sympathy
with the opposite person,
showing that they are educated,
understanding people,
thereby creating the perfect stepping stone
for subsequent transactions.
On the contrary,
sloppy clothes,
arrogant attitude,
and sloppy talk will be considered
as unknowing people,
making others not want to contact;
and from then on,
even if you make changes,
it’s hard to get them to change their impressions.
Psychologists say that the first impression is formed
by gender,
age,
style of dress,
appearance,
or in other words “appearance”.
Usually, your body shape,
mannerisms,
words,
clothing,
and makeup represent a large part of your upbringing
and other personality traits.
The other party will have comments
and judgments based on the most basic things.
The salesperson,
when meeting the customer for the first time,
needs to “show” the most beautiful
and elite things to make the customer satisfied
and sympathetic,
then introduce the product.
A customer’s bad impression
of you greatly affects the products
or services you provide no matter how good they are.
For example, a boss gave a new salesperson a very important task on the first day of the job,
which was to sell anti-theft doors to a very wealthy family.
This can be considered a challenge
for this employee
because there were 5 other experienced salespeople
who went there, but all left “empty”.
The new employee feels very nervous and stressed
because he has no experience in such difficult situations.
After ringing the bell,
a middle-aged woman opened the door,
and after hearing him falter in introducing herself,
she let him in.
The apprentice salesman waited there
for more than 2 hours, but to his surprise,
the woman signed a high-priced contract for the anti-theft door set.
The reason is actually very simple,
she shared,
“His honesty impressed me very much,
I like this part of him.”
During that more than 2 hours,
thanks to his humility,
sincerity and politeness,
he won the trust of customers.
Instead of bragging about the product,
he used his honesty
to attract the difficult customer.
Psychologists have found that the first 45 seconds
of a first meeting are enough
to form a first impression.
However, that impression occupies a central position in the opponent’s mind,
which is difficult to change.
Rarely does anyone invest their precious time
to get to know someone better with
whom they made a bad first impression.
So, when contacting customers for the first time,
salespeople need to pay attention
to the following points:
Dress:
clean,
neat,
suitable for modern aesthetics and personal style.
This will best show the beauty
and attractiveness of each person.
Words, behavior:
be humble,
polite,
show that you are educated.
Polite people will always be welcome anywhere.
However, it is also necessary
to pay attention to avoid speaking too fast,
not pronouncing clearly,
and using rude words;
critical attitude,
boasting,
lying,
being overly curious,
scornful,
or using slang.
Rituals: showing that they are culturally
and spiritually educated.
Customers are very smart,
and will only deal with trustworthy,
“know you know me” people.
The first principles of ritual are sincerity,
enthusiasm,
confidence,
and humility.
Practical experience
Take a good image of yourself as a guide
for your “marketing” action,
then the product you are offering.
To do that, do not forget to pay attention to appearance,
appearance as well as behavior when meeting customers.
Raise your profile & brand
by developing yourself as an authority. — Grant Cardone
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4: Set high goals
Without a goal to strive for,
each of us will be like a ship floating aimlessly in the middle of the ocean.
Carnegie once said,
“Having no goal is worse than having a bad one.”
A life without a goal will have no specific plan or action,
and at that time we are clearly shown
as an irresponsible person.
There are countless new salespeople
who just started the profession
because of their denial of their ability,
leading to “empty hands”.
The truth once again shows that,
only when there are positive goals,
consistent with the actual situation,
a person can change the non-ideal points in career and life.
When you set a big goal,
you make a commitment to strive
and work harder to achieve that goal.
Senior salespeople have a miraculous ability to push themselves,
so when some newcomers get discouraged
and wonder if they want to quit,
they remain optimistic,
using their mental energy to control their fear
that makes them falter in the face of difficulties.
For example, Clement Stone,
America’s most famous salesman,
founded his first insurance company at the age of 20.
Although he had to work alone at that time,
he was still determined to do a good job.
He sold 54 policies in the first day
after founding the company on the famous busy Berkeley street.
However, many people still talk and think
that Stone’s company will not last long.
However, Clement Stone has a strong belief in his own potential for success,
setting high goals for himself every day.
He believes that he can successfully complete the set goals,
sell more insurance policies.
With unremitting efforts, Stone’s company is growing stronger,
not only affirming its position in Chicago,
he also opened a new insurance branch in Illinois.
Through the period of continuous self-improvement
and self-adulteration,
he has accomplished things that few dare to dream of.
Self-improvement and self-motivation have great potential
to motivate people in the process
of achieving their goals,
in which self-confidence is the source of motivation.
Human needs are quite diverse,
when the goals are not fulfilled,
those needs become expectations.
These expectations themselves become the positive energy
that propels us toward our destination.
If you are an inexperienced newbie salesperson,
when facing difficulties,
motivate yourself to keep striving.
Success will come to you.
If you are a long-time salesperson in the profession,
you should improve yourself further
with new goals,
challenge yourself,
continuously improve the destination,
constantly break the limits and sales records.
In real life, there are many people
who are immediately defeated when facing a little difficulty;
Even though the difficulty has passed,
it is not brave enough to try again.
If a salesperson does not identify their own capabilities,
setting goals that are too modest,
they themselves are holding back their growth.
Before assuming you can’t get anything done,
before saying,
“I’m afraid I can’t,”
try to think about the negative impact this statement has on achievement,
see if it can limit your ability to perform.
If you see those influences,
find a way to create a breakthrough for yourself.
If you want to become a breakthrough,
don’t care about your own high or low capacity,
instead, the great potential in each person,
then act on it.
Just like that,
you will discover your own capacity far beyond your imagination.
Although in life, there are people
who rarely set great goals but still achieve many successes,
but that is just an extremely rare exception.
Set goals that can help you move towards true success.
It has great value and meaning because it is the result of efforts.
Do not forget to actively protect the fruit of your labor,
multiply it, make it a solid foundation for your future.
Without goals, you will never develop your potential,
make the work tasteless,
lose morale and confidence in the implementation process.
Practical experience
Believe that you are the best salesman, and then stay positive,
happy with the sales job you have chosen,
and do your best to make your goals come true.
The way to gain a good reputation is to endeavor
to be what you desire to appear. — Socrates
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5: Be yourself
“Be yourself” is a quote that the famous Greek philosopher,
Socrates, said more than 2,000 years ago.
The saying contains infinite truth,
and if we can understand and apply it to life,
especially work, its endless benefits will be in your hands.
If you observe successful people in all fields in the world,
it will not be difficult to find out
that they are all people who know their own abilities very well,
constantly changing their ego
and getting closer to their children on road to success.
In the interview question to recruit sales staff of an American company,
there is a sentence:
“Why do you want to be a salesperson?”
With this simple question, most candidates replied,
“I like this challenging job”,
or “to fulfill my dream”.
These answers usually do not earn them a ticke
t to join the company team,
instead the answer,
“To make a lot of money” is welcome.
The answer “To make a lot of money”
helps employers see the sincerity of the candidates.
If you don’t want to be a salesperson who makes a lot of money,
that salesperson can hardly become excellent.
Moreover, self-awareness, while simple as it sounds,
is very difficult to implement.
It requires a person to go through the process of analyzing himself,
listening to criticism and suggestions from others.
There are many people it takes a long time
to discover their strengths and weaknesses,
thereby believing in their own abilities
and determining the direction in the future.
So how should you analyze yourself?
Let’s look at the example below.
Miyamoto Musashi and Juro Yagyu are two of the best swordsmen in modern Japan,
Miyamoto Musashi is Juro Yagyu’s master.
One year, when the guru Juro asked Miyamoto,
“Teacher, how many years do you think I need to practice
to become a first-class swordsman?”
Miyamoto replied, “At least 10 years.”
Juro said: “Teacher,
10 years is too long, if I try harder,
how many years will I need?”
Miyamoto replied: “20 years”
Juro looked at his respected teacher,
filled with doubt, and asked again:
“If you work hard day and night,
how long will it take for you to become a first-class swordsman?”
Miyamoto said, “If you don’t sleep,
you’ll get exhausted and die,
so what’s the point of being a first-class swordsman?”
Juro was not convinced and said,
“Master, why is it that the harder I practice,
the longer it takes to become a first-class swordsman?”
Miyamoto replied,
“The prerequisite for becoming the best swordsman is to always observe yourself,
constantly self-criticize to move forward,
but now my eyes are only focused on the title of first-class swordsman. ”
Indeed, in order to become a first-class swordsman,
it is not enough just to practice swordsmanship,
one must always be self-aware,
strong and weak, from which to take steps
to change and develop accordingly.
Similarly, if you want to be the best salesman,
it’s not enough just to learn sales techniques,
but you must always keep an eye on your every move,
knowing you know you.
Only when we know our strengths can we make the best use of them,
not only being respected by others
but also increasing our confidence through our achievements at work,
thereby affirming our position.
According to psychological statistics,
people only exploit about 2% of their capacity,
which means 98% are left open.
In order to exploit this huge “potential of capacity”,
one can only rely on the “self-analysis” method mentioned above
to know more about the advantages
and disadvantages of each person,
or through criticism from people around
to have a better view of their own strengths and weaknesses.
Practical experience
For many people,
facing their own strengths and weaknesses
or frankly admitting mistakes
in front of others is a very difficult
and embarrassing thing to do.
Therefore, every time they make a mistake,
they often find an excuse to justify their own shortcomings.
Only a few seek, self-criticize,
thereby reaping encouraging results.
Honestly admit your weaknesses in front of customers,
you will certainly receive their sympathy for your request.
Working to earn more money isn’t greedy,
it’s your duty. — Grant Cardone
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6: Self-affirmation, self-enhancement
In life, there is no shortage of people
who often compare themselves with others
to discover the difference between them,
thereby better understanding their own advantages
and disadvantages,
stimulating each person to try
to learn good things from others,
constantly improving their own advantages.
But if in the comparison process,
we choose the wrong object to compare,
use the wrong method,
it will leave a bad influence.
For example, comparing your own strengths
with the weaknesses of others,
using your own weaknesses as a reference point
for the advantages of others.
In terms of sales,
the use of achievements
to evaluate the ability of employees
is a very common method in organizations.
The leader continues to try,
the person behind rushes to chase,
everyone for better achievements does not stop trying.
But there is also no shortage of salespeople
who are self-deprecating with their not-so-stellar achievements,
even thinking,
“How can I surpass him/her”.
Such people, first denying themselves,
consider themselves incapable,
thereby bringing negative psychology into work,
and rarely achieve breakthrough successes afterwards.
Negative thoughts have completely destroyed the confidence
and enthusiasm of salespeople,
causing them to constantly complain,
blame themselves
and lower their self-worth,
without any intention of changing
and improving high self-image.
Self-contempt is the biggest ideological attack on people,
showing disrespect and lack of responsibility
to themselves.
They hope to receive sympathy from others,
but the reality is quite the opposite.
If you want to be respected by others,
you must first respect yourself.
The difference in ability
and performance in work
between people is obvious
and there are many reasons for their decline.
Maybe they used the wrong method of working, didn’t try their best,
so don’t rush to attribute the reason that we are not as smart as others.
Be positive, try your best,
because low level of culture can be learned
and cultivated over time,
limited capacity can be enhanced
as long as you work hard and progress.
Salespeople should not rush to underestimate themselves,
instead, they should calmly analyze the reality
to understand the reasons for their loss,
find out their own shortcomings,
and strive to cultivate those shortcomings
so that they can improve day by day,
improve yourself even more.
Practical experience
Compare and contrast appropriately
and rationally instead of indiscriminate comparison,
creating self-criticism
and failure for yourself.
With the right awareness and assessment,
we can determine our position,
do well what we should do,
not because we are jealous of people
but look down on ourselves.
It’s the possibility of having a dream come true
that makes life interesting. — Paulo Coelho
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7: Quick improvisation
In life, we often encounter unexpected situations.
This situation is seen as a challenge
for people’s ability to adapt and improvise.
If a person can deal with surprises well,
he can calmly analyze the situation with reason,
handle it skillfully,
and get out of the situation on his own.
Without strong improvisation,
easily panicking,
a person can screw things up
and not achieve the desired success.
The ability to adapt to situations is a skill
that each of us should hone.
For those who operate in the sales field,
the ability to cope with the situation is the minimum necessary condition,
and it is also an important condition to ensure their success.
Salespeople have to deal with a wide variety
of customers on a regular basis.
Without the ability to improvise quickly,
it is difficult for them to meet the needs
and requirements of customers,
leading to obstacles and huge losses.
For example, an employee specializes
in marketing toughened industrial glass to customers.
After introducing the product,
he made a sample for the customer to see.
But unexpectedly,
choosing a substandard sample,
just tried it, it broke right away.
Everyone burst out laughing.
The employee quickly responded, humorously,
“I would never sell you samples like that.”
There was another round of laughter,
but this time in a show of amusement and approval.
That employee calmly used his transformation ability
to resolve the situation.
Improvised situations are often more detrimental,
but if the seller knows how to skillfully avoid
and neutralize the adverse factors,
grasp the favorable conditions in the arising situations,
the seller not only does not failure
because of the incident,
but also can turn the situation,
achieve success.
In order to promote the ability to cope with situations,
salespeople should not be rigid
and conservative,
but should quickly detect unexpected situations and problems,
and then withdraw
from reality out experience.
At that time,
they should carefully analyze,
boldly deploy,
bravely come up with new ideas and plans;
with a calm, rational attitude
to thoroughly solve all disadvantages instead of acting blindly.
Kassel, an American researcher in the field of sales said,
“No matter how big or small the business,
the products sold show the majority of the intellectual capacity
of each person, each unit”.
The ability to improvise to each person’s circumstances
is also a form of intelligence.
Salespeople have to deal
with many customers every day
with different personalities and interests,
forcing them to constantly face new situations,
or lack experience in handling some specific problem.
A salesperson should not,
because he has never been in such a situation,
quickly lose confidence and courage,
leading to panic.
Their attitude will create a bad impression on customers,
hinder the transaction process.
********
Practical experience
The ability to cope with situations requires confidence,
intelligence and optimism.
A salesperson who wants to improvise must have a flexible mind,
always sincere and moderate.
Only when possessing and further cultivating
these characteristics can they make a good impression on the opposite person,
turning disadvantages into advantages.
No matter how you feel today,
get up,
dress up and show up. — Paulo Coelho
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8: Never stop shining
If a salesperson possesses more professional skills associated
with ingenuity in behavior,
the more confident they will be when facing customers.
To become such a salesperson,
we need to improve our skills and abilities.
For example, a salesman of foreign language books introduced
the product “Speaking English quickly”
to a customer over the phone.
Even though he’s a pretty smart person
but he could not get the customer
to buy because
when asked to introduce the product’s features in English,
he was unable to do so.
The situation caused the salesman
to think to himself,
“I sell products that teach English communication quickly,
but I can’t speak English fluently.”
From there, he began
to hone his profession and skills.
He actively fostered his ability
to communicate in English
and learned more about the outstanding features of the product.
So it’s not surprising that he’s earned more
and more loyal customers.
Salespeople must not only constantly improve their knowledge and education,
but also master the minimum basic skills
to build trust in customers.
With rich knowledge, responding
to many problems,
being flexible in all situations,
you will surely conquer customers
with both talent and ingenuity.
Of course, your business will also become much more favorable.
Salespeople should not brag but need real knowledge
because solid professional knowledge associated
with communication skills
is definitely a prerequisite for their success.
No customer will sympathize with ignorant salespeople.
Talent is a resource that can increase the attractiveness
of a product or service provider.
However, talent alone is not enough,
they also need to pay more attention
to industry fluctuations
and quickly grasp the latest news.
They can only be respected if
they constantly improve their professional qualifications,
cultivate personal knowledge,
and work hard on communication
and behavioral skills.
********
Practical experience
Master the professional knowledge related to the product,
including:
Product name;
features,
composition,
specifications,
colors,
packaging,
uses
and technical characteristics of the product;
comes with the shipping method
and the pros and cons of the product.
Be a product expert
in front of your customers.
In simpler terms, the seller needs to know how to use the product,
how to install the device in the simplest but safest way,
and some specific adjustments
to suit the circumstances of each customer.
And when you want something,
all the universe conspires in helping you to achieve it. — Paulo Coelho
****************
9: If you want to be a customer, be a friend.
Many salespeople think that the relationship
with the customer is only a courtesy,
so there is no need to be too strict.
In fact, it is an out-of-the-ordinary mindset,
potentially affecting the peace,
not beneficial for both parties,
not only ineffective
but also damaging the relationship later.
On the contrary,
a good business deal can help
both parties build a good cooperative relationship.
In the process of product marketing,
we need sincerity in negotiation from both sides.
Salespeople need to clearly express their understanding
and respect for customers
to eliminate conflicts and doubts,
to improve sympathy,
turn strangers into friends,
and facilitate transactions.
Wade is an excellent stockbroker
for high-end clients.
Once, after learning about the owner
of one of the coal companies in the Midwest of the United States,
only interested in bonds.
Wade decided to think of a wa
y to convince this lucrative prospect
to invest in stocks.
When calling a customer to invest in stocks,
Wade received a refusal.
Instead of begging and manipulating the customer,
he cleverly expressed his abandonment of the intention
to cooperate with the customer.
Wade’s attitude was beyond his imagination,
“Mr. Wade, you are such a straightforward and interesting person.”
The guest laughed happily,
making the atmosphere of the conversation
between the two also become more comfortable.
After chatting,
Wade knew he was looking to start an insurance company,
but he didn’t know the market well enough.
He immediately seized the opportunity
to express his desire to help.
Wade then searched all sources
and learned that an insurance company was offering shares
that were 50% off the market price.
However, a thorough investigation of this insurance company showed
that it did not match the customer’s request
because he only wanted to invest in a private company
instead of buying shares.
This makes it difficult for Wade.
He was forced to choose
whether to give up the efforts he had put in,
or continue to convince the visitor.
Naturally, someone
who didn’t give up like Wade chose the latter
and tried to come up with the perfect plan.
Wade sent a letter to a certain client,
analyzing the disadvantages of starting an insurance company,
the advantages of buying the company he proposed.
From there, gradually convince this fastidious customer.
From the above example we can see that,
although knowing
that potential customers are not interested in investing in stocks,
Wade still tries because he does not want
to lose an important customer.
He started looking for opportunities,
creating opportunities for himself.
Finally, thanks to skillful guidance,
he made the guest agree.
From Wade’s story,
we realize one thing:
To be friends with customers requires a sincere attitude
and trust from both sides.
Psychologists have shown that,
if there is mutual trust,
always putting oneself in the other’s shoes,
thinking in terms of the other’s position,
then friendship will be established.
From there, they not only achieved success,
but also helped dissipate the pressure from customers.
Practical experience
Product business is closely related
to building relationships between people.
The more intimate relationships
between the seller and the buyer are built,
both parties are for profit and benefit of each other,
the negotiation will go smoothly.
The reason most people never get rich is
that they never even consider it a possibility. — Grant Cardone
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10: Sincerity helps increase sales
According to statistics of the American Consumer Association,
70% of customers buy your products
because they have sympathy,
trust and respect for you.
Therefore, to succeed,
sincerity is not only the most effective strategy
but also the only strategy.
This golden rule originates from a saying of Heck,
an American sales expert:
“To be a good salesperson,
you must first be a good person”.
Indeed, a survey of American salespeople found that
the performance of excellent salespeople was 300 times higher
than that of average salespeople regardless of appearance,
age, gender or sex high and low capacity,
but instead is sincerity
and the ability to keep credibility.
Reputation is a prerequisite factor
that plays an extremely important role in the field of service in general
and sales in particular,
because at the time when the seller
and the buyer meet,
it is likely that the customer has not seen it with their own eyes,
products offered by the seller.
If there is a lack of credibility in this relationship,
it is possible that the entire potential partnership will be ruined.
For a salesperson, the customer is God.
Therefore, when served with sincerity
and courtesy,
customers will have more sympathy
and respect for the seller.
Any good has certain scope of use and limitations.
However, some sellers often overstate the product’s features.
This only causes them to soon be in trouble.
For example, Alan is a brilliant salesman
for a company that deals in machine parts.
He continuously receives orders from important
and famous partners inside and outside the industry.
We discovered that in order to achieve that success,
in addition to professional skills,
ingenuity in communication,
Alan is also a very punctual person.
Before each appointment,
he arranged to arrive earlier than the appointment time
to prevent unexpected situations from happening.
In addition, he always finds ways to save time
for his partners by minimizing cumbersome procedures.
That’s why Alan is always popular with important partners
who are always short of time.
Do not forget to use small credit in exchange
for great trust from customers.
In today’s fiercely competitive market,
trust has become a necessary
and sufficient condition in competition.
Only when possessing credibility,
salespeople can gain trust and great success.
Those who hurt and lose trust will sooner
or later be eliminated.
However, to build trust from customers,
we have to start from small,
insignificant details to show your sincerity and trust to them.
Lincoln once said,
“Sometimes you can fool a few people,
and sometimes you can fool a lot of people,
but you can’t always fool everyone.”
Sincerity for credibility is the most effective, smart,
practical and sustainable business motto for each salesperson.
Vista, an American sales expert once remarked,
“A person with a nefarious mind can persuade many customers
to buy an expensive but useless product,
but will result in three types of losses:
Customers loss of money, loss of trust in sellers;
Salespeople not only lose credibility,
but they can also lose their jobs for short-term gain.”
Here are a few tips to speak honestly,
contributing to your success.
“When you serve the customer better,
they always return on your investment.” – Kara Parlin
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1. Don’t be too exaggerated:
There are many people who brag too much,
which leads to distortion of the truth.
But the most dangerous thing is
that such people come to believe that
there is nothing wrong
with their words after they have boasted for a long time.
The size of your success is measured by the strength of your desire,
the size of your dream
and how you handle disappointment along the way. — Robert Kiyosaki
**************
2. Think carefully before speaking:
It’s not too difficult to do.
If due to the habit of speaking quickly,
you cannot express all your ideas,
you can calm down and think clearly before opening.
The way I see it,
if you want the rainbow,
you gotta put up with the rain. — Dolly Parton
**************
3. Use tolerance to resolve conflicts:
Skillfully handle conflict situations in a neutral position.
Calm the situation realistically,
avoiding conflict or fueling the fire that leads to hurtful situations.
When telling the truth,
we should also avoid putting the other person in a difficult situation.
Make today your masterpiece. — John Wooden
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4. Do not hide for others:
You should not help other people lie, hide the truth.
And vice versa, when you make a mistake,
be honest and don’t try to force others to hide the truth from you.
Practical experience
“Faithful” includes “sincerity” and “keeping faith”.
Loyalty is not only a necessary morality of a salesperson,
but also a standard rule that contributes
to creating professional ethics.
People are capable, at any time in their lives,
of doing what they dream of. — Paulo Coelho
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11: Failure is the mother of success
We are always afraid of failure and longing for success.
But if we do not taste the bitter fruit of failure,
we will never feel the sweetness of success;
If we do not fall,
it will be difficult for us to walk steadily.
If you want to succeed,
don’t be afraid to fail, instead,
you must equip yourself with perseverance
with the main support by sincerity
and credibility to win the hearts of customers.
However, let’s not let ourselves be stuck in failure forever,
because it will destroy your confidence,
your courage, moreover,
it will also steal from you many valuable opportunities.
A salesperson needs to have the courage to overcome all mental
and emotional difficulties when encountering failure,
from there,
to learn and draw lessons for the next time.
The last step of product testing is a risky move for salespeople,
and if it fails, not only the product brand,
but also the seller’s reputation.
Reality has proven that those who lack experience,
cannot overcome failure,
are always worried,
will hardly succeed.
Salespeople need to be patient,
sensitive
to the buyer’s attitude,
find the right opportunity
to promote a successful transaction.
When being rejected by customers many times,
do not be discouraged, instead,
the salesperson should try
to convince more customers,
and at the same time should find out the reason
for the customer’s refusal.
Only then can you get closer to success.
Practical experience
“When one door closes, another opens”,
so don’t give up or get discouraged early.
We can learn a lot from our failures.
All men have fears,
but the brave put down their fears and go forward,
sometimes to death,
but always to victory.— Dale Carnegie
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