Why enter the theme with the guidance of technical exchange?

We often say that "good steel should be used on the blade", so as to get twice the result with half the effort. Then, what is "good steel" when meeting customers and how to use it?

Then we must first know what our knives are used for. We're here to see a client!

So how can I make an appointment with a client? Then we need to increase customers' interest in us, so that they have the desire to meet us in detail and the idea of cooperation.

When we meet people from all walks of life, how can we arouse customers' interest? For example:

Tell the teachers what they will be interested in.

Tell the gardener what they will be interested in.

What do you say to fruit farmers that they will be interested in?

Tell photographers what they will be interested in.

Tell the director what they will be interested in.

The answer, of course, is their industry. Teachers always talk about students; Gardeners always talk about flowers and plants; Fruit farmers always talk about fruit trees; Photographers always talk about cameras and landscapes; The director always talks about movies.

There are two reasons why a person takes up a certain job. One is that he loves this job, and the other is that he is good at it. Maybe you will say that I am engaged in this job neither because I love it nor because I am good at it. I just have no other job to do, so I have to do this job for no reason. In fact, this situation belongs to the professional scope. You may not like it or be good at it at first, but after doing this job for a long time, you will get used to it. Compared with others, you will naturally be better at it, and you will be more confident when you speak, which will gradually become your interest in conversation.

So, now we know what "good steel" is, that is, technical exchange, which is purely within the scope of work. It's not an anecdote, it's not gossip entertainment, and it's not a short family. If the above materials are used as the blade, this knife used to meet customers is a piece of scrap iron.

When you arouse customers' desire to talk, you can unconsciously bring the theme into the communication and make an appointment for customers in detail, so that you can make an appointment with customers successfully.

[case study]

After graduating from Luhao University, he began to become a sales representative of a camera brand. Later, I learned from my classmates that the photography department of a university wants to buy a batch of cameras for students, about 200 cameras, and xu teacher of the photography department is in charge of this matter. Lu Hao asked someone about Mr. Xu and learned that he likes photography and traveling to Tibet. He once participated in the "Tibet Landscape Photography Competition" and won the second prize. He has many cameras at home.

After careful preparation, I called xu teacher.

"Hello, xu teacher, I am a graduate of the Department of Foreign Languages in 2005, and I want to ask you a favor."

"oh? Students of the Foreign Languages Department, what is it? "

"Well, recently, several of our' donkey friends' went to Tibet to play once, and they were all photographers. They took many photos of the scenery in Tibet and wanted to hold a small photo contest in my home. When I was at school, I heard that you were a photographer and a professional. I hope you can judge and guide our younger generation. Do you think you are free? "

"Oh, I'm flattered. When? "

"Friday night, if you are not free, we can change the time. You must come. "

"Ah, ok, I'm free on Friday."

"Well, I'll pick you up."

On Friday night, Lu Hao invited some friends who had been to Tibet. Everybody take out all the photos of the trip and show them one by one. Xu teacher also made a comment happily.

Lu Hao took out his camera and showed it to xu teacher. Xu teacher observed it and praised it: "Good machine, beautiful appearance, light body and high pixels."

Lu Hao took over: "Of course, this is a new product of our company. I'm the "advantage first", and I took one myself. This is specially prepared for beginners. Simple operation, convenient carrying and large storage space. "

Xu teacher picked it up again and looked at it and said, "Well, it's good."

Lu Hao added, "I have a cousin who studies photography. I prepared this specially for him. I think it is good. Absolutely suitable for him. "

Xu teacher looked at it again and said to him, "My students just need a batch of cameras. I think your camera is all right. You can tell them about it next Monday. We can also buy some if it is suitable. "

"Of course, my pleasure!"

In business activities, sometimes we need to come straight to the point and express our ideas simply and quickly, but sometimes we need to divert our attention from the west and guide our customers slowly, especially when customers are wary of sales promotion, we should take a back seat and talk about something that seems to have nothing to do with work. When customers are strong in Tan Xing, we will gradually introduce the theme, so that customers can easily accept our establishment.

In this case, if Lu Hao calls Mr. Xu directly and tells him that we have a batch of cameras, I heard that you need to buy them. When do you think we can meet? I'll tell you about our products, which will definitely be rejected by Mr. Xu

Because xu teacher is a professional, he is confident in his own judgment and doesn't need anyone to recommend anything. Therefore, he will get tired of straightforward sales promotion.

Lu Hao first showed off his school with Mr. Xu, which greatly reduced Mr. Xu's guard. But at this time, if Lu Hao says, Mr. Xu, we have a batch of cameras, can you come and have a look? Xu teacher naturally won't agree easily.

At first, when it comes to photography, it is a professional technical exchange for Mr. Xu, which is his interest. Then, he slowly switched from photography to camera, and then from camera to the camera he was selling, and unconsciously made a simple introduction to this camera. Finally, he said that his cousin also studied photography, and he bought it for him, which completely introduced the theme, because xu teacher was also bought for beginners.

From the beginning to the end, Lu Hao never mentioned selling Mr. Xu's camera, but from the beginning to the end, Lu Hao hoped that Mr. Xu would buy his own camera, which was a "peace of mind."

[Skillful touch of gold]

It is an art of conversation to introduce the topic slowly through technical communication. In practice, we should pay attention to the following points:

First, we should have a deep understanding of customers. Before meeting a customer, you must get to know the customer in depth, so that you can know his interests and open the gap.

Second, we should understand the technology to be communicated. When you know the customer's interest, you must be sure to talk about it, especially the objective and rigorous technical exchange. If you don't understand it at all, acting like an expert in conversation will be counterproductive, which will not only lead to topics, but also annoy customers. Only when your words are approved by the customer will the customer continue to talk with you.

Third, pay attention. This is very important. Don't chatter in technical communication just because you have done a lot of research. Remember, you must learn to listen, which is respect for customers. Don't just let customers accept your opinions, but understand their needs.

Fourth. Don't forget your purpose. Some people may think that this beginning is too far away, and no matter how you bypass it, you can't come back. They forget that the ultimate goal of getting to know customers, researching materials and conducting technical exchanges is to make customers interested in you, and then you should make an appointment in time to prevent him from refusing.