Mr. Huang Qituan is the founder of Smart Bank, a psychological platform for 25 years, an angel investor with 30 million users, and a total of 10W+ students.
Mulan in Four Seasons is not simple. As a comprehensive medical investment management group, its business scope covers more than 20 provinces and cities, more than 200 hospitals and tens of thousands of chain stores.
130 Four Seasons Mulan elites from all positions gathered together to start a two-day study. What did they get? Let's take a look-
0 1
Han Liang: Let customers convince themselves.
What touches people's hearts is not rationality, but inner sensibility. The two-day study process deeply touched them and I learned a lot of practical skills.
The iceberg principle is well applied to our consultation. Customers only reveal behaviors, but what we are looking for are attitudes, feelings, opinions, expectations, desires and who?
In the process of consultation, we constantly ask customers seemingly irrelevant questions about their love life, work life, and so on. In fact, in the process of communication, we perceive the above six problems.
These three types of customer personalities deal with three different psychology and present three different physical symptoms.
The head of the delegation directly expounded the solutions of three kinds of people and the problems that will appear in the body. We can directly apply it to consulting, judge his type through communication, point out the customer's problems and increase the customer's trust in us.
Set the frame. I think it's a kind of language guidance. By paving the way for the customer, let him find his own problems and convince himself.
02
Hu: You must learn from sales psychology.
During the two-day course, I found that the content and mode of Satya psychotherapy course that my mother took me to on 16 were similar, including the interaction and mode with students.
In fact, psychology can really help yourself and others in all aspects of life. People's growth process will be hurt and influenced more or less, whether it is brought by family background or what happened in school life as a child. Some things that you may not realize will gradually affect your life over time and make you a different person.
So if we want to apply these psychological knowledge to our sales, we will definitely improve our sales level.
In fact, I think the most important of these knowledge points is three words: * * love.
With customers, first of all, we need to know what customers are saying, what their troubles are and what their needs are. Knowing this, we fell in love with our customers. From their point of view, we naturally understand which direction to talk to customer sales.
Second, after having feelings, we need to understand our position.
I didn't sell it to you just to make your money. In fact, I am helping you through my major and knowledge. From a professional point of view, it can also be a friend's point of view, sincerely give customers suggestions, change direction, and help customers solve the troubles and problems they are facing now.
On the premise of these two points, in the process of sales, at the right time, with the right people, we can use the Satya psychotherapy we have learned to decompress and release our customers, so that they can trust you and satisfy you.
03
Zhang Xingang: "The skills that the colonel said are very practical."
Many tips given by team leaders are practical, but it is best to use them after the customer's mood swings.
For example, the star attraction method: to deeply explore the purpose that customers want to be beautiful, it is generally not simply to be beautiful. After getting her goal of being beautiful, she described the scene at that time.
For example, "When your dark circles and bags under your eyes disappear, you will feel much better when you look in the mirror in the morning and do things smoothly."
Time frame: "it's not expensive, you have to know that this process of becoming beautiful is not achieved overnight." It can last at least 3-5 years. Think about it, it will cost tens of dollars a day, which is not expensive. "
There are also practical tips to lower psychological expectations and give him a sense of identity.
04
He Gang: "This course is easy to understand and practical."
First of all, I would like to thank Mr. Wang for inviting the head of delegation to give us a class. The course is easy to understand and practical, and the thinking of the person in charge is particularly spiritual.
First of all, through rocks, scissors and cloth, teach us the importance of the last blow. When we use it in our daily work, no matter what questions our customers ask us, we can not answer them first and let them answer them. When we answer questions, we will become the tortured party like students.
Moreover, through frame thinking, we can ask guiding questions to our customers and let their thoughts be taken away by us. Then, we can effectively answer and solve the problem by thinking outside the box and analogy.
Recently, through a hypnosis experiment, let us know ourselves more clearly and know who I am. Anyone who quarrels with me is just to exercise our practice. We should look at ourselves subjectively and have a sense of self-worth.
Through the iceberg principle, we know the motivation behind the behavior. Know that people are divided into four personalities. Speaking of interrupting, we don't have to pay attention to him. He is basically difficult to sell, and it is not easy to be guided when he is rational. On the contrary, it is accusatory. I need to quarrel with you every day. While arguing, I will tell you what else he needs. So is a likable personality. Why should I please you? Because he has needs, it depends on how you find them.
Later, we will analyze the principle of the golden pyramid. My understanding is to let each of us have spirituality, boss thinking, work with faith and self-worth, improve the ability of employees, and then influence their behavior, so as to achieve spiritual and material sublimation. At this time, the status and role are constantly changing. The continuous development of a company inevitably requires a group of experts to guide everyone in one direction.
Thanks again to Mr. Wang for giving me the opportunity to study, and to the head of the delegation for his teaching. I hope I can listen and learn again next time.
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