can a salesperson and a customer's home really become friends? The answer is no.
1. Making friends is a courtesy.
generally speaking, when sales talk about making friends with customers, it is at the last stage of negotiation. At this time, the salesman said that making friends is to pull in the distance with customers. I hope that when the customer hears this, he will be psychologically recognized and promote the transaction.
and the customer often laughs after listening to it, because he understands that this is a salesman's usual trick. At this time, he may start to build up his defense psychologically. He understands that sales now hope that he can close the deal as soon as possible. Psychology began to hesitate: do you want to buy it? Is the price really the best? Should I go and compare again? What if there is something better and more cost-effective?
some customers think that such sales are too hypocritical. He knew that this was just a polite remark. Sales don't really treat him as a friend. Sales people who say such things are not honest enough to people. Will you also start to doubt that the lowest price that the sales just told him is true? Is this sale reliable? Will I be fooled by her?
2, the two are opposites.
Sales and customers are always on the opposite side of interests. Sales always want to sell at a high price, and customers always want the lowest price. Therefore, two people standing on opposite sides can't be friends.
in the end, in order to promote the transaction. There is still a debate between the two, hovering on the edge of the reserve price. Sales try to pull back some benefits, while customers try to win a discount, and ultimately it depends on who convinces whom.
usually, salespeople will make compromises in order to close the deal. At this time, the customer will wonder if there are more discounts, otherwise, how could he agree?
even if the final customer clinches a deal with the sales. But he still has doubts about the price he bought. He may go out and compare, and finally make sure that he is satisfied with the price. But he will not be grateful for sales, and he will feel that this is the essential work of sales.
3, customers don't regard sales as friends
Many salespeople think that customers have bought products from their hands, and after several moves, they have become strangers. Maybe after getting familiar with the customer, he will tell you that some parents have shortcomings, which is completely different from the attitude when selling.
If you feel that you are friends now, or feel that you are congenial and want to be friends. Then I'm telling you, all wet.
I have a colleague, Sister Qing, who is a sales manager selling cars. After a female customer with the same life experience asked her to buy a car, she regarded the female customer as a friend from the heart. I also sent something I like to this female client.
They have a good relationship. They spend the New Year together, and sometimes a female client and her husband find her when they quarrel. But as time passed, Sister Qing found that this female client didn't regard her as a friend. When Sister Qing was needed, the female client appeared. When there are delicious and good things, Sister Qing is forgotten.
in sales, less routine and more sincerity. Don't tell customers to make friends. Others don't believe you at all and don't want to make friends with you. Really, give the discount to the lowest, and let the customers decide for themselves.
in sales, you should put your identity right. You and the customer are the relationship between service and being served. This relationship has been established from the moment you contact. With such a psychological foundation, there will be no expectation and loss of friendship.