Pygmalion effect pointed out that, in essence, people's emotions and thoughts will be influenced by others' subconscious to varying degrees. Next, I'll bring you pygmalion effect!
Pygmalion effect 1 A, imagine that customers will accept it.
In its centennial survey report, the Wall Street Journal pointed out that 25% of American consumers complained about poor service of merchants, and cited examples such as salespeople calling at work and ignoring customers. We have read the same report on European consumers. Think about how many deals the salespeople will make if they try harder to please customers.
There are many reasons for missing the trading opportunity, but there is only one reason for success-customer satisfaction! As a salesperson, your income depends on whether you satisfy your customers, and your sales focus plays an important role in every transaction.
In a survey, whenever a salesperson is asked "Why didn't you make this deal", the answer is almost always "I knew this customer wouldn't buy it". When asked how he knew this, the salesman would say, "Let's just say that's what I think."
How can you decide whether a customer will buy or not by feeling? Feelings always change. Even if the temperature in the room is too hot or too cold, it may affect your feeling. If you drink two cups of coffee at lunch, or if you wait for a friend to call you at night, your feelings may change. Thousands of fleeting thoughts every day will affect your feelings and make them a negative decision-making factor.
Another standard answer for a failed salesman is "I just can't imagine a customer buying something like this-it's too expensive for her". When asked how I know this, the answer is often "Hmm … I don't know, that's what I think".
In sales, salespeople can also use pygmalion effect to influence customers, thus making it easier to reach a deal with you. So how to influence them? That is, they are eager to make a deal. Just believe that they will make a deal with you, or assume that they will make a deal with you. This kind of psychology will have a wonderful effect, imperceptibly affecting the customer's psychology and behavior, making it easier for him to accept your sales promotion.
Of course, this is also inseparable from the full preparation of the salesman. While making all kinds of preparations and efforts, we should make psychological assumptions and believe: "customers will definitely buy it!" " I know he has money, and he needs money. This is the right thing to do. My products are the best and our company is first-class. He has no reason to miss this favorable buying opportunity. He will definitely buy it, he will definitely buy it! "With such confidence, you will show certainty and trust in appearance. This confidence and trust will infect the customer, affect his behavior and make it easier for him to make a deal.
Sales masters Joe and Girard are also proficient in this method, and he is even so confident.
"Every time I stand in front of a warm body that is about to listen to my sales presentation, I think I will make this business."
"I even assume that the customers who give me the most nails will become my important customers in the future. I think these customers know that they don't mean to refuse to buy, and once you help them complete the sales presentation, they are likely to buy. Therefore, they strongly oppose it, lest the salesman see what they are thinking. Based on this, I know that after the sales show, they can't refuse me and I will easily complete a business. "
"A top life insurance broker told me that even if the customer stood me up, he thought the deal would be reached. Suppose, suppose, suppose again, no matter how tedious and boring, I will always assume that the deal has been concluded throughout the sales show. You can do the same, of course, you have to make a sales presentation first. You must assume this from the beginning of contact with customers to the end of the transaction. In my opinion, the more times you assume that you will make a deal, the better. "
Although we objectively know that our promotion activities may not be successful, it is necessary for us to keep the confidence of clinching a deal when selling. Without self-confidence, you will not have influence on others; And if you trust him, it will push him to reach your trust.
B, assuming that the customer has accepted the speech.
Once, in a gallery in holden, a woman was absorbed in a painting. Holden looked the lady in the eye and asked, "Do you like this painting?" She nodded her head. At this time, Holden almost shouted in a commanding tone: "Then buy it!" Sure enough, she bought it.
When someone asked him if this method always worked, he said no, "but it worked this time, because I know from their body language, gestures, expressions and the answers they gave me that they like this painting very much, and they just need someone to encourage them to make a new decision. I think that's why my sales are among the best in this chain store. Many customers will come back to me and say,' How can I forget you!' "
Holden skillfully used "pygmalion effect" to unconsciously encourage customers to make decisions.
An American real estate salesman is also good at using this method. In the sales negotiation with the customer, at the final stage of the transaction, he changed his tone, as if the other party was already the owner of the house, and said, "It's already yours, and you must be very satisfied. Now let me introduce some other benefits of this house to you: it faces south! And the tax department will refund the tax you paid in the future! So, I must quickly copy down your tax return number and fill it here. You will receive a tax refund soon. Please sign here! "
He confidently guided the customer to sign his name. "The money will arrive within 4 months at the earliest. Isn't it great? Please tell me your bank account number and I'll fill in the information! "
The salesman continued: "This is a special application form for a house rental account. If you want to rent out the house, the renter will know who to remit his rent to. You must hope to have rental income every month, right? Is it okay? Please sign here! "
In this way, the salesman asked the customer to sign it.
He summed up this experience: "My motto is: Don't argue, just let the other party' believe' and order will come naturally. Finally signed and sealed, of course. "
It can be seen that the customer seems to be hypnotized by him, unconsciously influenced by him, and finally made a deal with him.
When considering a transaction, the salesperson can use some speaking skills to influence the customer, such as the following words.
"I will send you the invoice directly."
"Please sign your name here."
"After you agree, please sign here and write harder."
"I want to congratulate you on your wise decision."
"I'll wrap it as a gift for you."
You just need to assume that the customer will buy your product, instead of asking the customer "where will your invoice be sent" or "Do you want to pay the deposit in advance today".
C, clever use of provocation
Faced with a procrastinator, a salesman can sometimes tell customers that you believe he is a decisive person, not an indecisive one. The essence of this is to use the "pygmalion effect" to implement a "goading method" for customers, so that customers will be embarrassed because they can't meet your expectations, and thus reach a deal with you.
Chai Tian Kazuko, known as the Japanese marketing goddess, often uses this method. When she meets someone who is timid and unwilling to fill out the insurance policy, she always says:
"A promising person doesn't have to go home to discuss with his wife."
"Only those who can judge themselves and make decisions without hesitation can be called dragons among people."
"I heard the minister say that you are a piece of material that can be made. So please make up your mind now! Because people who get ahead will never hesitate. "
"You lost 50,000 yen in golf and 30,000 yen in mahjong without frowning, but you can't bear to pay 50,000 yen in premiums every month. How can a person who can't tell which is more important and which is more important like this expect to get ahead in the future? "
These statements invisibly convey the other party's "decisive" expectation to customers, and make customers feel that they should be frank and decisive, otherwise they will be looked down upon, so don't show indecision and haggle over every ounce. Joe girard is also proficient in this kind of "psychological tactics".
A customer who came to see the car alone said to Gillard, "I will discuss it with my wife before deciding whether to buy a car."
Gillard said, "Let's take this opportunity to look at the order first. Come on, please sign here. I need 100 yuan as a deposit. " Then he said, "Mr. Zhang, I know that few people like you make their own decisions-many men now let their wives decide everything."
If he meets a female customer, he may say, "Miss Li, I really envy those modern women who can make a purchase decision without their husbands nodding." These words encourage the other party to make decisions independently and decisively.
If the expectation is mixed with appreciation, as long as the other party is not particularly exclusive, it is an encouragement to the other party's behavior, which will push the customer psychologically and urge the customer to make a decision.
For example, a salesperson said to a customer, "Manager Zhu, I heard from General Manager Zhang of Huamei Garment Factory that,
Doing business with you is the most enjoyable thing! He praised you as a warm-hearted and frank person. "People who have been praised as enthusiastic and frank, how dare you not be" enthusiastic and frank "? If the price is close, the customer may reach a deal.
Pygmalion effect pygmalion effect: When people change their perceptions of the world, they will change with them.
A psychological counselor pointed to a short male student and said, "You will never believe how funny this Mr. X is. His sense of humor is really great. "
As a result, the consultant looked at Mr. X and his eyes changed. So at the beginning of the course, I said hello to him, and then I said, "I heard you are funny!" " "
This Mr. X smiled shyly and surprised, as if no one had ever told him.
Then, during the whole seminar, the consultant watched the man in a happy mood, telling jokes one after another, getting better and better, and everyone was amused by him.
After class, the counselor said to the person who pointed out Mr. X to the counselor, "That man is really funny." Unexpectedly, the man said to the counselor, "Who did you say for me?" I'm talking about that man! "He said, pointing to a tall, thin, scowling man next to Mr. X, who never spoke.
When a person's thoughts change, he can change himself. Students who are smart in the eyes of teachers have really become smarter. Employees who are smart and capable in the eyes of the boss will also become the most efficient employees.
This is pygmalion effect. In sociology, it is called the situation theorem: "When you believe that a situation is true, it is true." In this world, we can't decide what will happen, but we can definitely decide how to deal with things.
If we can make good use of pygmalion effect, it will help us overcome many difficulties in life, create many beautiful feelings and enrich our lives.
Pygmalion effect 3 According to legend, there was a handsome young king named Pygmalion in ancient Cyprus. He carefully carved a statue of an ivory girl and stared at her affectionately every day. Day after day, year after year, this infinite love finally kept the ivory girl alive. Pygmalion's wish came true and he married her. This phenomenon caused by sincere expectation is vividly called "pygmalion effect".
Professor Rosenthal, an American psychologist, has done experimental research on animals and students to verify this phenomenon.
Rosenthal divided a group of mice into two groups. Group A gave it to an experimenter and told him that these mice were particularly smart and should be trained well. Group B gave it to another experimenter and told him that it was a group of ordinary mice. Two experimenters trained two groups of mice to walk through the maze respectively. For mice, there is food when they go out, but in the process of going out, they often hit a wall. Only mice with a certain memory and intelligence can go out first. The experimental results show that group A mice are smarter than group B mice, and they all go out first. In fact, these two groups of mice are ordinary mice, but Professor Rosenthal hinted at the difference between "smart" and "not smart" when telling the experimenter, so the experimenter's method was different from the mouse's expectation, which led to wonderful results.
This kind of experiment has also been applied to students' research by Rosenthal and others. 1968, Rosenthal and others chose three classes from grade one to grade six in an American primary school and made a "serious" test to predict the future development of the students in this 18 class. Then, quietly hand over the list of "the best development prospects" to the principals and teachers, and repeatedly exhort them not to keep secrets, otherwise it will affect the correctness of the experiment. Eight months later, the second interview was held, and a miracle appeared. The students on the list have made rapid progress in their grades, are lively and cheerful, have a strong thirst for knowledge and have deep feelings for their teachers. In the end, it all became worthy of the name.
Pygmalion effect, therefore also known as "Rosenthal effect", embodies the power of suggestion, and is also summarized as "Say you can do it, you can do it, but you can't; Say you can't, you can't, you can't.
The function of suggestion often makes others act unconsciously in a certain way, or accept some ideas uncritically as beliefs. It can be seen that suggestion is essentially people's emotions and ideas, which will be influenced by others' subconscious to varying degrees. Positive hints make people develop in a good direction, while negative hints make people develop in a bad direction. Therefore, if you want to make a person develop better, you should give him positive hints.
In addition, pygmalion effect will have a positive or negative impact on people's lives, but don't blindly believe it and be completely influenced by it. Because the encouragement and criticism from outside is a problem that everyone must face. If you always change yourself because of other people's attitudes, you will never mature.
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