Some salesmen began to invite with a little greeting, and friends invited them over. This situation is an individual phenomenon, which may be because salesmen are excellent in traditional industries or have a high degree of trust. But the bad consequence is that we don't fully understand the needs of our friends, we don't stimulate each other's desires, and the background is very unclear. Therefore, it is difficult to appear in the future guidance work. So it is unwise to invite friends regardless of the willy-nilly, because friends will feel sudden, confused and suspicious, and most of such invitations will fail.
? So, what are the basic rules and skills for effective bedding and invitation? Successful preparation and invitation are basically completed in five steps, as follows:
Five steps to pave the way for an invitation
1, know the facts, information, age, occupation, hobbies, work, life, family situation, body, personality and care about each other.
2. Create demand: see what fish the other person likes to eat (what bait to give). If there is no demand, give pressure to each other, and if there is pressure, there will be motivation. Dig and give each other future demand points.
3, career ideals: infect each other with their own ideals, affirm each other's character and ability, I am not strong, but there are more information and opportunities.
4, improve desire: encourage, use the comparison of human nature to trigger desire.
5. Call to Action: With all the above conditions, it will become attractive and can send an invitation signal.
First,? Know the facts
Building a relationship is based on caring for greetings. Greetings are polite and respectful to each other. The main purpose is to know the work and income of the invited person, but the greetings must be brief and then get to the point quickly. Some people talked for an hour and finally forgot all the business.
1. For the invitees who keep in touch, you can make them complain about you by praising their occupation, living conditions, family conditions and personal abilities. For example, if you are so capable, the boss/supervisor will definitely give you a raise. When will you buy a house? When to buy a car? When you complain in the opposite direction, praise the other person's ability, sympathize with the other person's situation, and vaguely let him know that you have the ability to make him change the status quo.
2. For the invitees who have not contacted for a long time, they can establish a relationship through some excuses, and the whole understanding process can be completed step by step through several phone calls. I'm sorting through the phone book to see if you still use this phone.
Second,? Create demand
Understand each other's needs and help each other assess the future crisis. For example, tell me how much you spent there today, how much you spent on clothes, how much you spent on meals, and you can't help complaining that prices are soaring now, because these are all necessary expenses for entertainment. At the same time, ask each other what their plans are in the near future. Where are you going to travel? Tell the other person that you plan to go with him, just afraid that it will be difficult for him to ask for leave (understand the difficulty and duration of his leave, etc.). ). Ask each other what they will get after three years, five years or even ten years if they continue to maintain the status quo. Wait ... the whole process of creating demand must follow the principle of high profile. So what is high profile? First of all, you should be high-profile in the choice of industry, such as opening a shop, doing business, driving for the boss and so on. Never tell each other that you work in the factory/company here or other low-key industries. You must first determine your dominant position in the eyes of friends in the industry. Secondly, we should express it through high-profile language on the phone. Many new salesmen have no experience in calling for the first time, just telling their friends how good they are here and how to make money. Such a simple and empty way can't impress each other, and even cause resentment among friends. Only by using language can we create imagination space for each other and truly master and establish the skills of psychological advantage. For example, casually tell each other that it cost 800~900 Yuan You to have dinner with friends yesterday, or go swimming and eat seafood at the seaside with friends. This can make the other person associate with it, and then make a comparison with their own living conditions, which is much better than directly saying how good you are here.
? Finally, in the tone of the phone, we must be excited, speak affirmatively and have human feelings. Don't condescend to ask for each other, show a spirit of self-confidence, happiness and excitement through your own tone. If you call in this tone, you don't have to say it, your friends will think you are really good here. Don't be low-key and humble, so the other person will think you are begging him. If you do this, the invitation will not succeed. In addition, don't be overbearing when setting a high profile. Let your friend feel that your life is much better than his, and you still care about him and have human feelings, which will make your friend feel more intimate and trust you.
Third, trigger the ideal
When the other person is stimulated to be dissatisfied with the status quo, ask him: What do you want to do most? Tell him: "With your ability, you should have more room for development." Tell him directly: "With my network, I am sure I can help you" and "We work together as a pair of swords". When the other person asks you what you are doing now, you should be happy, but keep a low profile and be modest. Like what can I do? It's not my old job, just a change of environment. I have friends here to help me, which is much better than before. You can't fall into the misunderstanding of self-introduction. When you don't want to answer questions, say, I'll answer the phone or I'm going out right away, or I can't talk to you now. Leave the other person in suspense and make him full of fantasies about your current situation.
Fourth, increase desire.
Emphasize the results that the other party wants, amplify the needs of the other party, and vote for it. "If you want to catch fish, you must ask the fish what they want to eat." Although making money is what most people need, how much and how to earn it? Does it suit you? Whether there are risks is the first consideration. When making a telephone invitation, if we can make a correct judgment on the psychological needs of the invitee and actively understand the doubts in the other person's heart, so as to improve our desire, then everything will come naturally. For example, telling a friend at work and at work how good you are here doesn't help much. Because they have developed a step-by-step work habit. No matter what they do, their first consideration is safety. No matter how much money they can make in business, what is their first consideration? They won't do it even if there is a little risk. In view of this feature, you should first give the other person a sense of security, make him feel that you are a "safe haven" and follow you. You can give him hope and impress the other person.
Verb (abbreviation for verb) calls for action.
Make good use of the principle of "choose one from two". In the process of invitation, we should strive for initiative, which requires the application of the "two-choice" rule. Salespeople often encounter the phenomenon that friends change their minds when they are formally invited. Except that he suddenly knows what you are doing or something is wrong, it is usually because of doubt, hesitation and indecision. In this case, the principle of "choose one from two" is the best. For example, friends are coming over and need to ask for leave. He said it might take ten days to come. Salespeople must use the principle of "choose one from the other" to lock the time. You can tell each other this way: "It's urgent here/I was going on a business trip. Do you think you will come on the 5th or 8th? " In a word, making good use of the principle of "choose one from two" can grasp the initiative of invitation and improve the success rate of invitation. Never use passive words such as "OK", "When did you say you came" and "When did you say you came" in the invitation.