Sales Skills: Clever Use of Customer Conformity Psychology

We know that many people have herd mentality. If the salesperson can skillfully use the customer's herd mentality and provoke the customer's heart of comparison, then the transaction will become quite easy. This is what we call herding. Conformity trading method refers to the method that salespeople use customers' conformity psychology to urge customers to buy products immediately. Social psychology research shows that conformity behavior is a common social psychological phenomenon. The interaction and persuasiveness between customers may be greater than that of salespeople. It is the easiest way to use the customer's herd mentality to facilitate the transaction. Here are the sales techniques I have compiled for you. Let's have a look!

First, the applicability of the herding law.

Generally speaking, when buying products, customers will not only consider their own needs, but also take into account social norms, obey some pressure from society, and take the behavior of most people as a reference for their own behavior. Herd trading method makes use of customers' psychology, creates an atmosphere of people competing to buy, and promotes customers to make purchase decisions quickly. For example, a salesman said to his customers, "Mr. Liu, this kind of honeysuckle tea is very popular with consumers at present." Several big hotels in this city have ordered our goods, and the daily consumption is about 20 boxes. " If your hotel is also willing to deliver goods, we can deliver them to your door every day. For another example, a salesperson selling drinking fountains said to customers, "Manager Hua, this kind of hot and cold drinking fountains is very popular in some big cities at present. Especially suitable for the offices of large companies. It is not only convenient and practical, but also adds luxury and modernity to the office, which is as famous as your company? Company? Companies, etc. The office has been replaced by this kind of water dispenser. "

Second, the advantages and disadvantages of the herding method

Herd trading method has its own unique advantages, mainly in the following aspects:

1. The good application of herd trading method can greatly improve your work efficiency, because attracting another group of potential customers with the help of a group of well-known customers who have already made deals will undoubtedly enhance the persuasiveness of salespeople, thus attracting more customers with herd mentality and helping salespeople to facilitate a large number of transactions.

2. Herd trading helps salespeople to give customers a sense of pressure and urgency, and urges customers to make up their minds to buy as soon as possible.

Of course, the herd trading method also has limitations, and its shortcomings are mainly manifested in the following aspects:

1. If you meet a customer who has a strong personality and likes to perform, the herd trading method will have the opposite effect.

2. Herd trading method is not conducive to the correct transmission of sales information by sales staff. Because salespeople attract customers' attention to how many people buy products, it is not conducive to the transmission of sales information and the timely feedback of relevant purchase information.

Three, the use of herd trading method should pay attention to the problem

When using the herd trading method to facilitate the transaction, we should pay attention to the following aspects:

1. Proved in kind. When making introductions to customers, it is best for salespeople to show physical proofs to customers at the promotion site, such as contract texts and user thank-you letters, so as to improve customers' trust and interest in purchasing products and enhance their trading confidence.

2. The listed characters should be related to the product. When using the herd trading method to facilitate the transaction, the figures, deeds and experiences listed by the salesperson must be closely related to the products being promoted.

3. When using the herd trading method, look for celebrities or authorities. The figures listed by sales staff to customers should not be fabricated at will, but should be familiar to the public and worshipped by customers. If the promotion work is not persuaded by celebrities, stars, experts, professors, officials, leaders and other figures, the customer's herd mentality will be reduced.

4. Salespeople can find influential and important customers, focus on persuading important customers, and on the basis of obtaining the cooperation of important customers, call, drive and call customers to buy.

5. When using the herding method, pay attention to professional ethics and don't cheat customers.

Expert guidance

Customers are often skeptical about new products that have not been tried by others, and trust products that have been used by others and have considerable benefits. Therefore, salespeople should understand that the key to the success of the herd trading method lies in the fact that listed people must have certain social influence. Only in this way can we increase customers' trust in products and facilitate transactions more smoothly.