Learning a language is like learning an English conversation

Recently, there was an advertisement for learning English: when a foreigner asked for directions and said,

"How to get to taipei main station", the grammar he learned as a student immediately appeared in his mind, and then he couldn't say a word after seven thoughts! Did you have the same experience when you were learning to sell? I had the same experience in learning English conversation before. Later, I had the opportunity to get in touch with foreigners in the English department in my life. From picking up the plane and having dinner to discussing the details of cooperation, words were squeezed out word by word, and the conversation was said sentence by sentence. Sometimes, in order to express a sentence, I looked up the words in the dictionary in advance, and then memorized the whole sentence, and my English coping ability was gradually accumulated. Now I understand that I want to use grammar to get through English conversation ability, that is, I want to get a fish from a tree. English conversation ability is accumulated sentence by sentence. When the sentences are accumulated to a certain extent, the change ball will develop on its own, and it will naturally say sentences that have not been recited in conversation, and it is also very proud of its ability to react on the spot.

It's the same with learning sales promotion. The language of sales promotion is also memorized sentence by sentence. Some people say,

"It's not so troublesome to recite a speech, just like memorizing a speech, it will become rigid and unconvincing." I think he may be a born salesman, or he has been dealing with the sales dialogue with his general speaking habits. In fact, the dialogue of professional sales promotion is definitely different from the dialogue of general chat. Sales promotion can also be regarded as a service industry. Let's look at the elevator service girl in the department store. She bowed and gestured:

"Please!" That action is more professional and feels more respected, but you can't show that feeling with the actions of ordinary people, can you?

1. Sales promotion should start with building relationships. We often hear that sales promotion should start with building relationships, but no one has told me how to build relationships quickly. In the intuitive sales promotion method, we have introduced the identification method and the praise method. As long as these two grammars are familiar, interpersonal relationships can be established quickly. For example, a colleague was in hospital, and I went to visit at 9: 41 that night, and a 74-year-old chairman happened to visit. I praised him as soon as I met him:

"Chen Dong! You are really not simple! You are still in high spirits at this late hour. How do you maintain your health? "As a result, he talked for 41 minutes, and finally asked us to call him the next day. He wanted to introduce customers to us. (He is also over the age of insurance.) You see, this is the charm of praise.

2. Rejection is the beginning of sales promotion. We often say that rejection is the beginning of sales promotion, so many people misunderstand its meaning, deliberately create a customer's rejection, and then counter-explain it. Of course, the ending is counterproductive. Some people think that

"refusal is the beginning of sales promotion" is actually encouraging the salesman, which has nothing to do with actual sales promotion. However, in the intuitive marketing method, we have introduced how to turn the objection point into the purchase point. The objection is to refuse, and turning into a point of purchase becomes a sales promotion. For example,

"It's so hard to study!"

"It's really hard to study. I have to have classes during the day and do my homework at night."

"Exactly!"

"Do you know that being a mother is actually very hard? I have to work during the day and take care of you at night! Right? "

" Right! "

"So life is hard to live. You learn to suffer now, and you will not be afraid of suffering in the future. You avoid hardship now, and it will be even harder when you encounter hardship in the future, don't you think? "[Description] This is to change the objection point into the purchase point, and' fear of hardship' is the objection point, so' practice hardship now' becomes the purchase point.

3. we often hear people say:

"retreat for progress in sales promotion!" " Because the salesman's purpose is to sell, it is inevitable to keep selling, but it will cause customers' disgust and think that you are full of business. Therefore, in the intuitive sales promotion method, we will introduce

"removing doubts", for example,

"Actually, you should buy insurance according to your ability, because buying insurance means buying peace of mind. If you are uneasy, it will be counterproductive. Don't you think so?"

"It doesn't matter! Such a big thing must be considered more! There are several parts that you should consider ... "So if the sales promotion principle does not continue to develop into speech, it is really a very hard lesson for the novice who has just stepped into the marketing work.

4. Personality is the dead end of speech. Earlier, when I talked about the elevator service girl in the department store, someone said,

"I can't do that job! When you see people, you have to squat, and there is no dignity! " Right! Because you have personality, your personality, so you are not suitable for the service industry! Business pays attention to softness, but personality is the biggest obstacle to softness.

"people don't want it, and you keep talking about it. What a shame!"

"It's so unreasonable to say that he is reasonable and apologize to him when it is obvious that he is unreasonable!" These are the main factors that prevent you from becoming a professional salesman. Because you have personality, there are some things you can't say and some things you talk about. If you are a gentle salesman, you may often say:

"Never mind! Take your time, don't worry, I can come again next time! " If your personality is urgent and aggressive, you will often say:

"Ok! It's decided in this way, buy a can and try it first! "

"ok! That's it. If it's convenient, you can write the check first! " These three sentences are all used in professional sales promotion, but it's just that when to use which sentence is different, but because of personality, we may all say the same thing at different times, don't we?

5. I comforted her. I know what the problem is. She has been using words: for example, if she says a compliment, others will immediately respond that she is saying it, so she is a little dismissive. Because she only speaks with her mouth, of course, she will feel insincere if her heart is different. But that's what the process of learning Chinese is all about. You didn't learn English at the beginning, did you? My experience is: When I say "Mr. Chen! You are really not simple! " Then I have to tell the truth that he is not simple. If I can't say it, I'll be a goof, so I have to find out the advantages of the other side no matter how painful it is. Over time, the habit of looking at each other's advantages is formed, and of course, the habit of looking at one's own advantages is also formed, and self-confidence and interpersonal skills are also established. This is the learning process from the outside to the inside. In business, language is even more important. It can be said that every link is inseparable from the mouth, and every transaction is no less than a diplomatic activity. Purchasing needs to convince the seller, selling needs to convince the buyer, bargaining is needed to win benefits, and negotiation is needed for cooperation between two or more parties. Is to apply for a job, or a good strategy to contribute to the boss. These all need to open your mouth to "say". Without language, there is no certain language art. Therefore, the profession of businessman is mostly a profession of mouth. Some people analyze that the word "business" is "eight mouths" knocking the door open. Although it is a bit far-fetched, it can't be said that it doesn't make any sense. Therefore, some people say that "a good mouth is better than a good arm and a good leg". That is to say, in some cases,

"good mouth" can create more value than "good arms and good legs".

It's really not easy to learn the language art in shopping malls. Just like everyone drinks at the wine table, some people say that I can't drink. Actually, it's wrong. Anyone can drink it. It's just a question of whether you can bear it if you drink more and drink less. Some people say that I can't speak. That's not right, except for the dumb with language barriers. It's just whether you are talking about the occasion, the opportunity, the object, the art and whether you can achieve the purpose of speaking. Therefore, we say that the language of shopping malls is a comprehensive art.

as the saying goes, a good word warms three winters, and a bad word hurts more than one. Some people get many opportunities for career development and promotion because they are good at rhetoric. When you talk to others, you should make a good impression on them and get the opportunities, fame and profits you want. Let's not think that this is a section. The art of your speech will greatly affect your life, because a person's ability is often shown in his speech. If you can't speak, your know-how is often unknown, and you may lose your job.

1. communicate and listen. Communication and listening is an important link in sales. Only by communicating with customers can we understand their needs and objections, and then by listening to this detail, we can accurately grasp the customer's psychology, find the breakthrough point and successfully achieve sales. As an excellent shopping guide, you should not only have the ability to speak, but also pay attention to the ability to listen.

2. mentality. The mentality that a salesman should have: love, patience, responsibility, normality and confidence. Shopping guides must be caring in terminal sales, regard customers as friends, and then give patient and meticulous explanations. In the process of sales explanation, your sales mentality should not be too urgent. If your sales consciousness is too strong and your ambition is too strong, it is easy for the other party to have a defensive mentality, and it is difficult to believe you. Therefore, in the sales process, the sales must be diluted in the early stage and realized in the later stage. This sentence sounds contradictory, but it is the truth. As long as you regard the customer as a friend, stand from his point of view, hold a sincere heart, help him understand the importance of the product to him, discuss with him, and make suggestions for his sake, he will recognize your product.

3.PMP principle-praise. Praise is also exquisite. Although everyone has vanity and is willing to hear others praise his language, not everyone will unconditionally like all praise for himself. If "flattery" is not done properly, it will not only fail to achieve the expected purpose, but will arouse the resentment of the other party. For example, in the face of a customer who looks very ordinary or even a little ugly, you must praise her for how beautiful she is. Such flattery will not only get no effect, but will make her mistakenly think that you are hurting her. The best way is to choose the things that the other person loves most and is most proud of, and such praise will not make the other person angry no matter how excessive. To know that anyone has something worthy of your admiration, you only need to dig it out and praise it sincerely, which will benefit you immensely.

4. give examples. Many people have herd mentality, and he is willing to listen to others' comments on what effect it has had after purchasing and using it. Give more examples of buying in sales, and the effect is very good. This is also called conformity method. This method is much better than saying 11 sentences about the function of your product. For example, a customer came to the counter today, and his English score will be improved after you introduced him to the functions of the product and his children's use, but he is still hesitant. You can give an example like this: Ms. Wang, who came yesterday, worked in a bank. After hearing that her colleague's children used good memories, she not only stimulated her interest in English learning, but also greatly improved her English score. She ranked sixth in the class in this exam and couldn't wait to come and buy it for her children. In fact, there are many methods in sales that we can adopt according to different customers, such as: direct transaction method, hypothetical transaction method, herd transaction method, drawing cake transaction method and so on.

5. Use body language well. When we communicate with customers face to face, we must pay attention to these three points: words, voices and your body language. After years of research by behavioral scientists. When communicating with people face to face, the influence ratio of these three points is 7% in words, 38% in voice, and 55% in body language. You know, customers will only pay attention to your explanation for 1 minutes. As a shopping guide, the key for you to convey what you want to say to him within this minute is to use your body language well, so that the other person feels that what you say and think are very consistent, and never ignore your body language.

6. Say the word "we" less. The terminal shopping guide should never talk about our products and our memorable stars, because the word "we" can easily make the customer feel right, and he will think that you are selling your products, not helping him, or conveying good information to him, and he will feel defensive. Therefore, the shopping guide must stand on the customer's point of view, talk with him sincerely, and discuss with him how the product will be and what effect it will achieve after use. Only a caring shopping guide can be anxious and think about what customers think in the process of sales promotion, which is the key to successful sales promotion.

7. Help customers make up their minds. Some terminal shopping guides like to "love war" in sales. The customer has sent a message to buy the product, but he is still talking about how good the product is. For example, this customer said that my child's English score can really be improved after using the good memory star. He has sent out a message to buy, just to hear the affirmation of the shopping guide, and then give him a bill to help him choose one. However, some shopping guides often talk about the effect of keeping a good memory star after saying yes, it can improve children's English scores, and ignore the information that customers want to buy, so they miss the opportunity to help customers make up their minds.

let's look at a few examples first.

example 1. welfare of resort members: the entrance fee is 311,111 yuan, which will be refunded without interest for 15 years.

"Mr Chen! You are equal to enjoying the facilities of the resort with interest! "

"Mr Chen! You are equal to using a little interest for a lifetime of health! "

"Mr Chen! You are equal to enjoying a lifetime of health and saving your old age pension. " Which of these three sentences do you think is the most convincing (the third sentence)

Example 2: Refund the premium paid when you die. Suppose one million guarantees, 21 years of payment, and the annual premium is 11,111 yuan.

"Mr Chen! When the death is settled, one million plus the premium paid is up to 211,111! "

"Mr Chen! When you die, the insurance company will refund all the premiums paid in addition to the one million insurance money! It is equal to using interest to buy insurance. "

"Mr Chen! When you die, in addition to the one million insurance money, the insurance company will refund all the premiums you paid! It is equivalent to using interest to buy insurance, which is more cost-effective than having a bank! " Which of these three sentences do you think is the most convincing (the third sentence)

Example 3: 1 million lifetime guarantee, 21-year payment, 11,111 yuan at the age of 31 and 11,611 yuan at the age of 31.

"Mr Chen! If you wait until next year to buy, the premium will be more expensive! "

"Mr Chen! If you wait until next year to buy, the premium will increase by 611 yuan in one year! "

"Mr Chen! If you wait until next year, the premium will increase by 611 yuan in one year! Twenty years * * * has increased by 12,111 yuan, which is equivalent to paying an extra year and two months of premiums. " Which of these three sentences do you think is the most convincing (the third sentence)

Example 4: The car price is 511,111 cases, and the interest concession is only 8,111.

"The car price of Mr. Chen is 511,111 yuan, and the interest discount is only 8,111 yuan for the 24-phase loan!"

"The price of Mr. Chen's car is 511,111 yuan, and the interest discount is only 8,111 yuan, which is about 3.5% per year."

"Mr. Chen, the price of this car is 518,111 yuan, and the interest-free loan is available in 24 installments!" Which of these three sentences do you think is the most convincing (the third sentence)

From these examples, it can be seen that if the same words are spoken in different ways, they will have different effects, and naturally, the persuasiveness to customers will be different. A good salesman is often a master of language art, so how can you master a more artistic language and make your language more emotional?