Cov neeg muag khoom paub ua ntej txog cov neeg siv khoom nyuaj. Tsis tas li ntawd, hom kev yuav khoom no ua rau feem ntau ntawm txhua tus neeg siv khoom. Lawv tas li muaj kev tsis sib haum xeeb, kev tawm tsam uas tus thawj coj yuav tsum tau daws. Nws tsis txaus tsuas yog muab thiab qhia cov khoom kom raug, koj kuj yuav tsum tau muag nws. Nyob rau hauv lies qhov nyuaj. Kev cuam tshuam nrog kev tawm tsam yog ib qho tseem ceeb ntawm kev ua ib tus neeg muag khoom, uas yog qhov nyuaj thiab nthuav rau tib lub sijhawm. Koj yuav tsum tau npaj tias tus neeg yuav khoom yuav nug qee yam, tsis txaus siab rau ib yam dab tsi. Nws yog kev tawm tsam tawm tsam qhov txawv ntawm tus thawj tswj hwm zoo los ntawm tus neeg nruab nrab, txawm tias nws tuaj yeem ua rau nws xav tau kev yuav khoom tshwj xeeb.
Yuav muag li cas?
Qhov yuam kev tseem ceeb thaum cuam tshuam nrog kev tawm tsam yog cov lus teb nrawm thiab nrawm. Nws yuav tsum nco ntsoov tias kev sib tham nrog tus neeg yuav khoom yuav tsum tau khaws cia tas li. Yog tias tus neeg muag khoom nyob twj ywm, nws yuav tsis txhawb kev ntseeg siab. Kev cuam tshuam nrog kev tawm tsam hauv kev muag khoom yog qhov tseem ceeb. Thaum tus neeg siv pom qhov tsis zoo tshwm sim, lawv ntshai.
Nyob rau hauv qhov kev nkag siab no, novice salesmenkoj yuav tsum ua hauj lwm hnyav. Kev sib tham yuav tsum ntws ncaj, txhua lo lus yuav tsum tau txiav txim siab. Tom qab tag nrho, cov lus pov tseg tsis ua tiav tuaj yeem rhuav tshem "lub hauv paus" uas koj tau tsim los ntawm qhov pib ntawm kev sib tham nrog tus neeg siv khoom. Cov kws tshaj lij pom zoo kom siv qee cov hauv paus ntsiab lus:
- ua ntej koj yuav tsum ua tib zoo mloog txhua qhov kev tawm tsam ntawm tus neeg siv khoom, tom qab ntawd siv sijhawm luv thiab nkag mus rau hauv kev sib tham;
- yuav tsum nug kom meej meej kom nthuav tawm qhov tseeb ntawm qhov tsis txaus siab;
- ua tib zoo mloog rau cov nuances uas tsis haum tus neeg yuav khoom, thiab nthuav tawm lawv hauv lub teeb pom kev zoo dua;
- ntsuas qhov tseeb ntawm qhov kev tawm tsam;
- kawg, cov lus teb - ntawm no tus neeg muag khoom yuav tsum piav qhia meej thiab meej vim li cas cov khoom no yuav tsum tau yuav ntawm no thiab tam sim no.
Ua tiav cov haujlwm
Txoj kev ntawm kev cuam tshuam nrog kev tawm tsam hauv kev muag khoom muaj ntau yam. Yuav kom muaj lawv txhua tus, koj yuav tsum tau xyaum tas li. Psychologists tau tsim cov haujlwm tshwj xeeb uas cov thawj coj txhim kho lawv cov kev txawj muag khoom. Cov lus teb yuav dhau los ua qhov tob dua yog tias koj siv qhov system no.
Nws suav nrog:
- Qhov "yog, tab sis…" txheej txheem. Piv txwv li, tus neeg siv khoom hais tias koj lub tuam txhab muaj tus nqi siab. Tus thawj coj teb: "Yog lawm, tab sis peb muab kev xa khoom dawb thiab lav zoo." Yuav muaj ntau yam piv txwv ntawm kev cuam tshuam nrog kev tawm tsam.
- Boomerang. Cov txheej txheem no yog universal thiab yuav siv tau nyob rau hauv yuav luag txhua qhov teeb meem. Cov lus teb yuav tsum pib nrog cov kab lus "Yog vim li cas kuv qhia koj kom yuav cov khoom no."
- Kev sib piv. Qhov tshwj xeeb tseem ceeb ntawm no. Koj yuav tsum tau muab cov khoom sib piv nrog tib qhov muab los ntawm tus neeg sib tw. Thiab ua pov thawj tias koj qhov zoo dua lossis pheej yig dua. Qhov tseem ceeb tsis yog hais lus dav dav, tab sis muab piv txwv tiag tiag.
Highlights
Kev cuam tshuam nrog cov neeg siv khoom tsis pom zoo yuav tsum ua raws li qee yam hauv paus ntsiab lus. Hauv qhov teeb meem ntawm tus nqi, koj yuav tsum tau coj los ntawm cov cai hauv qab no:
- ua ntej koj yuav tsum tau txais kev nyiam ntawm cov neeg siv khoom, txaus siab rau cov kev pabcuam lossis cov khoom lag luam, thiab tsuas yog tom kawg lub npe tus nqi;
- yog tus neeg siv khoom thov kom luv nqi, muab kev pabcuam dawb;
- yuav tsum tau tham txog qhov zoo ntawm cov khoom thiab nws qhov zoo;
- yog tias tus nqi ntawm cov khoom siab, koj tuaj yeem muab kev yuav khoom ntawm credit nrog cov lus: "Koj tuaj yeem yuav lub tshuab ntxhua khaub ncaws no ntawm credit rau 4 txhiab rubles ib hlis xwb";
- Qhia txog qhov tus neeg yuav khoom poob yog tias nws tsis kam yuav.
Yuav hloov tus neeg siv khoom li cas?
Txoj kev daws cov kev tawm tsam tsis yog tsuas yog hais txog cov khoom xwb. Koj yuav tsum ua kom tus neeg yuav khoom hloov nws lub siab thiab yuav cov khoom tam sim no. Txhawm rau dhau los ua tus thawj tswj hwm kev muag khoom zoo, koj yuav tsum ua raws qee cov cai.
Nrog lawv yog:
- kev paub txog txhua qhov zoo ntawm cov khoom;
- Ua tib zoo mloog tus neeg siv khoom, txheeb xyuas qhov teeb meem thiab daws nws;
- kev sib txuas lus phooj ywg;
- kev xav.
Tus neeg uas pom ntawm nws xub ntiagluag ntxhi tus thawj tswj, involuntarily ua loyal rau nws. Nws npaj siab mloog nws, ntsuas qhov kev sib cav thiab txiav txim siab zoo. Qhov tseem ceeb ntawm no yog tsis txhob overdo nws. Tsis txhob yuam kev luag ntxhi nrog luag " ruam" luag ntxhi.
Common yuam kev
Qib siab ntawm kev tawm tsam kev tawm tsam hauv kev lag luam tau ua tiav los ntawm kev sim thiab ua yuam kev. Siv cov txheej txheem saum toj no, koj tuaj yeem ua tiav qee qhov kev vam meej hauv cheeb tsam no. Txawm li cas los xij, peb yuav tsum tsis txhob hnov qab txog qhov yuam kev uas tshwm sim feem ntau.
thawj thiab nrov tshaj plaws yog tawv ncauj. Qhov no cuam tshuam tsis tau tsuas yog cov pib tshiab, tab sis kuj muaj ntau tus neeg muag khoom paub txog. Tsis yog txhua tus neeg siv khoom tuaj yeem tiv taus qhov siab siab. Feem ntau, tus neeg yuav khoom kaw, thiab tus thawj tswj tsis ua qhov zoo tshaj plaws rau nws.
Qhov yuam kev thib ob yog cov ntaub ntawv ntau dhau lossis tsawg dhau. Koj yuav tsum xav tias nws, kev sib txuas lus yuav tsum nyob rau hauv moderation. Koj tsis tas yuav "hais lus koj cov hniav" rau tus neeg siv khoom lossis, hloov pauv, nyob twj ywm rau tsib feeb. Txhua yam yuav tsum meej thiab muaj peev xwm.
Qhov yuam kev thib peb yog tus nqi qhia. Lub hom phiaj ntawm tus neeg muag khoom yog muag ib yam khoom lossis kev pabcuam. Koj yuav tsum paub tseeb tias tus neeg yuav khoom yuav khoom yam tsis paub txog tus nqi.
Txoj kev daws cov kev tawm tsam. Extracting lub hauv paus
Muaj ntau ntau txoj hauv kev los daws cov neeg siv khoom tsis pom zoo, qee qhov peb yuav tham ntxiv kom ntxaws hauv kab lus no. Thawj yog cov txheej txheem hauv paus extraction. Nws lub ntsiab yog txhawm rau txheeb xyuas qhov ua rau ntawm qhov tsis kam thiab nrog nws.
Ua ntej koj yuav tsum ua tib zoo mloog txhua qhov kev sib cav ntawm koj tus neeg tham. Txawm yog nws hais tib yam los nws txwv tsis pub cuam tshuam. Qhov no yuav qhia koj qhov kev tsis saib xyuas, thiab cov lus teb yuav zoo li cov ntawv kawm. Tom qab ntawd koj yuav tsum pom zoo nrog tus neeg yuav khoom, qhia koj qhov kev nkag siab. Koj yuav tsum nug kom meej cov lus nug tas li kom txog thaum koj paub qhov laj thawj tiag tiag ntawm qhov kev tawm tsam. Tom qab ntawd, muab zaj dab neeg ntawm lub neej los yog ua piv txwv thaum tib qhov kev ntshai tsis tau lees paub.
Kev tso cai ib nrab thiab kev puas siab puas ntsws
Thaum nug cov lus nug kom paub tias vim li cas, koj tuaj yeem siv cov txheej txheem no. Kev cuam tshuam nrog kev tawm tsam hauv kev muag khoom yuav tsum tau mus rau hauv qab ntawm cov ntsiab lus. Kev pom zoo ib nrab yuav tso cai rau tus neeg sib tham pom koj li ib tus neeg muaj siab zoo. Tam sim no nws yuav pom tus thawj coj tsis yog ib tus neeg sawv cev ntawm lub tuam txhab uas yuav tsum tau muag cov khoom, tab sis raws li ib tug neeg zoo tib yam. Txoj kev no tau ua pov thawj tias yog qhov zoo tshaj plaws hauv kev xyaum. Cov lus zoo li "Kuv nkag siab koj, kuv kuj tau nyob hauv qhov xwm txheej zoo li no. Tom qab ntawd kuv tau siv sijhawm, thiab kuv lub neej hloov pauv mus rau qhov zoo dua" pab tsim kev sib cuag thiab tsim kev ntseeg siab.
Kev puas siab puas ntsws txuas ntxiv cuam tshuam kev qhuas. Ntawd yog, tus neeg muag khoom tsis pom zoo, nws qhuas cov lus sib cav ntawm tus neeg yuav khoom, qhuas nws. Yog li, tus thawj coj pov tseg rau nws tus kheej thiab, raws li nws tau, caw mus rau kev sib tham.
Boomerang
Peb tau hais txog cov txheej txheem no me ntsis, tam sim no cia peb tham ntxiv. Cov txheej txheem no yooj yim heev, tab sis tib lub sijhawm zoo heev. Nws tuaj yeem siv rau txhua qhov xwm txheej. Txhua qhov kev sib cav yog xav tau.txhais cov interlocutor nyob rau hauv koj nyiam. Qhov no yuav siv sij hawm me ntsis, tab sis cov txiaj ntsig yuav tsis ntev tom ntej.
Cia peb xav txog ib qho piv txwv yooj yim ntawm kev cuam tshuam nrog kev muag khoom tawm tsam siv cov txheej txheem boomerang. Kev tawm tsam feem ntau: "Cov khoom kim heev." Tus thawj coj tsim cov lus teb raws li hauv qab no: "Yog, koj hais yog lawm, tab sis rau tus nqi no koj tuaj yeem tau txais cov khoom lag luam zoo, nrog rau peb qhov kev pabcuam ntxiv." Koj yuav tsum txaus siab rau tus neeg yuav khoom, qhia tias txawm tias cov khoom kim dua me ntsis, koj tuaj yeem paub tseeb ntawm nws qhov zoo, thiab peb yuav npaj shipping dawb, thiab lwm yam.
Kom nkag siab tag nrho cov nuances ntawm kev muag khoom, nws raug nquahu kom nyeem cov ntaub ntawv tshaj lij thiab xyaum ua ntau yam. Muag txhua yam rau sawv daws, ces qhov tshwm sim yuav tsis ntev tom ntej.
Txoj kev daws teeb meem
Txoj kev no yog qhov zoo rau kev cuam tshuam nrog kev tawm tsam los ntawm cov neeg siv khoom koj tau ua haujlwm nrog ua ntej. Nws suav nrog kev tsim cov kev txiav txim thiab cov lus sib cav raws li qhov pib. Lub sijhawm zoo ntawm kev koom tes yuav tsum tau siv los txhawb tus neeg siv khoom. Piv txwv li, "Nco ntsoov, ua ntej tag nrho cov nyiaj them tau raws sijhawm, tsis muaj kev ncua?" los yog "Koj paub tias peb lub tuam txhab muag tsuas yog cov khoom zoo. Nco ntsoov tias lub laptop koj yuav los ntawm peb rau lub hlis dhau los…”.
Cov txheej txheem no tso cai rau koj los tsim ib qho chaw zoo rau kev sib txuas lus. Nws kuj tseem siv tau rau qhov tsis zoo. Yog tias koj muaj cov ntaub ntawv hais tias koj cov neeg sib tw muaj qee qhov teeb meem nrog kev muab kev pabcuam lossis lwm yam, koj tuaj yeem ua tausau ntawv hauv kev sib tham nrog tus neeg siv khoom. Txawm li cas los xij, nco ntsoov tias koj tsis tuaj yeem dag. Yog tias pom qhov no, lub koob npe nrov ntawm lub tuam txhab thiab tus thawj tswj hwm tus kheej yuav raug puas tsuaj ntau.
Tsim kev qhia
Txoj kev ntawm kev tawm tsam nrog kev tawm tsam no zoo ib yam li cov ntsiab lus ntawm kev rho tawm hauv paus. Ntawm no, ib yam nkaus, koj yuav tsum tau mus rau hauv qab ntawm qhov tseeb thiab nrhiav pom qhov laj thawj tiag tiag rau qhov tsis kam lees. Hauv qhov no, koj yuav tsum sib txuas lus nrog tus neeg ua siab loj me ntsis, xav tias yuav daws qhov teeb meem.
Piv txwv li, yog tias tus neeg siv khoom tsis txaus siab rau tus nqi siab, tus thawj coj yuav nug tias, "Ok, yog tias peb muab luv nqi, koj npaj txhij pib koom tes." Yog tias tus neeg siv tau teb qhov tsis zoo, nws yuav tsum tau tshawb xyuas qhov tseeb ntxiv.
Koj yuav tsum nkag siab tias yog tsis muaj qhov no nws tsis tuaj yeem ua haujlwm nrog tus neeg yuav khoom zoo. Qee tus tsuas yog tawm tsam vim lawv dhuav, lwm tus xav paub tias vim li cas tus nqi siab heev. Xws li cov neeg siv khoom yuav tsum tau ua kom meej meej sib txawv. Cov kws tshaj lij kev muag khoom muaj peev xwm pom qhov muag pom tau tias tus neeg siv khoom tau nkag mus rau leej twg tsom mus yuav, lossis tsuas yog xav dhau lub sijhawm.
Top Reasons for Customer Reusal
Txhua tus neeg muag khoom yuav tsum paub ntau ntxiv txog kev puas siab puas ntsws. Tom qab tag nrho, mus txog theem ntawm kev cuam tshuam nrog kev tawm tsam, koj tuaj yeem ua tiav ntau yam los ntawm kev paub txog qee qhov "chips". Koj yuav tsum nkag siab koj tus neeg siv khoom, xyuas kom nws tawm mus txaus siab thiab xav rov qab los dua. Yog tias txhua yam ua tiav yog lawm, tus thawj tswj hwm nws tus kheej yuav txaus siab rau txoj haujlwm ua tiav, thiab tus neeg yuav khoom yuav raug tso tseg nrog kev xav zoo.
Xaiv ob pebCov laj thawj saum toj kawg nkaus vim li cas tus neeg siv khoom hais tias tsis yog:
- tiv thaiv kev puas siab puas ntsws. Tus neeg yuav khoom nruab nrab pom tus neeg muag khoom yog tus neeg tua tsiaj uas tau npaj ua txhua yam los co cov nyiaj kawg ntawm tus neeg siv khoom. Yog li ntawd, lub reflex yog qhib, thiab tus neeg teb nyob rau hauv qhov tsis zoo.
- Kev tsis zoo. Thaum yuav ib yam khoom ua ntej, tus neeg siv khoom tuaj hla tus neeg muag khoom obsessive uas nias ntau dhau. Tom qab tham nrog tus neeg ntawd ib zaug, koj yuav tsis xav ua dua.
- Kev tshuaj xyuas tsis zoo. Yog tias tsawg kawg yog ob peb tus neeg hais lus phem txog koj lub tuam txhab, qhov no txaus rau lub koob npe nrov poob. Thiab hauv kev lag luam nws plays lub luag haujlwm tseem ceeb heev. Thaum poob lub koob npe nrov, nws nyuaj rau ua haujlwm nrog kev tawm tsam.
- Ntshai. Tus neeg yuav khoom muaj ntau yam. Nws ntshai tsam raug dag, xaiv qhov tsis ncaj, thiab lwm yam. Los ntawm kev tshawb nrhiav qhov ua rau ntshai, koj tuaj yeem daws qhov teeb meem.
Zoo kawg
Kev tawm tsam, raws li peb pom, yog qhov tseem ceeb ntawm tus neeg muag khoom txoj haujlwm. Tom qab tag nrho, tsis muaj teeb meem zoo npaum li cas tus thawj tswj hwm tau nthuav tawm cov khoom, ntau cov lus nug yuav muaj tseeb. Muaj ib pawg ntawm cov neeg muag khoom uas zoo tshaj plaws ntawm kev qhia thiab tham txog txhua qhov txiaj ntsig, tab sis yog tias koj nug cov lus nug yooj yim, lawv tau poob. Thiab thaum tus neeg thov thiab tsis pom zoo, lawv ua txhaum kev puas siab puas ntsws.
Tus thawj tswj hwm kev muag khoom yuav tsum yog tus neeg paub ntau yam uas paub yuav ua li cas improvise thiab muaj kev paub. Txhawm rau ua tiav hauv txhua qhov haujlwm, koj yuav tsum ua tus kws tshaj lij. Hauv qhov kev nkag siab no, kev lag luam tsis muaj qhov zam. Cov thawj coj uas muaj kev paub dhau los tuaj yeem txhawb nqa txhua tus neeg siv khoom. Raws li qhov tshwm sim, lub tuam txhab tau txais txiaj ntsig, thiab tus neeg yuav khoom tawm hauv lub siab zoo.
