Many people try to establish the same relationship with customers in sales, but my view is just the opposite. Don't be friends with customers.

Because once you establish a friend relationship with your customers, it will make their relationship more subtle, which is not conducive to the achievement of sales at this time. Just like we buy things from friends, when we buy things from friends, we usually think that the value of the product itself is not as good as we think, and the main reason for buying things from friends is emotional relationship. This kind of thinking will make us feel that buying things for friends is taking care of their business, and friends owe us a favor. Is there a saying like this? Always pay it back when you're hanging out, okay? There is no doubt that in the eyes of my friend, this transaction is not a win-win equivalent transaction. He suffered a loss and will get it back from you sooner or later. If every business makes the customer feel that we owe him a favor and he bought it because he helped us, then the professional value of our sales staff will become cheaper and the customer will not buy your products again.

First, keep a proper distance from customers.

No matter how good a doctor is, he can't cure a patient who doesn't want to actively cooperate with treatment. No matter how good a chef is, he can't cook dishes that satisfy anorexic guests. Any work that requires others' participation, if others don't cooperate with you, no matter how hard you try. Sales work needs the full cooperation of sales staff and customers. Only when we find the customer's problems and possible solutions together can we finally reach a deal. If customers don't want to tell you what the problem is, and there is no urgent need to change it immediately, it will be more and more difficult to achieve sales.

When we turn the customer relationship into a friend relationship, the challenge we face is that the customer doesn't want to change, and because it is a friend relationship, he won't treat you as a doctor but as a friend, and then he will tell you? There must be a way for you to cure me without taking medicine. I believe you? This hot potato is just thrown into your hand. A sales manager I know has always insisted on high standards and strict requirements when managing his dealer customers. He hasn't eaten or smoked a dealer's meal for many years (although it's a bit exaggerated, he is indeed one of the few salespeople I have ever seen who deliberately keep a distance from the dealer). In his words, I am talking about business with dealers on behalf of the company. If the banker wants to make money, I won't get too close to him, so I can be confident in what the banker does. ? Because he keeps a good sense of distance from customers, his daily management work is much easier. He will stand up straight and ask the dealer boss to carry out and complete all the sales tasks of the company to the letter, and his performance has always ranked in the top three of the company.

Second, generate enough respect for customers.

If friends always have taboos and dare not say much, they are not real friends. A true friend knows everything and says nothing. Do you dare to do this to your customers? A manager of Chow Tai Fook Jewelry once shared a story in my training class. She has known a customer for many years. Because of their good personal relationship, they made an appointment to go shopping and eat together when they are free, and they are as close as sisters. Of course, this customer will come to Chow Tai Fook to find her as long as she buys jewelry. However, at the end of work, the store manager called the customer to ask her to have dinner after work, and casually asked? "Where are you now?" The customer replied. I'm at a jewelry store? . At that time, the manager was unhappy and asked? What are you doing in their shop? Don't come to me to buy jewelry. ? There was a silence on the phone, and then this so-called friendship ended.

The manager of Chow Tai Fook Jewellery made a fatal mistake, that is, she took the customer as her friend, and she took it for granted that the customer came here to buy jewelry, and lost enough respect that a salesperson should give to the customer. Customers are always right, but friends are not. Get along with customers, we abide by business rules, get along with friends, and we abide by moral rules. If a friend does something wrong, he is not a real friend if he doesn't talk about it, but if the customer does something wrong, he may lose business opportunities if he talks about it. Don't think that being a friend can always take care of your affairs. The word caring will shrink the sales profession. The most important reason why a customer buys from you is because he needs it, and you are the one who can provide him with the perfect solution. Note: Customers buy solutions for you. You are just a gift (just kidding). Only when we treat customers as customers, we will not treat customers as friends, and we will have enough respect for customers. We will not take it for granted that customers buy products from us. We will pay special attention to every opportunity to get along with customers and take orders in a professional manner without losing respect for customers.

Third, don't take yourself too seriously.

What is a true friend? If we only helped you in one or two things, or someone who needs you, will we treat him as a friend? Broadly speaking, we can call such friends casual acquaintances. Only those friends who are willing to share our happy things with him and tell him our sad things can be called real friends. The intersection of customers and us is limited to the current business. Few customers are willing to mention other more information to you. Don't say that many customers are afraid to talk to you about personal problems, and even many internal information of the company is unwilling to disclose to you. What is revealed to you is usually filtered information. After all, you can walk away from this industry, but for the customer, he has to work in this company and make plans for his future career. When customers choose suppliers, they usually compare several suppliers and tell you. We're just going through the motions, okay? But what was he thinking? Maybe we can find something better? So don't think that you are the only choice for customers, and don't take yourself too seriously.

Many clients I have served often give me some return visits. At the end of each training course, I will confidently tell my assistant, and so on. This customer will definitely ask us out again. Once I saw a client invited a teacher to take my place in class, and my heart was inevitably a little lost. Later, I thought clearly about two things, and my mind was much calmer. First of all, customers are looking for courses, not teachers. Second, even if clients are looking for the same courses, students need to change their tastes and change to a different style teacher. Instead of spending too much time complaining about why customers don't choose us, customers are really not enough friends. What's more important is to serve existing customers seriously, provide customers with the most impeccable product solutions and the best service, and satisfy existing customers.

Tell the customer what you did.

The essence of sales is the exchange of interests. Customers pay the cost to get the corresponding value in our hands. The cost of customers includes not only the cost of money, but also the investment of time and energy. Of course, the value we provide to customers is not only the value of the product itself, but also the service, training, emotion and our investment. If you treat customers as friends, the efforts between friends are not expected to be rewarded. For example, if a friend is in financial crisis and can't eat, you may entrust a stranger to send him 100 yuan, but you won't tell him that the money is from you because you are afraid of hurting his self-esteem. But in business transactions, this kind of situation rarely happens, especially some simple transactions, which is even more unlikely. Because we all want what we want, your efforts must show customers what I have done for you, so that customers will feel guilty. Even if he doesn't buy from you, he will introduce you to a client to make up for your guilt.

Once, I accompanied the sales staff of a training institution to visit a customer. Before the visit, he confidently told me? Miss Li, let's have a brief interview as a formality. Don't worry, our relationship with this customer is very hard, and there will definitely be no problem. ? As a result, in the customer office, the customer scolded the salesman. It turns out that he had visited clients many times before I accompanied him to visit. The customer asked him to go to the store of his own company in the market first and let the dealer boss and manager do a demand survey, but the salesman didn't do these jobs, so he was questioned by the customer. On the way back, I asked him? He said, what did you do for your customers before this visit? I thought this list was a shoo-in, because after all, we worked together for several years and got along like friends, so we didn't take it seriously. I want to wait for the customer to pay the advance payment before starting the investigation. ? When you treat customers as friends, you will lower the service standard for customers, reduce some necessary preparatory work, or even do no preparatory work at all. The result can be imagined.

Don't treat customers as friends. It doesn't mean that you must make a one-time deal and don't keep in touch and interact with customers. It means to give our customers enough respect and attention, pay attention to our words and deeds and every move in the process of getting along with customers, and always reflect our professionalism and seriousness. After all, customers spend a lot of money to find experts to solve problems, not to find an amiable rookie salesman to chat with. Only professionalism can make us go further on the road of sales.