The Essence Of Customer Communication: The Subconscious Resonance With Customers

In the communication between people, if you can find out the subconscious "frequency", that is, the subtext in his mind, then let himself adjust to the same frequency, and communicate with the words that are consistent with the subtext of the other person, the other party will resonate with you, and finally go unconsciously with your train of thought. This sales skill has begun to be applied by more and more enterprises, which is known as the "attack selling" or "hypnotic sales".

Let me give you a simple example:

A customer stroll through the mall and pass through a brand clothing shop.

The frequency of her mind is "casual look."

If the shop assistant says, "welcome to XX (brand name), miss, what kind of clothes do you want to buy? We have a lot of new styles in these days."

There is nothing wrong with this sentence on the surface, and I have seen almost 99% of the shop assistants use similar sentence patterns, but in fact, they are not in the same frequency with customers.

Customers often say, "let me take a look."

This is her instinctive answer, representing her subconscious mind. In fact, the customer has denied the salesperson's "what kind of clothes do you want to buy?" this assumption about "buy".

She had already had a glimmer of unhappiness in reply, and neither of them could be aware of it.

But if the clerk directly says, "welcome to XX (brand name)! Miss, are you here to see the clothes? We have a lot of new models in these days."

Customers often say, "yes, let me take a look."

She must be relaxed and happy when she answers.

Some sales training said, "asking questions to make a lot of money", and some training said, "let customers continue to say yes!", in fact, they are all talking about the same thing, that is, they should ask the topic that is consistent with customers' subconscious, so that customers can naturally answer "yes".

Therefore, when customers enter a shop, do not always ask the customer habitually: "what do you want to buy?" because from this sentence, you have already started to catch up.

I really don't know what to say. I would rather not say anything, keep a distance with the customers, observe the customers' behavior quietly, find out that the customers need help positively, and on the contrary, they can improve their performance.

Close service customers, who seem to take the initiative to promote sales, may actually lose more.

For example, there are 5 shop assistants and 20 customers. Personal sales may not have made 5 customers, but also left behind 15 customers.

Instead, every salesperson carefully observed 4 or 5 customers nearby, and responded in a timely manner.

Convincing customers the essence of making customers feel at ease

There are two other common problems in storefront sales, that is, customers always like to say "too expensive" and "the quality is all right."

Quite a lot

I like to start talking with customers, and tell customers with various reasons, expertise and so on.

Originally, when customers began to say "too expensive" and "quality is OK", they often issued purchase signals, but needed further confirmation and affirmation.

However, once you start reasoning with customers, it becomes "rush customers" again.

At this time, there is only one thing we need to do.

Rest assured or reassurance.

If the customer says "too expensive," his subtext is actually: "do you not sell more expensive than others?" therefore, you need to make him feel at ease: "Sir, if you find out where is cheaper than us at the same time, I promise to double return the difference!"

If the customer says, "is the quality right?" his subtext is actually: "in case of quality problems, you need to make him feel relieved:" Sir, if you find quality problems within seven days, we will return the goods unconditionally.

At the same time, free warranty within one year... "

And so on.