Selecting topics of interest to customers

Have you paid attention to selecting topics of interest to customers in the process of communicating with them? The following selection of topics of interest to customers is what I bring to you, I hope it will help you.

In sales, in general, the customer is not immediately interested in our sales of products, if the salesman in the beginning of the close to the customer, on the endless talk about the product and the sale of things, often cause customers to resist and resentment. On the contrary, if the salesman can talk with customers about their topics of interest, you can make the atmosphere of the conversation is full of vitality, so that customers feel that they have found a soulmate. After letting the customer produce a sense of closeness, the salesman then talk about the sales of things relatively easy.

A life insurance salesman wants to sell insurance to a university professor, Mr. Zhang, who is a very prestigious zoology expert. Upon walking into Mr. Chang's office he realizes that Mr. Chang is a ? stubborn? s Mr. Zhang.

Mr. Zhang was dissatisfied with his previous insurance agent, who he felt did not offer him a more complete insurance plan. After the meeting, Mr. Zhang meticulously described his current insurance arrangements and plans to adjust to changing circumstances, and asked a lot of technical questions. The salesman felt that Mr. Zhang's purpose in asking these questions was not to know the answers, but to test his knowledge. So the salesman repeatedly tried to bring their conversation to the point, but Mr. Zhang would not give him the chance. The salesman felt that he was wasting his time and had no hope for this meeting, so he was ready to leave. At that moment Mr. Zhang took a phone call and overheard that Mr. Zhang was going to offer a course on wombats next semester. At the end of the call, he talked to Mr. Zhang about this Oceania critter. You know about wombats too? The expression on Mr. Zhang's face made the salesman feel that the distance between the two people was instantly drawn closer. This is really a very cute little animal. I've read about them before, and I really like them. the salesman replied matter-of-factly. Then, the salesman began to ask Mr. Zhang about the wombat. At this time, Mr. Zhang's attitude changed completely, he no longer asked questions, but gave detailed answers to the salesman's questions about the wombat, and the more they talked, the happier they became. On that day, the salesman not only knew a lot of professional knowledge about wombats from Mr. Zhang, but more importantly, he also gained a policy.

In this case, the salesman realized near the end of the sale that he and the customer's *** same hobby? Wombat, so, began to shift the topic from insurance to the customer's expertise in the field of zoology, so that the two sides of a question and answer, the discussion is very speculative, the atmosphere of the conversation became cordial, and Mr. Zhang's trust in the salesman also arose. In this way, the transaction is no longer difficult. It can be said that the salesman's policy was brought to him by the wombat. In sales, we can arouse customers' interest by talking to them about the following topics.

(1) talk about the customer's work, such as the customer's work has been achieved or a better vision of the future.

(2) Bringing up the client's main hobbies, such as sports, dietary preferences, and recreational and leisure options.

(3) talk about current news, sports reports, such as quickly browse through the newspaper every morning, and communicate with the customer first of all just through the newspaper to understand the major news to bring and talk about the customer.

(4) talk about the situation of the customer's children, such as children's education.

(5) and the customer with nostalgia, such as mentioning the customer's hometown or the most reminiscent of the past, and so on.

(6) Talk about the customer's health, and how to take care of their health.

In short, only the customer is interested in what the salesman said, he will pay attention to it. So in ? Selling products? This is the main meal before, may wish to prepare an appetizer for the customer? Talk about topics of interest to customers.

The salesman can investigate the customer in advance, fully understand their interests. Salesman to talk about topics of interest to customers to distinguish between occasions and find the right time, if it is in a more serious, formal occasions are not suitable, but then you can use the other party interested in the issue of interest to attract each other. Even if you are talking to customers about topics that interest them, you should always pay attention to the customer's expression, and when the customer is bored, you should stop talking immediately.

Read more:

The best way to communicate with your customers

How can you get the goodwill of your customers?

First, be sincerely interested in the customer. That is, when we communicate, to choose the topic of interest to the customer, the customer is interested in what we are interested in, no matter what he is, we have to sincerely respect him, let him experience your sincerity, let him feel that you are really concerned about him, so that he can find a sense of existence in you.

Second, listen carefully to customer conversations, we do sales to be good at listening, listening carefully, so that customers regard you as a confidant, but if you are distracted by the customer's conversation, or their own on the sidelines of the talk, do not give the customer the opportunity to express their views, will cause the customer's resentment, in which case how can you go down the line. In fact, we must make a supplementary explanation, dispel each other's doubts, suggest that the other side of any place do not understand to say, so you have the initiative to know each other in which place there is a problem, and then come to solve the problem.

Third, help customers get rid of distress. Some customers just take you as an object of complaint, in that a ` pour you bitter water, then you have to choose the right time, the customer from this distress out, and their own pre-prepared topics to him to listen to, and he talked about some pleasant things. In this case, the customer happy, your turnover rate can be imagined.

First, the principle of reciprocity

Reciprocity: refers to if people give us what benefits, we should try to return.

Often, after seeing free samples offered in supermarkets, many people buy food they have never tried before, or even dispense with basic inquiries about the product.

In customer invitations to take the initiative to put a little gift in the letter, may increase the other party to their own brand and personal favor, increase the rate of attendance.

A homeless person singing with a guitar on the side of the road gets more donations than a beggar who has nothing to give. These are the potential impacts of the principle of reciprocity.

Comment: As the Chinese saying goes, "Eat from the mouth, take from the hand". We are taught to be grateful, and no one wants to be called a cheapskate.

So the principle of reciprocity can be used as an effective strategy to get others to comply with some of the requirements, if there is no sense of indebtedness, would have been rejected; rely on the principle of reciprocity, you will be very easy to get others to nod in favor.

Second, the principle of commitment and consistency

Commitment and consistency is a desire to be consistent with our past words and deeds are hidden in our hearts, once we have made a decision, or established a position, will face pressure from personal and external, forcing us to change some of the previous behavior accordingly to prove that the previous decision is correct. previous decision was correct.

In life, there are countless examples of this, for example, we may become more loyal to a brand after we introduce a friend to a brand that we feel good about; for their choice to marry after the husband, despite the quarrel after a friend reprimanded its bad, the wife will unconsciously go to the maintenance; for the stars of the talent show, we often vote after the selection of a, as always, to support it, and so on.

Comments: In our moral and cultural consciousness, consistency is one of the most adaptive and respected behaviors. Inconsistency is usually considered a bad behavior.

So, even though there are times when you know it's wrong, you're driven by the power of commitment and consistency to see it through to the end.

Marketers can capitalize on this psychology to gain consumer acceptance.

The Principle of Social Identity

Walter Lippmann said that when everyone is on the same page, it's a good thing to be on the same page. Lippmann said that when everyone thinks in the same way, no one will think too seriously.

The Social Identity Principle states that one of the criteria we use to make judgments about right and wrong is to see what others think, especially when we are trying to decide what is the right thing to do, and we look at what the majority of people do as the right thing to do.

Comment: We all know that, in general, going by the experience of the masses can indeed make us make many fewer mistakes, which provides convenience and shortcuts in decision-making, and so, for marketers, provides an opportunity to accomplish marketing tasks.

Such as the public in the purchase of books before, often want to look at the expert's recommendation list; when buying clothes, like to read the relevant reviews; go out and travel, often consult around the friends recommended hotel.

In the marketing process, marketers need to find ways to make consumers' social identity satisfied.

Fourth, the principle of preference

People are always willing to agree to the requirements of their own knowledge and favorite people, which is the principle of preference. It is also known as the old Chinese saying ? The principle of preference is the same as the principle of the person you know and love.

Some fairly reliable factors that can lead to favoritism are:

1) Good looks.

We often subconsciously put some good qualities on the head of people with a beautiful appearance, like intelligence, kindness, honesty, wit, etc.;

2) Similarity.

We like people who are similar to us. Whether they are similar to us in their views, personality, background, or lifestyle, it makes us feel good about them.

3) Compliments.

When people flatter us or claim to be similar to us when they ask for it, we think positively of those people.

4) Engagement and cooperation.

We tend to be more attracted to things we've been exposed to and familiar with, and so subconsciously develop a fondness for it.

5) Association.

People have similar reactions to things that are interrelated. For example, when the weather forecast is inaccurate, we tend to blame the announcer; the public tends to have good associations with brands that consistently show good things.

Comment: Although we don't quite admit it, we have probably all applied the preference principle or been exploited by it, both as ordinary consumers and as marketers.

In the process of marketing and sales, these methods are tried and true, but they are also increasingly likely to cause resentment, and when you think about how we tend to stay away from acquaintances around us who are in the business of selling insurance, you can see how much of a negative effect it can have, so it's really a lesson in how to look for clues that can expose a customer's background and interests, and make good use of the Preference Principle.

Fifth, the principle of authority

The principle of authority refers to the sense of respect and obedience to authority that is y rooted in our hearts.

In our cultural reasoning system, respect for authority is basically everywhere, students follow teachers, soldiers follow their superiors, employees follow the leadership, patients follow medical advice? The directive to respect authority has allowed us to subconsciously form the realization that obeying authority is the right thing to do, and that defying authority is wrong.

Titles, clothing, and external symbols are three of the most typical symbols of authority.

Comment: There is no doubt that authority has always been very effective in marketing and sales, as we can see from the frequent television advertisements for various toothpastes and healthcare medicines in white coats.

But because of the falsification of authority, the public is more cautious about authority, and marketers need to make sure that they convince consumers of authority.

Sixth, the principle of scarcity

The principle of scarcity refers to the fact that when we realize that we may lose something, the fear of losing something is more motivating than the hope of getting something of the same value, and it is more likely to convince us. It is the so-called ? The fewer the opportunities, the higher the value?

?

;