Gift Giving Is Also A Great Skill.

　　 Emergency lunch

I've been wandering around downstairs for a long time. A director of the two floor, I have seen him two times, and have talked too much, but the director is always cool with me. At that time, I could not do anything about him, because the circle was rumored that the director was a "salt and salt" man. I tried to deliver things later, but both shopping cards and foreign wine were returned. This time I had made an appointment to visit in the morning, but he said there was something urgent, so I had to wait downstairs.

I didn't bring any gifts this time because I really didn't know what to deliver. Before I knew it at noon, I called the director to inquire if he had time in the afternoon. The director said he would have a morning meeting, and he would continue to open in the afternoon. After hearing it, I had to go downstairs to McDonald's to buy something to eat, and then I was ready to return. At this time, I suddenly thought that the director might not have eaten, so it would be better to buy a McDonald's package and take a chance.

When I brought a bag of McDonald's to the director's office, he was chewing the biscuits and it was quite unexpected to see that I had sent food. So I took advantage of McDonald's efforts to chat with him. As an opportunity, I quickly broke through the relationship with the director and did a lot of business with the help of the director.

　　 Homemade antihypertensive medicine for health

I recently dealt with a chief engineer of a client unit. If I didn't get his approval, my product would not be able to enter the unit at all. Knowing that the general worker loved smoking, I bought two Chinese sent, but he said he could not smoke enough. Seeing it, I had to go away in anger.

After I returned, I heard from the side that the general worker was suffering from severe hypertension and hyperlipidemia due to excessive smoking and alcohol in the early years. So I thought about it. I bought the best OMRON electronic sphygmomanometer, but when I saw the general worker pulling out a more advanced SIEMENS sphygmomanometer from the drawer, my enthusiasm was extinguished.

After thinking hard, I ran to the supermarket and bought a large glass jar with a lid, half a kilo of peanuts, half a kilo of raw soybeans and a bottle of Heng Shun rice vinegar. After coming home, I carefully sealed the raw materials. Then I wrote "Compendium of Materia Medica" recipe: raw peanut, raw soya bean and rice vinegar mixed in the ratio of 1: 2: 3, soaking for 3 days. Every morning, 5 pieces of peanuts, 10 soybeans and 2 spoonfuls of rice vinegar, which can effectively adjust blood pressure and reduce blood fat, are pasted on glass jars.

3 days later, when I put the self-made antihypertensive medicine in front of the chief engineer, he immediately came to his interest, and then he opened the lid and ate two. Slowly, the relationship between the two is becoming more and more familiar. Finally, our company's products have successfully entered the scope of customer procurement.

　　 The old discs are moving.

I want one. project The director of the customer was asked to eat many times, and he spent a lot of money each time, but the director always hum and haunting. I had no choice but to rush my head and run to the director's office. When I talked with the director, I didn't know how to talk about university life, so we both graduated from the same school. The director immediately came up with interest and talked about his university life. At the end of the meeting, the director was still feeling for 10 years, and did not go back to school to have a look.

When I got home, I made a phone call to my friends who stayed in school, and sent me pictures of the old playground, the old dormitory, the old library and the small woods.

It took another night to make a video, and then sent it to the director.

The director did not speak at that time, he just borrowed a CD-ROM and saw it in the office. That night I received the message from the director: "this is the best gift I have received in recent years". In conclusion, the director changed my attitude greatly and helped me win the project.

Recently, many friends wanted to share with me about how to sell gifts. I can't help thinking of several stories that I had just done when I was selling. In fact, how to choose gifts and customer relations is a real skill.

　　 The "Hui" and "shame" mentality of giving gifts

About how to do well Customer relationship Everyone has their own different ways to eat, drink, play cards, travel and so on. Here I want to talk about a simple but difficult way to do it, that is, to give gifts.

Since ancient times, China has been a "state of ceremonies". It pays attention to "coming but not going to impolite" and "having rites" all over the world. Gift itself is a good emotion expression, and it is a way to deepen communication and deepen feelings. Therefore, gift giving is one of the most important ways to develop and maintain interpersonal relationships.

In fact, there are certain psychological factors in the effect of gift giving. This is the reason for the reciprocity effect mentioned in Robert B Theo Dini's bestseller influence. The Chinese people pay attention to the "dripping water" and "Yongquan". When parents were young, they would teach their children "not to eat other people's food," because everyone knows the principle of "short hand and soft mouth". Because any social person with normal cognition will have some changes in his mind after accepting other people's "benefits". He always needs to find someone else to lose his "good". Otherwise, he will feel a little uneasy or even ashamed. Therefore, sometimes I prefer to regard the influence of "reciprocity" as "mutual shame". This is most vividly expressed in Chinese people. I still remember when I was admitted to university, my parents took note of all the gifts they had brought to the table. It was clear that when these people had something red and white, they could not afford to lose the favor. This is typical "mutual shame" performance.

Gift giving to customers is also to achieve this effect. When the courtesy is sent out and the client accepts, he will feel guilty in his mind. Salesmen keep sending this kind of "shame" in the minds of customers. Eventually, the customers themselves will think, "this sales is really good for me. I have to find a chance to help him." So the customer gave the business to the sales to do, it is also the original sales to the "Hui".

Maybe some people will sneer at this: "are customers ashamed now? What kind of things do you give away?" people even take care of themselves. Even if you want to send them, people are still tired of it. "Now some customers, especially those with money, who have fixed large purchases every year, are surrounded by a group of salesmen. Over the years, these customers have been sold to the "bad habit": Swallow wing Bao must eat, Moutai Wuliangye Dun all drink, Chinese giant panda stuffed cabinet, holiday shopping cards stacked. At this time, if you want to send anything to your customers again, you will really have a situation that you want to send, and people don't want it.

Maybe the first person to send flowers to the beautiful woman will have strong feelings. But there are more and more people sending flowers later, not only red roses, but also white roses, even roses with golden edges. Later, the beauty even began to hate the men who sent flowers to themselves, and thought they were really tasteless. The same is true of customers. When people give themselves "benefits" too much, and "Hui" content and form are almost the same, customers will not think this is "Hui", of course, will not accumulate in the heart of "shame", of course, it is impossible for you to return.

Even some customers will feel that accepting your "benefit" is to give you the biggest "benefit" - to receive your gift, that is to give you face.

　　 Gift giving You have to send them.

Now how can we make good manners and let customers feel real in the fierce competition of market competition and insensitive customers?

I want to start with a brief introduction to Maslow's hierarchy of needs. People from low to high have 5 kinds of needs: physiological needs, security needs, social needs, respect for needs, self actualization needs.

These 5 needs are increasing gradually from low to high. When a person can not meet the needs of clothing, food, housing, sex and sex, his most urgent need is physiological needs. At this time, he sells food, drinks, shopping cards and so on. But now most of the customers have been out of the hierarchy of demand and have risen to a higher level. At this time, customers will not be interested or even bored if they sell some cigarettes, liquor, tea and so on. Because these are relatively low level needs, gifts are also not technical content, as long as enough money, everyone can do. This gift will not be competitive, nor will it produce any effect. Therefore, when giving gifts, sales should give full play to their creativity, use their brains, and try to go to the needs of their customers at a high level.