Whether it is material incentives or spiritual incentives, they solve the problem of employees' mentality.

To achieve team targets, it is not enough to just have a mentality, but also to have the necessary skills. This is the truth of "it is difficult for a clever woman to make a meal without rice". If your mind is empty, the more active you are, the customer loss rate will be. The higher.

When communicating with customers, every consultant needs to master five essential basic skills to achieve the purpose of making customers trust you. Trust is the prerequisite for closing a deal.

1. Sincerity

1. Communicate with customers with a smile. Smile is the most powerful weapon that can bring you closer to your clients. As an excellent consultant, as long as you enter the workplace, you must greet people with a smile. Even if your baby is suffering, you must show a sunny smile as long as you are on duty.

Tips for training:

Before going to work every morning, look in the mirror, smile with eight teeth and say to yourself "I am the best" ten times.

2. The language does not need to be too gorgeous, the most important thing is to be realistic. Only the truth is the most touching. I have been working in marketing for more than ten years, and I have found that the consultants whose performance is the most stable and gradually showing an upward trend are those who use language that is not flashy and even a bit earthy when communicating with customers. But it’s a truth that makes people feel comfortable.

Tips for training:

Use the simplest language to directly express your truest thoughts about a thing. For example, Teacher Wang, I feel that you are in a bad mood right now. Ah; for another example, Teacher Wang, your words make me feel quite uncomfortable.

Notes:

What you express is your true inner feelings, and it refers to events. , don’t attack people.

2. Look

Learn to observe words and emotions, adjust the content of communication in a timely manner according to the customer's body movements, and always maintain the same vibration as the customer.

1. Preliminarily analyze the customer's living level and consumption ability through the customer's "external belongings"

2. Observe the customer's eyes when communicating with you. If they are disengaged, it means they are interested. The current topic is not of interest

3. Observe the customer’s sitting posture when communicating with you. Sitting back indicates that she is not very satisfied with your answer or does not speak her mind

? 4. If the customer hesitates to speak, it means that the customer wants to interrupt you and the other party does not agree with your point of view

3. Question

? 70% of the transactions are " Through "asking", we can understand the customer's consumption trends and use this as the entry point for the next round of communication, such as:

? 1. What are his real consumption needs?

?Example: Teacher Wang, when you sign up for our course, what kind of improvement do you need for your child? Is it academic performance or what kind of quality improvement?

? 2. What is the confusion that prevents him from making up his mind to close the deal?

? Example: Teacher Wang, if your children like our courses, what are you more worried about? Is it a matter of time or price?

? Notes:

? When asking questions, use closed-ended questions instead of open-ended questions. It is best to be able to give customers one of two answers. , the advantage of doing this is to focus the customer's thinking on the answers we give.

4. Diagnosis

? "Diagnosis" is an upgraded version of "ask". After understanding the customer's current confusion points through "asking", we help customers sort out their solutions and provide solutions. Taking advantage of the trend, we propose our solutions, especially the later effects, to give customers a vision for the future. What customers buy is the hope that the product can bring to them, or that it can help them achieve a certain purpose, not the product itself.

1. First relieve the customer's pressure, "Your problem is shared by many parents. For example, in our third class, Yang Zi's mother is also confused like you."

2. Give the reason, "The reasons why the child has this problem are generally 1... 2... 3..., let the customer feel that you understand her confusion very well.

3. Give a plan, "This problem needs to start from 1. . . 2. . . 3. . . Solve all aspects and give direction

4. For your child, I want to do this next step, 1. . . 2. . . 3. . .

If you believe me and we cooperate more, your problem will definitely be solved within three months at most. I give you hope

5. Like

I will never wear "flattery" after wearing it. , everyone likes to hear good words. When communicating with customers, timely praise of customers and the people or things they care about is the most effective way to close relationships

1. Teacher Wang, I just listened to the class , your child speaks very actively, and it can be seen from your child's performance that you are a parent who pays special attention to your child's education.

2. Teacher Wang, the color matching of your clothes today is really good. I am not good at this. Please teach me when you have time.

Notes:

Praise language that makes the other party feel comfortable must have two basic elements. First, it must be based on facts and cannot be empty words, such as "You are so beautiful, where is the beauty?"; secondly, the language cannot be too gorgeous or too fancy. Exaggerated and gorgeous, it loses its sense of sincerity.

The last thing is not a skill, but a principle, "three points of speaking, seven points of listening". In the process of communicating with customers, we should try our best to guide customers to speak more. We only need to guide at key nodes. Just follow the customer’s thinking

1. Talk too much will lead to mistakes

2. Make customers feel respected

3. Be able to capture the customer’s thoughts through listening Real consumption motivation

There is no unique skill, only suitability. Employees must be trained to gradually develop their own consulting and communication style in daily work. The only skill in this process is to "practice more"!