NiuMu single mention: selling, selling is a kind of human feelings

I once met a top-performing Fangzhong salesman who talked about his mental journey in the industry: "I first entered fangzhong because this industry will not be closed by human feelings, and I want to create performance completely by my own ability!" 」 His starting point is very correct, and he has become a top salesman, but is his deal really irrelevant to human feelings? He gives gifts to customers, picks up customers after work to see the house, will customers forget?

In fact, in the Chinese world, we attach more importance to interpersonal interaction than the West, so you are naturally more inseparable from human feelings when you do business. Shakespeare said, "Nothing is good or bad, the difference is only in the human heart." If you make the right guidance, the customer will help because of human feelings, and vice versa, because of human feelings to destroy each other's relationships. Below I will directly systematize the concept of "human feelings", list the rules of use of caution, and sort out a summary of the words that appeal to human feelings, please study them carefully.

Many business seniors like to tell newcomers that human emotions should be fired everywhere like bullets, and as long as they hit, they will have performance. Maybe this will work in a short period of time, but in the long run, it will become a catalyst for business work. I think that human nature should not only take the lead, but should be the last straw, and only when there is a foot in the door, will it be completely used to get him out.

The customer's reaction to human feelings is actually like "the wolf is coming": the first time to help you without hesitation, the second time to start a little shaken, the third time simply do not answer the phone. As the saying goes, "Saving the emergency does not save the poor" can be reflected in the characteristics of human feelings.

In terms of the control of human feelings, I would like to share four suggestions:

First, human feelings must not be abused

The salesman that the customer is most afraid of is to run to the front of the eye all day long to beg for affection, and even the customer does not think that he owes you human affection, but you do not make a mistake. The customer will assume in his heart that the salesman who pleases people as soon as he opens his mouth is worthless, and this unconditional demand method is no different from that of a beggar.

Second, human feelings are the last resort of sales

If you sell a hundred knives, remember that human emotion must be the last one, even if you can kill in one move, you must take it out only as a last resort. In fact, when the customer rejects you on the front end, he rejects the "commodity"; but if he takes out the human feelings, he is rejecting "you as a person" if he does not buy it. Therefore, although it is useful for you to move out of human feelings, you are actually consuming mutual trust, which is not a long-term way, and smart salesmen will not consume the trust of customers.

Third, human feelings must be used "one"

For the same object, the way to please people can only be used once. As mentioned earlier, when you are in love, the customer is not buying the account of the goods, but buying your account; so the first time he will help you irrationally, but the second time he will begin to suspect that the friendship has been used. Other things may not be said to be more than three, but the consumption of human feelings is gone once.

Fourth, different targets must have different strategies

The sense of superiority and inferiority in our minds influences the way we use human feelings. For example, for the younger generation, you can ask him to assist or help you; for the elders, human feelings are guidance and promotion; if you are a junior, you must be soft to ask for help. Human feelings must be done in accordance with your identity and the object, not the same "please".