Zhang Chao: If You Want To Catch Fish, Think Like A Fish.

When customers criticize the products you sell, you should pretend to forget your marketing mission and stand on the other side.

For example, you sell electric fans, customers are very picky about this product, and claim that they do not buy electric fans.

At this time, you just follow the other party's meaning: "this product is really not very good. It's really uneconomical to spend so much money to buy an undesirable thing." when the words come out, the other person feels as if he is pushing hard a door, suddenly the door is gone, and he can't make himself strong.

In this way, his objections seemed to be unimportant, and even if there was anything unsatisfactory, there was no need to say so.

Next, the salesman can change his mind and give sincere consideration to the other side in a compassionate tone.

"Generally speaking, the medium level fans have this problem", "this summer is not too hot, but the electric fan is still useful", "if you don't care about the price, you can buy a better one".

In such an exchange, the other party virtually treats you as a person who helps himself to make decisions, and the instinctive vigilance of salesmen has disappeared.

Under such circumstances, it is easy for customers to make decisions on buying electric fans under the suggestion of salesmen.

According to common sense, salesmen should persuade customers to buy their own.

A very important idea for all marketers to recommend heavily: do not just regard yourself as a sale, but also regard yourself as a client.

"When I was little, my favorite thing was to go fishing with my father.

When I was fishing, I found that my father always caught fish, and I always got nothing.

For a child, it is really a frustrating thing.

So I looked at my father's fish basket and asked my father, "why can't I catch a fish, and my fishing methods are wrong?" but his father always said, "children, it's not your way to fish, but your idea is wrong. You want to catch fish and you have to think like a fish."

Because of my youth, I simply could not understand my father's words.

At that time, I always thought, "I am not a fish. How can I think like a fish? What does this have to do with fishing?"

A senior

"Later, when I was in middle school, I seemed to have realized the true meaning of some father's words.

I still like fishing. In my spare time, I began to try to understand the idea of fish.

In the school library, I read some books related to fish, and even joined the fishing club.

In the process of learning and communicating, I have gained some understanding of fish and learned a lot of useful things.

"Fish is a cold-blooded animal that is very sensitive to water temperature.

Therefore, they usually prefer to stay in high temperature waters.

In general, where the water temperature is high, the sunlight is also intense. But you should know that the fish have no eyelids, and the sunlight can easily hurt their eyes.

So it usually stays in a shady shallow water.

In shallow water, the water temperature is higher than that in the deep water, and the food is also very rich.

But in shallow water, there must be enough barriers, such as dense water grass, which is also a sense of safety inherent in animals.

The more you know about fish, the more you will go fishing.

"I know, you have spent a lot of money here, not listening to me talking nonsense, I do not want to talk nonsense, this is my decades of accumulated valuable experience, absolutely not nonsense, please be patient."

The marketing expert pat the table vigorously, trying to control the impetuous mood of the marketing personnel.

"Later, I entered the business community, like most of you, and also from an ordinary salesperson.

Now remember, my first boss told me this: "although we all have different jobs and different job contents, we all need to consider ourselves as salesmen, and we all need to learn to think like salesmen."

In my future work, I have been asking myself to read a lot of books on sales and attend various sales seminars.

But in the process of learning, I gradually found that we should not only learn to observe the problem with a salesperson's mentality, but also master the mentality of our customers. As my father said, "if you want to catch fish, you have to think like a fish."

Instead of thinking like a fisherman! "

"This is also the most important idea that I recommend to all marketers today -- not just as a marketing person, but also as a client."

The veteran marketing expert shouted this voice and woke up the guys who were dozing off.

A professional salesperson, who wants to improve his sales performance, must learn to think from a customer's perspective.

Unfortunately, many salespeople do not know this now. They often like to think in their own position and not think like an ordinary customer.

If you want to get along well with your boss and communicate better, you have to look at problems like he does.

The same is true for sales. If you want to pay money from customers' pockets, you must give customers a reason to pay.

Where does this reason come from? It originates from the heart of the customer. Only the sales that truly appreciate the customer's mind are the real salesmen.

It is not easy to master the psychology of customers. We need to understand psychology.

If you are a salesperson, you may as well learn some psychological knowledge, and believe that it will be of great benefit to you.

In fact, the reason is very simple.

It's almost impossible for you to sell a football to an old lady unless she wants to send it to her grandson.

In the old lady's mindset, think about the problem for her. That's the way to sell.

The author introduces:

Zhang Chao, an expert lecturer.

He has successively served as GINDE recruitment training manager, HC360 chief trainer, BAIDU training supervisor and so on.

He has devoted himself to marketing management research for a long time and accumulated rich experience in actual combat.

Core courses: "Wan Jin line telephone sales real skills", "influential sales", "excellent sales management skills" and so on.

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