As an enterprise, the most frequent job is to communicate with customers face to face. Of course, when two people are very familiar with each other, they can "let birds fly in the sky and fish swim in the deep water" and chat all over the world. But when it comes to business, some skills can still be referenced. (1) Let the customer say what you want to say, and you say what the customer wants to say. Of course, this is not flattering you. You can say whatever the customer wants to hear. What I mean here is: say what you originally wanted to say from the customer's mouth through induction; And what you said may be what the customer wanted to say, but it is not convenient to say. For example, for example, I contacted a shipper who was engaged in importing CIF, and the sea freight was prepaid abroad. I hope he can change the terms to FOB. Although it is not easy to make the shipper change the terms of trade, it is necessary to try. (1) Me: Recently, I have contacted many customers who import stone materials (assuming that the owner is waste, other products can be replaced by other products), and they are all complaining that the stone import profit has dropped a lot recently. In the past, a cabinet could earn 10 thousand yuan, but now it can only earn 10 thousand yuan in many cases. (2) C (Customer): Yes. There are too many people who make waste materials in the past two years. No way, the profit is very low. (3) I: Well, that's right. The profit is too low, so now many shippers bargain on the sea freight. Sometimes five dollars is missing, and ten dollars is ten dollars. (4) C: Profits are inherently low. A dollar saved is a dollar. (5) I: That's why more and more import shippers will consider paying freight now. After getting the freight rate, the shipper also hopes to get more benefits from it, taking into account the risks brought by the change of maritime freight rate. Therefore, when calculating the cost, they often add 20% or more to the sea freight. C: Yes. But foreign buyers are relatively strong, and we can't do FOB if we want to. (7) me: hmm. Yes, foreign sellers not only profit from the goods, but also profit from the sea freight. Last time I visited a friend of Jianfa, who made milk powder. At that time, he told me that the cost of each cabinet was $65,438+$0,000 based on CIF and FOB prices. In fact, it comes from Long Beach, and now the sea freight is only $500, including THC at both ends. Oh, earn that much? I: That's right. In fact, it doesn't matter if the number of containers is not high. It is troublesome to find someone to track the shipment and book the shipping space of one or two containers. However, if there is some quantity, the income is still considerable. As much as you do, a cupboard can save twenty or thirty dollars, and thousands of dollars a month. The income of 10 thousand RMB a month is not much, but in the long run, it is actually quite a lot. (10)C: more than 10,000, no less. (1 1) Me: Even if you don't pay the freight yourself, you need to know the market, so that when dealing with the seller, the seller won't make much money. (12)C: well, I didn't pay that much attention before. (13)I: Otherwise, I will provide some quotations for your reference. C: ok. Why not send me an email and have a look? ..... The first sentence may be the owner's own experience, which was put forward by me. In this way, the host will have a sense of intimacy; And what I want the shopkeeper to say is: the competition is fierce now and the profit is very low, but who doesn't want to earn more? I wanted to say it, but I induced the host to say it. Next, I want to say that foreign sellers have made a lot of money on freight. Give customers an intuitive experience through examples. Next, I want to say: I can save more than 10 thousand every month, which is quite a lot. Of course, on the other hand, I said "though not much". In fact, many shippers may think that the benefits are actually quite many. When the owner is interested in your quotation, your quotation is valid. If you want to sell the product to him from the beginning. Maybe he will just say no, or you can fax the quotation. Maybe you are busy at this time and he doesn't look. (2) A persuasive skill is to show the client a bright future. For example, the monthly income mentioned above is more than 10 thousand RMB. Of course, this is based on realizability. If you just cheat him, he can't cooperate with him next time after being cheated. (3) Say one side or two sides. According to psychological research, both methods are feasible. When you say it, only mention the good ones, not the bad ones. The person being explained can easily understand your point of view. Another way is to mention both good and bad. For people with a low level of education, or those who want to explain that, it will be better to say it. Because if you talk about both sides, maybe he would have accepted your point of view, and after the negative situation you mentioned, he could not judge what to do best. The disadvantage of double talk is that we make things more complicated. But the effect of this approach is also obvious. On the one hand, the two-sided theory makes the persuaded object believe that what you say is closer to the truth. Because in fact, everything has a bad side as well as a good side. Secondly, if the negative aspects are mentioned and the situation really appears, he will accept it more easily. Because you were vaccinated. I prefer to say both. Talking about both sides can often make customers trust you more.