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This is an article that deeply solves the problem.
This article does not simply reveal the essence of sales and guide you to do sales. More importantly, it makes both sales and customers realize that customers should not refuse to sell. Where there is a deal, there is a sale. Sales is a decision-making aid. It's in your nature to understand that it's not sales that make you close the deal.
Let's start a pleasant reading journey.
-The top half-
? 1?
There is an old saying in sales.
「? Make friends with customers before doing business? 」
First of all, there is nothing wrong with this sentence.
However, it just doesn't pay the bill.
why
The relationship with customers is so iron.
Still not paying the bill
Let's first look at the development of personal marketing.
Every development
Let more people
Be more closely connected
But what I want to say is,
In fact, these are all superficial
in other words
What can really get customers to make a deal with you?
breakdown
Relationships, channels, resources, networks and distances
because
You can't escape.
Buy something you don't nee.
The fact is-
Most people don't deal with relatives and friends.
He doesn't mind that money is earned by others.
Earned by relatives and friends, he is entangled.
of course
And you won't make the channel convenient.
Then buy something that is useless to you.
And you won't just because he has scarce resources
And buy things that are already in surplus.
Network marketing and long-distance marketing
It is not the core of the transaction!
Because this is the foundation.
Look at what modern marketing forces are doing.
Sales in many industries
(especially finance)
Will put trust first.
Focus on building trust relationships.
Only when the customer trusts can the transaction be concluded.
There's nothing wrong with it.
Because of many past experiences
tell us
sell
It is basically inseparable from trust.
Without trust.
Other movements are weak.
take for example
You rushed into the street.
Sell insurance to everyone.
How many people are willing to make a deal?
of course
Trust first creed
It will bring a lot of illusions to sales.
Will feel
With trust in place, you can complete the transaction.
Sales will focus on
copy
Trust construction of others
However, it is often a natural egg.
There is a very important link here.
miss
Only less than 1‰
Mastered this missing link
Precisely
99.9% of the transactions are due to
mankind
(Please remember this sentence)
Think about it.
Why did he buy 10% wealth management?
Because I trust you.
Or because of greed?
(moderate greed is not a bad thing)
Because I trust you.
So I asked you to buy 1 10,000 wealth management?
When the income drops to 3%
Why don't I trust you?
Think about it.
Recognize one's aunt and uncle as parents
Health care product salesman
Grandparents trust them.
Or because of fear of death?
Isn't it more credible to kiss children?
Only blame their children for not having a cure-all medicine!
They do!
? 2 ?
Is human nature trading that absolute?
Life doesn't seem like this.
I was reminded.
1, there are also bills for gifts.
2. Some people buy products because they are grateful.
3. Some people also buy things for help.
4. Small transactions are not affected at will.
......
(anyway, it is a factor that emphasizes sales)
Still have to solve the above problems first.
Otherwise, you won't get the essence.
1
? First of all, there is no necessary relationship.
Give him a gift and buy a house in a fifth-tier city.
It doesn't matter how many gifts you send.
Most people won't buy it.
You can buy some small things to show your gratitude and help.
Still have their own needs.
I bought too many things.
flood
useless
Thanksgiving, help will not buy again.
? This isn't necessarily a deal, okay?
2
? Secondly, human nature is at work.
Accept gifts and handle affairs.
It is greed and pleasure.
Hoping for more
Send 10000 times to people who are not greedy.
Don't touch him.
[There are many cases where gifts have been given, but no deals have been made]
The source of gratitude is to take care of yourself.
If you don't appreciate it
You may not get help in the future
In order to get help
Continue one's interest
Human nature tends to be grateful.
The sources of aid are self-care and greed for fame.
Meet people who have nothing in their nature.
You will find that your role is close to zero.
? Human nature dominates the transaction?
three
? Furthermore, trading involves human nature.
Tell me about the little aunt who sells matches and apples
An aunt helped you.
You have been buying her apples.
One day she switched to selling pears.
You are allergic to pears.
You didn't buy it from her.
An aunt is very kind to you.
You have been buying her apples.
Your son is tired of eating apples.
Want to eat pears
You didn't buy it from her.
Aunt is your benefactor.
You have been buying her apples.
One day, the news reported that all the apples were waxed.
Eating it will cause cancer.
You didn't buy it from her.
? Does the amount involve human nature?
The above problem seems to have been solved.
But there must be many questions.
There will always be questions.
A thousand people, a thousand ideas.
A thousand experiences, ten thousand ideas.
The voice of doubt will never disappear.
"Buying a bottle of water in the street is also related to human nature? ! "
Golden clover
Please answer the following questions:
1. Why did you buy "Water Noble-Hundred Years Old Mountain"
2. What if there is a "royal family in the water-Chitose Mountain"?
3. Why not buy coke?
4. Can't you buy someone who has diarrhea?
The next biggest problem is
This deal needs trust?
"Buy a bottle of water in the street, still need to trust? ! "
Golden clover
Please answer the following questions:
1. Beggars sell you water. Do you buy it?
That roadside shop is moldy and smelly. Do you buy it?
3. Why didn't you question the water quality?
4. Why didn't you question the water price?
Let's have a look.
Trust, humanity, transaction cost and transaction difficulty.
The relationship between the four
I built a model to explain it directly.
Although the following models cannot be included.
All phenomena
But it can help you understand intuitively.
The absolute advantage of trust: think about cults.
The absolute advantage of human nature: think about MLM.
After looking at the model
Should be able to understand the relationship between the four.
As long as you understand this model
Any questions?
Please think for yourself.
On your own.
? 3 ?
A blind cat can catch a dead mouse
You can kill a master by throwing punches.
But don't forget the method.
of course
Do not rule out
In some cases,
Do whatever you want.
Touch the weakness of human nature
That I think this is the origin of doing it casually.
For example: giving gifts, treating guests, chatting and shopping.
therefore
I'm sure I can find the answer
Humanity is the key to a deal.
This is the core requirement.
Most human behavior
It's all about satisfying humanity.
Don't forget.
Trust is the premise.
Because marketing is
Establish contact (with)
The process of gaining trust
in other words
Although I am afraid of death
The insurance salesman rushed out of the street.
I won't buy it.
I must trust him.
Still be afraid of death
I just asked him to buy it
Although I am greedy.
Suddenly a stranger told me, 10% financial management.
I won't buy it.
I must trust him.
And greedy
I just asked him to buy it
thus it can be seen that
Trust you
Show you human nature
Don't trust you
Will hide the true self.
Deep, deep.
ignore
I trust you.
But I'm not afraid of death
You sold me 990 thousand's
There is no point in bringing water back to life.
"Everyone will die."
I trust you.
I'm not greedy.
You sold it to me 15%
There is no point in managing money.
"Bank financing is quite good."
To sum it up
trust
Is the basis of spying on human nature.
mankind
Is the real core.
to be continued
-Low notice-
? 1 ?
If you know nothing about human nature,
What is the significance of understanding the above ideas?
? 2 ?
Next I'm going to show you.
As a sale (Part I)
As a customer (Part II)
How to deal with human nature?
Do you need materials to send your friends as a salesman? Please pay attention to Zhuangzi Vernacular, the official WeChat account focusing on sales support.