I mentioned in How to Keep Our Customer Base Growing that 20% of our customers brought us 80% of the huge profits. We must make friends with our customers and have a heart-to-heart talk with them, so that they can fully realize our integrity and sincerity besides our strength. As we often say, being a salesman is also being a human being. A successful salesman sells himself instead of the company's products. Customers believe in you, believe in your personality charm, and thus believe in your company and your products. Finally, we can reach a long-term cooperation. First, learn to listen. Everyone expects to be respected and valued by others. We should try to make our customers talk more and talk less. (Besides introducing products) We can ask some questions at the right time, so that customers can reply, feel and approve. Just like Hui sometimes asks customers some questions about glue application, which is what customers are good at. At this time, customers can talk endlessly. In the middle of what he said, I will praise it in due course. "Ha ha, after all, is a professional. Hui really doesn't know so much. " At this time, establish a good impression with customers, and customers will feel that they are highly valued. And he will be more willing to talk to you, creating a feeling that customers are valued. Is the first step to making friends. Second, learn to praise, and don't be stingy with our praise. When a customer gives a constructive opinion or opinion, you must give it timely and appropriate praise even if you know it or don't fully agree with it. For example, when a customer told Hui that our paper plastic can not only be used to glue leather paper into plastic boxes, but also be used to polish color boxes, in fact, Hui knew it for a long time, but Hui still sincerely appreciated the other party's attitude of taking products seriously, and the customer would feel a sense of accomplishment at this time. He will communicate with Hui as soon as he gains something new. But remember, praise is sincere and moderate, and if it is excessive, it may be counterproductive. Third, learn to think for customers. Cooperation with customers must pursue a win-win situation, especially for customers and companies to do a beautiful job. We work for the company and hope to make achievements. Others also work for the company, and he also hopes that what he has done will be affirmed by his colleagues in the company. Therefore, when we cooperate, we should be careful not to sell customers things that they can't use or can't use, don't let customers spend more money, try to reduce unnecessary expenses of customers, and customers will return favor and save your investment. Fourth, we must abide by principles. A person who abides by principles will win the respect and trust of customers most. Meeting a need is not unconditional, but must be met under certain principles. Only in this way can customers have reason to believe that you have followed certain principles when recommending products to them, and they can cooperate and communicate with you with confidence. For example, it is acceptable for customers to buy our glue and ask us to train workers to use it, but we must never agree to short weight or other requirements that harm the interests of the company, customers and even others. Because when you can harm the interests of the company or others in front of customers, he will also worry that his own interests will be harmed. Fifth, help customers do things beyond their sales ability. For example, our customers will also use glue machines when they use them, and Hui will help them recommend good glue machine manufacturers when they need them. For example, they need some information, and when they can't get it, I will help them get it. Even if they encounter some difficulties in life, such as birthdays or happy events, as long as I know I can come again, Hui will definitely help or congratulate them. In this way, my relationship with customers is no longer a cooperative relationship, but more a friend relationship. This way, when customers use new glue or friends use glue, they will definitely think of me first. Sixth, make sure that customers and friends can recommend you. On a business trip or vacation. Don't forget to send greeting messages or some suitable small gifts to customers. If the business benefits are really good, it is best to give customers some unexpected benefits. If you master the above skills and use them freely, you will win the reputation of customers and friends, and your friends will recommend you in most of his peers. Then your business is like an atomic bomb, which will expand rapidly in the industry. You have reached the highest level of business, and let customers come to you on their own initiative.