Salesperson Da Liu said: "My sales performance has never been good. It's not that I'm not diligent. The main reason is that I can't tell jokes. Once, I went to discuss business with our manager. Within a few days, Within minutes, the manager was joking with the customer like a friend, laughing. But I was stuck there like a wooden stake, what a failure!"

When the manager saw him like this, he was so disappointed. Say to him: "I have read 300 Tang poems by heart. I can't compose poems but can also recite them. If the customer says that he is very busy, you can say, just don't make so much money. In this way, laugh while talking, The atmosphere will calm down quickly. ”

In fact, the most important thing for a salesperson is to have a flexible mind, and quick thinking is more conducive to communication. When negotiating, don't treat the customer as God, treat the customer as your friend, maintain a mentality of treating a friend, and the customer will not feel restrained!

Many salespeople feel that discussing business with customers is a very serious matter. They must pay attention to etiquette, speak rigorously, and the conversation should be centered around business. As everyone knows, many manager-level salespeople pay special attention to things other than business when negotiating with customers. These things that seem to have nothing to do with business can actually affect the success or failure of a business.

To win business, you must first win the hearts of your customers. Especially for customers who come from afar, in the short and precious time, it is impossible for the sales staff to talk to the customers about new purchasing plans immediately. They usually chat with the customers very casually, such as about living conditions, family, education, etc. Wait for the interesting things to happen, and then invite the client to dinner after it’s over. This feeling is like "meeting an old friend in a foreign land", treating customers as one's good friends.

In fact, it is quite difficult to develop a normal cooperative relationship with customers into friends who can share their experiences with each other, and it takes much more effort than completing a business. Of course, the meaning may be deeper than completing a business!

From a marketing perspective, maximizing the lifetime value of customers is one of the important criteria for successful marketing. What is customer lifetime value? Simply put, it refers to the value that a customer can bring to the company by spending a lifetime on a product. This lifetime value reflects the customer's loyalty to the product, and loyalty comes from the customer's feelings for the product!

Customers’ feelings towards products, including objective factors such as product quality, price and satisfaction with use, are also affected by subjective factors, that is, the relationship with the salesperson, and may even be affected by higher than objective factors. Isn’t making friends with customers “treating customers as God”?

Discussing business with customers like friends will not only make customers feel valued, but also create a sense of trust in the sales staff. Maintaining this trusting relationship for a long time will maximize the customer's lifetime value. Even if the business doesn’t work out, having more friends isn’t such a bad thing!

Of course, it is impossible for you to treat every customer like a friend when discussing business. From the perspective of customer relationship management, it is impossible to have that kind of energy and resources.

Sales staff should also pay attention when discussing business with customers. They must maintain a serious, pragmatic and honest attitude, and it is best to form a habit. If you want to do business for a long time, you must be honest with each other and work hard to achieve a win-win situation, instead of spending time trying to plot against the other party!

Turning a customer into your friend is sometimes a very fulfilling thing. Maybe, this friend will bring you more business, after all, only by sharing resources can you become stronger!

Hidden Rules of Sales

What is the lifetime value of a customer? Simply put, it refers to the value that a customer can bring to the company by spending a lifetime on a product. This lifetime value reflects the customer's loyalty to the product, and loyalty comes from the customer's feelings for the product!