There was once a salesman who worked in his own company? Story group? Question:? Why do I tell the same story as others, but customers can't seem to hear it? They always turn a deaf ear to my sales stories. I try to influence them, but I think my influence is very limited. ?
In order to find out the crux of the problem better, the members of the story group asked him to retell all the situations of the sales story. Through on-site drills, we found that although the salesman told the same story as everyone else, his figure kept retreating when he told the story: when he told a short story, he would take an uncomfortable step back; Tell a short story and take a step back. The symptoms of the problem seem to have been caught. The story team asked the salesperson to pause his story. They asked another salesperson in the group to perform the retreating salesperson and let the salesperson stand by and watch how he told the story.
? Gee, why do I always flinch? Sure enough, the salesman soon invented this problem.
? So what kind of bad influence will this bring to your story? The group continued to inspire him.
? Customers will think that I have little confidence in our products and services. Moreover, it seems that what I do will always increase the psychological distance between me and my clients and make them feel alienated and alienated. The guest's emotions will be constantly pulled away from the story and attracted by the goods around him. At the same time, I can't enhance the effect of the story through gestures and speech speed. So the spread effect of the story is not satisfactory. ? The salesperson explained it himself.
? So, you have no confidence in your story? Still lack confidence in his own products, the sales team further helped him analyze his own problems.
? I have been engaged in the sales industry for more than five years. So I am very familiar with the present situation of our industry and the quality of our products. When I first entered the business, I didn't know much about the ranking and quality of our products in the industry, but at that time, newborn calves were not afraid of tigers. On the contrary, I dare to smell and do. At that time, I didn't know any effective sales skills, so I introduced our products to others when I met people. Strangely, the deeds of those years were not bad, no worse than at the beginning. With my momentum, I entered the leading enterprises in the current industry. With a better platform, I think the improvement in recent years is still great: through training and practical operation, my sales skills have been greatly improved; Know more about industries and commodities; Especially out of stock. Because every time I visit old customers or even new customers, I always get a lot of complaints: the price of our products is higher than that of our competitors, the service is not in place, and the product repair rate is high. In the long run, I have strong concerns when I sell it. 120% I'm afraid the customer is not satisfied. I'm afraid the company's promise can't be fulfilled. I'm worried about grabbing orders from our sales team. I'm worried about the customer's payment. I know this mentality is not conducive to my sales, but it is difficult for me to basically contain it. ?
After the salesman shared his real thoughts, his story group was silent. ? I often have this kind of worry. Me too?
Negative emotions spread like a cold virus, and the rest of the team members also revealed their real concerns.
It stands to reason that our sales staff all know that to mobilize customers' emotions, we must first mobilize our own emotions. A good story must be accompanied by benign physical interaction to enhance the consequences of the story. However, how do salespeople achieve effective physical interaction with customers? After all, what does the gap between salespeople and customers symbolize? How to effectively change the relationship by adjusting physical interaction?
? In this case, it is difficult for me to really quickly capture the customer's needs at the moment, and then design or describe a story about his needs. So, I can't help taking a step back. Today's observation reminds me that sometimes I contract my body unconsciously. Perhaps subconsciously, I want to keep a safe distance from my clients. Although emotionally, I can also realize that this kind of interaction that only stays at the brain level cannot establish a long-term friendly relationship between me and my customers, and my customers will not introduce me to new customers. However, I can't end my worries. ?
? Let me share my personal experience. ? Someone in the group spoke again. However, this time the voice sounded loud and wordy, as if the speaker was full of confidence in himself. This kind of voice is very suitable for telling stories, making people who listen to stories feel that people are open-minded and happy without knowing it.
? In fact, my previous situation was similar to others. After experiencing the novelty when I first entered the business in the previous year or two, I found that the shortage of goods and services I saw was increasing. I was disappointed at that time. I looked around my colleagues and found that they were facing the same problems as me. Some of them turned to logistics services, some to management, and some to technical support. Later, I attended a training course on sales mentality. One of the stories inspired me a lot. Since the theme of our group is story, let's share it with you. Hope may bring some different freshness to our career exhaustion period and break through the invisible thinking ceiling.
? Sichuan and Chongqing scholars believe in the existence of God, and they also believe that their religion is helpful to anyone. They came to different countries with the war. No one believes in religion in their new country. Because of the war, people are full of hatred for missionaries. They think that missionaries, like soldiers, are auspicious signs that bring them pity, death and suffering. Missionaries visit local residents every day and teach them teachings.
Bang, bang, bang. The preacher knocked on the door of the first resident.
? who is it? Someone inside the door asked.
? I am a missionary, and I want to introduce our religion to you. ? The preacher replied.
? Go away, you are all bad people. You get out at once. ? Residents shouted angrily.
One family, two families, three families. Missionaries knocked on the doors of eight families that afternoon, all of which reflected this.
Do missionaries doubt their religion because they are rejected? He will think: hey, so many people don't accept my preaching. Is there something wrong with my religion? Isn't it true that God doesn't exist?
No. Of course he doesn't think so. He will only believe that his efforts are not enough, he can work harder, and he still has the strength to help more people.
As a result, many years later, the fighting stopped. All the troops retreated to the local area. The missionary stayed forever. They unswervingly spread religion to the local people. Later, they had local churches and local believers, and the religion they believed in finally took root and sprouted in the local area, blossoming and scattering leaves.
? Therefore, we should do what we believe. Believe that it will happen. Maybe the goods we sell are not perfect, maybe our service can be further improved, or maybe our competitors are constantly improving. However, I believe that only one day, I still choose to sell this job, and I will try my best to do all the work well. This cognitive and inspirational poem is the basis of my sales. ?
The storyteller ended his concluding remarks and bowed to the people present. Everybody clap your hands.
Only when the salesperson devotes himself to the sales activities at this moment, he truly believes that his products can solve problems for customers, and he is full of confidence in the choice of himself and his customers, can he show the best, most professional and friendly sales style, and at the same time, he can choose the best sales tools for the customers he currently serves. If a salesperson is not confident in his goods and tired of his career, and just wants to cheat customers and earn profits in front of him by selling stories, then no matter how good his story-telling skills are, he will unconsciously reveal his secrets to customers through unconscious body language, speech speed, intonation, facial expression and other factors.
So, although we discussed a lot of storytelling skills in the last chapter, the really good skills are actually no skills. The avenue is invisible and the elephant is silent.
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