First, the interests.

Talk about interests, benefits, money, materials, resources, etc.

This is the first dimension, the interest dimension, which has reached the point of mutual benefit.

B, love

It's about feelings, relationships, human feelings, gifts, friendship and so on.

This is the second dimension, emotional dimension, to the point where you love me.

C, heart

It's about friends, feelings, hearts, * * * sounds, good feelings and so on.

This is the third dimension, the confidant dimension, which has reached the point of mutual confidant.

D oh, my god.

It's about spirit, realm, mission, dream, sense of value, etc.

This is the fourth dimension, the spiritual dimension, which has reached the point where God is a friend.

Looking back, the reason why the deal was made was to meet the interests, feelings, inner and spiritual needs of the other party.

Looking back, the reason why you didn't close the deal was that you met the demand in part or in whole.

Are you integrated with customers or with you?

Do you think of your customers or yourself?

Landing operation is: everything is customer-centered-forming interests, emotions, spirit and even destiny with customers.

What is the essence of sales?

Tour guide.

The landing operation is completed by asking.

Looking back on your past: Do you talk too much or ask too much?

As long as you talk a lot, it means you haven't started selling yet.

As long as you ask many questions, asking the right questions is half the battle.

The watershed between success and failure is-the direction in which you ask questions when you encounter something-positive or negative? ! ! !

Why do you want to advance?

The mystery is that people don't like to be persuaded, but they are willing to be guided. Persuasion is to impose ideas on the other side, and guidance is to take the other side to discover and wake them up.

Persuasion is self-centered.

Guidance is customer-centered.

Persuasion is to meet your own needs.

Guidance is to clarify the other person's needs-and tell him how to meet them.

The whole process is to let the other party confirm themselves. Landing is to treat each other as tour guides. Just ask and don't answer all the time. All the answers come from the other side. At this time, everything the other party said was his own admission.

At this point, I realized:

You didn't make a deal with the customer. The customer admitted it through your guidance. Quite simply, he made an agreement with himself.

What is the most irresistible thing?

A, all your actions are really good for him.

B, it can help him solve his confusion and realize his wishes.

Do these two things, and you will get a pass to enter the other person's heart.

Everyone has a door in his heart, which is closed to almost everyone. Only with a spiritual pass can he enter each other's hearts.