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Hypnotic Selling Look Like a Top Salesperson The 333 Principle The Devil is in the Details State Determines Results Without Enthusiasm, Who Will You Move? Your Smile is Worth a Million Make Your Eyes Communicate More Effectively Behavioral Etiquette You Must Know

--Su Dongpo said: "Master, what do I look like sitting here?" --"You look like a Buddha," said Foyin. --Su Dongpo sneered: "But I see you as a pile of dung!" --"Oh, really?" Foyin remained composed. --Su Dongpo asked in confusion: "You honor me as a Buddha, but I call you dung. Aren't you angry?" --"I should be happy, not angry. Because if you are a Buddha, you see others as Buddhas; if you are dung, you see others as dung," replied Foyin. --Su Dongpo was filled with shame.

Cater to Their Interests and You'll Get What You Want Make Yourself Look Like an Industry Expert For more content, follow xsj234

Only by Aligning Can You Communicate Mirroring Technique Language Synchronization Listening Earns Trust

A pastor in a church urged everyone to donate money to send missionaries to China. His speech was brilliant. Mark Twain, sitting in the back, was moved and decided to donate $25. The pastor continued. After 15 minutes, Mark Twain decided to donate only $10. The pastor kept going. Mark Twain decided to deduct another $5. The pastor still didn't stop, making Mark Twain impatient, and he decided to donate just $1. After about half an hour, the pastor finally ended his speech. When the donation box came to Mark Twain, this man who originally wanted to donate $25 reached in and took out $1.

Praise Constantly, Encourage Continuously Proof May Not Convince, but Lack of Proof Certainly Raises Doubt Five Questions for Successful Selling The Most Effective Way to Introduce Your Product

  1. Only if you like it yourself will others be interested.
  2. Rehearse in advance to be prepared.
  3. Ask questions to get the customer involved.
  4. Know your purpose clearly.
  5. Focus on the customer's interests.
  6. Connect the product's benefits to the customer's needs.
  7. How to reduce the customer's pain and loss.
  8. Maintain eye contact with the customer.
  9. Get the customer into a rhythm of nodding "yes."

You Must Have Absolute Competitive Advantage Methods to Deal with Competitors: (1) Understand their position in the market (2) Know who their main customers are (3) Determine if they are taking your business or you are taking theirs (4) Find out if they have poached your employees (5) Get all available information about them (6) Know their prices (7) Buy from them once a quarter to understand their sales and products (8) Identify their weaknesses and use them as attack points (9) Know where they are stronger than you and make immediate improvements (10) Listen carefully to what customers say about your competitors

When You Encounter Competitors Head-On (1) Never speak ill of them, even if the customer does. (2) Praise them as good competitors (3) Show respect (4) Highlight your differences—buying from you brings more benefits (5) Emphasize your strengths, not weaknesses (6) Give an example of a customer who switched from a competitor to you (7) Always maintain ethics and professionalism

Participation Leads to Initiative, Experience Brings Feeling Top Salespeople Are Masters of Visualization How to Visualize?

  1. Ask yourself: "How will the customer use this product?"
  2. Then ask: "What happy scenes will the customer have when using the product, enjoying its effects, and gaining its benefits?"
  3. Imagine a vivid, specific, and touching picture in your mind, then turn it into words. Describe this picture to your customer vividly, like playing a movie.

Make Customers Happy at the Sight of Your Product Sales Magic Words ▲ Don't say "buy," say "own" ▲ Don't say "sell," say "participate" or "help" ▲ Don't say "business," say "opportunity" ▲ Don't say "spend," say "invest" ▲ Don't say "cheap," say "economical" ▲ Don't call them "customers," call them "service recipients" ▲ Don't say "What are your objections?" but "What are your doubts?"

Find Out Why Customers Buy from You (1) Identify the customer's problem or pain (2) Amplify the pain of not buying (3) Propose a solution (4) Present your qualifications and experience to solve the problem (5) List all the benefits of the product for the customer (6) Explain why your product is the best (reasons) (7) Consider offering some free gifts (8) Can we offer limited-time or limited-quantity supply? (People want what they don't have or can't get) (9) Provide customer testimonials (10) Make a price comparison and explain why it's worth more than the cost (11) List all the reasons the customer might not buy (12) Understand what results the customer hopes to achieve (13) Build the customer's desire for the product (14) Explain five reasons why the customer should buy your product, then provide proof (15) Analyze the pros and cons of buying your product (16) Compare the differences between you and competitors (17) Analyze potential problems or questions the customer might have about the product (18) Explain why your product is expensive (19) Why should the customer buy today?

Understand the Customer's Buying Values NEADS and FORM Formulas Formula 1: NEADS (for selling to customers who already use similar products) N (Now) — What similar product are you currently using? E (Enjoy) — What do you like about it? A (Alter) — What don't you like? D (Decision-maker) — Who is responsible for this? S (Solution) — Provide a solution that satisfies the likes and addresses the dislikes.

Formula 2: FORM (topics customers are most interested in) F (Family) — Family O (Occupation) — Career R (Recreation) — Leisure M (Money) — Money

Customers Without Pain Won't Buy Customers Buy Feelings Don't sell drills, sell the perfectly smooth holes they drill Don't sell cars, sell prestige and status or a smooth driving experience Don't sell insurance, sell safety and security, sell a family free from tragedy and financially stable Don't sell glasses, sell clearer vision and elegant style Don't sell vacuum cleaners, sell comfort and cleanliness Don't sell cookware, sell easy cooking and nutritious meals

When Feelings Change, Needs Arise - Salesperson: Hello, have you considered buying fresh ice? - Eskimo: Ice? (dismissively) We have ice everywhere here. - Salesperson: I know, you use ice to build houses, roads, and... - Eskimo: Yes, ice is the last thing we lack. - Salesperson: Do you also drink ice water? - Eskimo: Of course. - Salesperson: Have you noticed that some of this ice is polluted by feces, animal entrails, or dirty things dumped by neighbors? - Eskimo: I didn't know. It can't be that bad. - Salesperson: How would you feel if the water you drink contained these dirty things? - Eskimo: I don't want to think about that. - Salesperson: What would you do if these dirty things made you sick? - Eskimo: I'd see a doctor. - Salesperson: Do you know what causes that? - Eskimo: The dirty ice.

Two Strategies for Developing Needs: Identify problem points and constantly hint at the severity of the problem. By hinting at several different problem points, guide the customer to a more important issue.

Customers are more likely to change and not mind the cost in three situations: Extreme fear Extreme joy Extreme sadness

Attack the Heart First Don't introduce your product to a customer until you fully understand them Smart people know everything, but shrewd people know everyone Hobbies are the best way to connect people

24 Customer Expectations

  1. Just tell me the key points
  2. Tell me the truth, don't use the word "honestly," it makes me nervous
  3. I need a salesperson with ethics
  4. Give me a reason why this product is perfect for me
  5. Prove it to me
  6. Let me know I'm not alone; tell me a success story of someone in a similar situation
  7. Show me a letter from a satisfied customer
  8. Tell me and show me what service I'll get after the sale
  9. Prove to me the price is reasonable
  10. Give me the opportunity to make the final decision; offer several options
  11. Reinforce my decision
  12. Don't argue with me
  13. Don't confuse me
  14. Don't tell me negative things
  15. Don't talk down to me
  16. Don't tell me what I bought or did is wrong
  17. Listen when I speak
  18. Make me feel special
  19. Make me laugh
  20. Show a little interest in my profession
  21. Speak sincerely
  22. When I'm not ready to buy, don't pressure me with old sales tactics
  23. When you say you'll deliver, do it
  24. Help me buy, don't sell me out

Fear of Rejection Is a Mindset Problem

  1. An exchange mindset
  2. A mindset of helping others solve problems
  3. Sales is a numbers game; closing is a probability
  4. Customers don't really care about rejecting you
  5. There are no bad customers, only bad mindsets
  6. Customers are also nervous
  7. It's my responsibility

Reframe Definitions to Overcome Fear Failure and rejection are actually feelings inside us Reframe the definition of rejection: (1) In the past, whenever ______ happened, I felt rejected. (Write down all definitions of rejection, e.g., when a customer says "I don't need it," I feel rejected.) (2) When ______ happens, it only means ______. (Reframe all the above definitions. For example, when a customer says "I don't need it," it only means the customer is in a bad mood or doesn't yet understand the benefits the product can bring.) (3) Only when ______ happens does it truly mean I'm rejected. (Write new, positive definitions of rejection. For example, only when I decide to give up does it truly mean I'm rejected.)

Turn Every Customer Objection into a Question for the Customer to Answer

  1. Customer objection: It's too expensive! Customer psychology: Unless you can prove it's worth the price. Sales reframe: What price do you think is fair?
  2. Customer objection: How's the quality? Customer psychology: What guarantee do you give? Sales reframe: What guarantee do you need?
  3. Customer objection: How's the service? Customer psychology: What special services do you offer? Sales reframe: What special services do you want?
  4. Customer objection: I don't have time. Customer psychology: Why should I spend time here? Sales reframe: What's most important to you?

Acknowledge Others to Have the Chance to Affirm Yourself Two Taboos in Handling Objections: (1) Directly pointing out the other's mistakes (2) Getting into an argument

Two Models for Resolving Objections (1) Empathy tactic: nod, smile, say "yes," then share your view (2) "I feel—I felt—then I discovered—"

The Secret to Never Arguing with Customers The Unification Framework

Eight Steps to Resolve Customer Objections Ten Ways to Resolve Customer Objections

Effectively Responding to Eight Common Excuses

  1. I need to think it over.
  2. I want to compare a few more options.
  3. Your price is too high.
  4. Is your product as good as X product?
  5. I need to discuss it with someone.
  6. Give me some materials, and I'll contact you later.
  7. I have a friend who sells similar products and will give me a better deal.
  8. I can't decide right now!

If the Customer Says "Too Expensive" First, Find Out the Real Motivation Behind the Price Objection ▲ The customer wants to beat the salesperson in negotiation to show their bargaining skills ▲ The customer wants to use bargaining as a strategy to achieve other goals ▲ The customer doesn't understand the true value of the product and suspects it's not worth the price ▲ The customer wants to find out the real price through bargaining to see if the salesperson is lying ▲ The customer wants to buy cheaper elsewhere and is trying to pressure you to lower the price to put pressure on a third party ▲ The customer has other equally important objections unrelated to price, using price as a cover

Nine Principles for Resolving Price Objections

  1. Value first, price later
  2. Add up benefits, break down the price
  3. Add up negative costs
  4. Compare prices of different products
  5. Use demonstration methods
  6. The Mercedes Principle
  7. Hint at consequences
  8. Ask about the customer's ability to pay
  9. Price reductions require conditions

Attracting Customer Interest Is the Start of All Sales 30 Seconds Decide Success or Failure If you don't capture the customer's attention within 30 seconds, your sales attempt has failed

Before communicating with a customer, ask yourself these questions and answer each in one sentence:

  1. What do I want to say?
  2. What is my strategy based on?
  3. What is the core message I want to convey?
  4. Which expression is most likely to achieve the goal?
  5. Can I fully support this statement?
  6. Are there other necessary statements that align with or relate to this?
  7. Does this statement relate to the customer's needs and interests?

Change Is More Important Than Anything To attract customer interest, you must become interesting yourself Smile, gesture, move forward, change positions, speak loudly, speak softly, speed up, slow down, pause, ask questions, use humor, exaggerate, and evoke emotion

Whether You Close Depends on the Questions You Ask Ask the Right Questions to Make Big Money What are effective questions? They are: (1) Questions that help understand the customer's current situation (2) Questions that turn potential needs into immediate needs (3) Questions that help meet customer requirements (4) Questions that show you care about the customer

Use open-ended questions to understand customer needs Use closed-ended questions to guide customer thinking Use choice questions to clarify outcomes Use counter-questions to take control

The 7+1 Rule Seven Questions for Quick Closing

No Preparation Means You're Preparing for Failure Reading the Customer's Buying Signals Eliminating Psychological Barriers to Closing Give Me 100% Assurance to Put My Mind at Ease Unconscious Persuasion Is Truly Effective Persuasion

A gentleman brought his son to buy a jersey. Before they spoke at the counter, the saleswoman smiled and approached: "Hello, are you here to buy a jersey?" The gentleman nodded in surprise: "How did you know?" The young woman smiled: "As soon as you walked toward the sports clothing section, you kept staring at the jerseys, and I saw your son holding a football." Being observant and understanding the customer's thoughts is a habit of top salespeople. Hearing this, the gentleman and his son were pleased and eagerly picked out a jersey, ready to pay. The saleswoman then added just the right extra comment: "There are matching undershirts and long socks." If you think for the customer, they won't easily refuse. The gentleman, prompted, thought it would be nice to complete the set, so he bought the undershirt and socks. After packaging and handing over, the deal was done, seemingly complete. But the young woman casually asked the son in a conversational tone: "Little brother, do you have sneakers?" The customer hadn't planned to buy shoes, and hesitated. The saleswoman sincerely praised his son as a handsome young man, saying that with the new jersey and sneakers, he'd look truly spirited. The gentleman, swayed by her words, couldn't resist, and a pair of sneakers was handed to him.

20 Absolute Closing Techniques After Closing, Retreat Gracefully