The first word, please ask. This is a word that can make the other person feel respected. When you ask a customer, "Can I ask you some questions?" It is not easy for customers to say "no" because everyone has a feeling of longing for attention. When doing market research, this word is very useful: "hello, sir, I am a salesman of XX insurance company." Can I borrow a few minutes of your time to ask you some questions? " Of course, we can use the word consultation in many places. For example, when a contracted customer calls back, "May I ask what made you finally decide to buy insurance from me instead of others?" The word consultation will bring you a lot of truth.
The second word is feeling. When you ask a person, "What do you think of this matter?" He will answer easily. Everyone has feelings, which are relatively gentle and intangible things and are often mentioned in conversation. If you ask others how they feel, they can't help expressing it. "Today, major newspapers reported the coal mine collapse accident. How do you feel about this? " "Now, many young couples have to support four old people and one child. How do you feel about this? " "What do you think of this insurance plan?" "Are you satisfied with my service and professionalism?" The problems brought by feelings are neutral and will not bring out very emotional responses.
The third word, think. Many new marketers feel nervous when communicating with customers. I often don't know how to respond to customers' questions. If we make good use of the word "thinking", we can easily solve many difficult problems. For example, customers ask, "What good old-age insurance do you have?" Generally speaking, marketers will talk to customers about the company's pension insurance, which is out of control. I don't advise you to do this. You can smile and say, "Do you think endowment insurance is the insurance you need most now?" No matter what the customer answers, we can grasp the customer's inner needs more accurately, which can also be said to be a test. Most people will feel a little hesitant about the question of "thinking", but once they have the answer, they will stand firm. In this way, our insurance plan is solved.
The fourth word, "in your opinion". As we all know, most people do not buy things rationally, but buy them out of emotion and then defend them rationally. The greatest beauty of the word "in your opinion" is to let the customer fully participate and let him put forward the most definite position. If he is sure, he will decide to buy; Once he expresses his views on a problem, he will stick to his views and prove that his decision is correct and will not change. So it is very conducive to sales. "In your opinion, how much do you need after retirement to ensure that you and your wife can enjoy retirement?" "In your opinion, what channels should modern people use for family financial management?"
The fifth word, "I'm curious". You are bound to meet customers who make decisions you don't agree with, or who choose to cooperate with competitors. At this time, your best way to deal with it is to determine whether there is a cognitive error between you and the customer. Only in this way can you save the defeat. But you must use questions that can convey your concern and curiosity, not personal judgment, criticism or even sour grapes. "I'm curious, why do you ..." This question is quite helpful for communication. Furthermore, when you suddenly get a call from a customer asking for insurance, you can also ask, "I'm curious, what prompted you to call me." It will also make customers happy to tell you some important information.
In the process of sales, dialogue with the right words is a very effective tool. The more words you have, the more you can use this dialogue, and the more contracts you can complete.
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