Nine Steps To Establish Customer Trust
Always remember that the most important thing in marketing is to build trust with customers. In the sales process, you must spend at least half the time building trust. The first step in building trust is listening. Many salesmen think that topsales (top salesperson) is very good at speaking. In fact, the real topsales rarely talks, but sits there listening carefully.
問很好的問題
To be a good listener, first, you must ask good questions. At the beginning, the top salespeople kept asking questions, "what interests do you have?" Or "why do you buy your car now?" "Why do you do your current job?" Open the topic and let the customer begin to speak.
Everyone needs to be understood and needs to be identified, but the best way to be identified is to listen carefully to his speech. Because in modern life, few people are willing to listen to others, everyone is eager to express their opinions. So if you can do a good job of listening at the very beginning, you and his sense of trust are already established.
贊美顧客
The second step to increase trust is to praise him and praise him. For example, "you look great and handsome today!" And it comes from sincere praise, not perfunctory. Remember, praise builds trust.
認(rèn)同顧客
Third, we constantly identify with customers. The customer may not be right, but as long as he is right, you should start to identify with him.
模仿顧客
The fourth is NLP, the "imitation" of the "neural language course". We all know that people speak faster and slower, as I speak faster, so usually I can communicate with customers faster, and I speak slower customers will lose a lot of trust and influence. So when I sell every time, I will constantly adjust.
熟悉產(chǎn)品知識(shí)
The fifth is the professional knowledge of products. If you don't have a complete product knowledge, customers will not trust you if they ask three questions.
為成功而穿著
The sixth is wearing. Usually, when a person does not know a book, he reads the cover of a book to judge whether the book is good or bad. Before a person knows another person, he looks at his clothes. So dress is very important for a salesperson. Remember, always dress for success and dress for victory.
了解顧客背景
Seventh, we must make thorough preparations before sales and prepare them in detail. It is best to thoroughly understand the background of customers before visiting customers, so that customers will have more trust in you.
使用顧客見證
Eighth, the most important thing is that you must use the customer's testimony. Because customers often say, "OK, if you are right, then prove it to me!" So witnessing is very important.
擁有大客戶名單
The last way to build a trust is that you have to have a list of some big customers. I remember when I was promoting training courses in the United States, someone said, "why should I listen to you? Do you think this training can help our company? " At this point, I will show show that we helped IBM, helped HP and helped Xerox record. Customers see that we have this ability, in turn, will ask to listen to your product introduction. But if you don't have the testimony of these big customers, customers may not even listen to you, because you are wasting his time.
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