Salesmen Approach Customers With 8 Similarities.

In the terminal sales process, and between people.

Empathy is often neglected in commercial society, especially in terminal sales.

The rational use of empathy can enable our salespeople to fully understand the customers' emotions, feelings and needs in judging the customers' decision-making path.

Finally, a terminal sales mode based on customer demand is formed. By listening to the needs of customers, and from the perspective of customers, we can achieve an inner dialogue with consumers.

Finally achieve a reasonable sales effect.

With the continuous development and innovation of terminal sales mode, the "Empathy" sales mode will become more and more important in today's commercial society, because our salesmen must analyze the needs of customers from the perspectives of customers' culture, sense of worth and satisfaction and so on. At the same time, salesmen can give customers the greatest tolerance through empathy, and can resolve differences and conflicts to achieve common commercial interests.

In the process of terminal sales, from what specific aspects to achieve empathy with customers is a topic that many terminal sales managers and researchers are constantly learning and researching. After years of terminal management and research, the author summarizes the empathy between salespeople and customers from eight aspects, and forms a set of "eight principles of empathy", summarizing and refining the "Empathy" principle of terminal sales.

The so-called "empathy eight identical marketing rule" is based on the mode of empathy between terminal salespeople and customers, looking for the same or similar points with customers, establishing trust with customers in the shortest time, and meeting the needs of customers from the perspective of customers' needs, so as to achieve our sales goals.

Eight the same rule mainly refers to the following aspects: terminal sales staff and customers are the same or similar aspects, so as to realize the empathy mode between sales staff and customers.

1, the same family name

In the process of terminal sales, we often encounter the same situation of salesperson and customer's surname. When the customer's surname is the same as that of the terminal salesperson, our terminal salesperson can build a trust between consumers and consumers.

For example, Mr. Zhang, I also surnamed Zhang. We were a family five hundred years ago. If you are such a successful person, you need to show me more.

2, same hobby

The same hobby will easily promote communication between people. People always like to be with like-minded people. It is called "birds of a feather flock together".

If you are in the same communication with your customers, one of your customers' interests coincides with your interests. This is also a good opportunity to build trust with your customers. For example, Wang Ge, you also like outdoor sports. That's great. I also like this sport very much, but I am a rookie class. You need to guide me more.

3. Fellow townsman

The ancients said, "when a long drought meets a manna, a native place meets the old acquaintances, a wedding night at a cave house and a golden flower", people meet their hometown people in a foreign country. It is the four great joy of life. They meet their townsman in a foreign country. It is called: the fellow townsman sees two villagers in tears.

It is easy for the townsman to recall the nostalgia and homesickness, so it becomes easier to communicate. People are more likely to believe what the townsman said. Therefore, if you happen to meet your fellow countryman in the terminal sales process, you can't help initiatively introducing it, and narrow the distance between each other through moderate praise.

For example, Chen Jie, you are also Shandong, it is too clever, I am also Shandong, to our Shandong to Shanghai to break the world, such as you can not be so successful, and later, you can guide me a lot! {page_break}

4, the same experience

The same experience will have the same feelings, the same feelings will have many common topics, and the common topics provide us with a good opportunity for further communication. If you happen to have some experiences in the terminal sale process similar to the customers' experience, you can have in-depth communication with the customers about your similar experiences.

For example, customers have worked in Guangdong before, and you happen to have worked in Guangdong, so you can share with your customers the experience of working in Guangdong.

5, classmate

In the terminal sales process, if the school that the customer once studied and the school you once studied is a school, then you must make use of this commonplace in time to communicate with the customers. Communication between classmates is very easy.

By chance to meet an alumni who had studied in a school, and everyone had a common learning experience, it would be very easy for them to establish a trust relationship.

For example: Wang Ge, you are also graduated from the middle school. I graduated there, but I graduated quite late. Now that you are so successful in your career, I know that when you read, you must have very good academic results. If you have the chance, I really want to ask you how you have succeeded.

6, the same mood

When the customer speaks faster, you should speak as fast as possible; when you speak slowly, you can also speak slower; when a customer speaks with a clear mind, you may as well make some decisions, because the same tone means that you have something in common, that is, personality is very close.

7, the same sex

The same gender has a similar perspective, has a similar outlook on life, has similar growth experience, has similar values, has a similar life goal.

If you are in the terminal sales process, you can reasonably use the same gender customers to communicate with customers.

For example, Zhang Jie, it's not easy for us to be a woman. We need to take care of the family and take care of the children.

8, the same figure

Similarly, you may have similar habits, for example, if you are more fat than your customers, then you can exchange weight loss experience with your customers. If your body and customers are physically strong, you can communicate with customers about fitness.

The core content of empathy's sales mode is to build trust between salespeople and customers. Only by establishing trust can we reach a consensus between salespeople and customers. At the same time, it helps salesmen to fully understand customer needs, maximize customer satisfaction and achieve our sales goals.