MBA marketing case share this day "seize the client's heart"

 

There is a sales safety glass salesman, and his performance has been maintaining the whole area of the first name, in a top salesman awards on congress, the host said: "what is your unique way to let you of the performance for the first?"

He said: "every time I go to visit a customer, I always put a lot of trunk aligned to the 15 cm square safety glass, I had also with an iron hammer, whenever I to customers after there I would ask him" you believe in safety glass? "when the client said don't believe, I put the glass before them, take a hammer a knock on the table, and every time this time, many customers will therefore and jump, at the same time, they will find that glass really not break apart. And then the customer will say:" my god, I can't believe the '. Then I said to them: "you want to buy?" clinch a deal directly, and the whole process of the steps the time spent less than one minute."

When he finished the story soon, almost all of the company's sales safety glass salesman out visit customers, will carry safety glass samples and a small hammer.

But after a period of time, they found that the salesman still maintain the performance of the first name, and they feel very strange. In the second year of the award on congress, the host asked him again:

"We now have to do the same thing with you, so why are you still maintain the performance of the first?"

He give a smile to say: "my secret is very simple, I knew when I last say that finish this idea, they will soon after to imitate, so after that I to customers there, only do I put on their table, glass asked them:" you that the safety glass? "When they say don't believe, I put the glass in front of them, hammer to them, let them to hit the glass. "

Revelation:

This is to attract customers attention, that you've got a great view. Whenever we contact with customers, often will find that customer is still in the busy with other things, and at this time, if we can't in the shortest possible time, use the most effective ways to break through these resist the customer to get their attention to our body, then what we do anything is invalid. But when a customer will all attention in our body, can we truly effective start our sales process.

Sales of goods before the first goal is to sell yourself. "The customer is not the purchase of goods, but buy sales goods", this sentence, age-old, convincing not by powerful talks, but depending on sales personnel manners send out the human nature and style. "Close to the customer, not blindly down smartly to customers, not to the customer can't wait to show goods, and to do so, it will lead customers, so, at the first from close to the customer, often can quickly opened client's heart. In the countless times' experience, and its direct than talk about something that goods of the customer, child's topic or Mrs. Talk about something much of the country, let the customer like things are really can relationship with the sales performance of success or failure, therefore, close to the customer focus on the customers have a favorable to you." , and customers to common dialogue way, in open customer "heart-", just the natural into the theme of the sale of goods. In close to the customer ready before the work, this is the sales success of the elements.

With our customers the most difficult talks is to capture the heart of customers, even if catch the eyes of the customer or the ear also vain, because his heart is still in the outside you free. How to grab their attention? 1) for tall voice to attract customers, stimulate customer curiosity. 2) with flowery colour to attract customers, stimulate customer love beautiful heart. 3) with extraordinary action attract customers and make customers feel fresh. 4) show the excellent quality of the product itself, with the quality of the products conquer customers.

If in the whole process of sales of the talks, just you breath to say, except for a few words of customer response outside, it could gawk listen to you to say, too little chance to participate. But if you can do some lively product demonstration, can immediately attract clients of vision. Or let the customer experience and feel the product's effectiveness, which can make the talks relaxed, comfortable natural, be helpful for both sides of the exchange.

Customer determine purchase process, is actually out of emotional impulse, and not from the rational analysis. Successful sales personnel, most will impress customers heart, let the customer to produce a desire to have. Failure of sales staff, often bore tip, misleading the client to a dead end inside drill.