Inspirational stories about sales mentality
There was once a salesperson who asked in his story group: Why do I tell the same story as everyone else? , but customers can’t seem to hear me, and they always turn a deaf ear to my sales stories. I tried hard to influence them, but I felt that my influence was very limited. ?
In order to better find the crux of the problem, members of the story team asked him to replay all the sales story situations. Through the on-site drill, everyone found that although the salesperson was telling the same story as everyone else, his body was constantly moving backwards while telling the story: when he told a short story, he would uneasily take a step back. ;Tell another short story and take a step back? The symptoms of the problem seem to have been caught. The story team asked the salesperson to pause his story. They asked another salesperson from the group to perform the role of the salesperson who stood back while telling the story, and asked the salesperson to stand aside and observe how he told the story.
? Hey, why do I keep retreating? Whoever watches will know. Sure enough, the salesperson quickly discovered the problem.
? So what bad effects will this have on your story? The group continued to enlighten him.
Customers will think that I am not very confident in our products and services. Moreover, my actions seem to keep increasing the psychological distance between me and my customers, making them feel alienated and distant. The guests' emotions will constantly be withdrawn from the story and attracted by the things around them. At the same time, I cannot enhance the effect of the story through gestures or speaking speed. Therefore, the dissemination effect of the story is far from satisfactory. ?The salesperson interpreted it himself.
So, are you not confident in your story? Or are you not confident enough in your product? The sales team further helped him analyze his problem.
?I have been in the sales industry for more than five years. Therefore, I have a very good understanding of the current situation of our industry and the quality of our products. When I first entered the industry, I didn’t quite understand the ranking and quality of our products in the industry, but at that time, newborn calves were not afraid of tigers. On the contrary, I dare to hear and act. At that time, I didn’t know any effective sales techniques, so I just introduced our products to others when I met them. Qi Juqi's performance in those few years was actually pretty good, no worse than before. Just relying on my momentum, I entered the leading company in the industry today. With a better platform, I think I have made great progress in the past few years: through training and practical operations, my sales skills have been greatly improved; I understand the industry and products better; especially The defective part of the product. Because every time we visit old customers or even new customers, we always receive a lot of complaints: the price of our products is higher than that of our competitors, our services are not in place, and the repair rate of our products is high. Over time, I have strong worries when selling. I'm afraid that customers won't be 120% satisfied. I'm worried that the company's promises won't be fulfilled. I'm worried about order grabbing within our sales team. I'm worried about the customer's payment problem? I know that this mentality is not conducive to my sales, but it is difficult for me to fundamentally control it. ?
After the salesperson shared his true thoughts, his story team fell silent. ?I often have this worry too. ?Me too
Negative emotions spread as quickly as a cold virus, and the rest of the group also revealed their true worries.
Emotionally speaking, we salespeople all know that in order to arouse customers' emotions, we must first arouse our own emotions. A good story must rely on benign physical interaction to enhance the effect of the story. However, how do salespeople achieve effective physical interaction with customers? What does the distance between the salesperson and the customer mean? How to effectively change the relationship by adjusting physical interaction?
? Is this really the case? In this case, it is difficult for me to really quickly capture what the current customer's needs are, and then design or describe a story for their needs. So, I can't help but step back. During today's observation, I remembered that sometimes I shrink my body unconsciously. Maybe in my subconscious, I hope to maintain a safe distance from my customers. Although from an emotional point of view, I can also realize that this kind of only mental interaction will not establish a long-term friendly relationship between me and the customer, and the customer will not introduce new customers to me. However, I have no way to end my worries. ?
?Let me share my personal experience. ?Someone else spoke in the group. However, this time the voice sounded loud and clear, as if the speaker was full of confidence in himself? Such a voice is very suitable for telling stories, making the listeners feel open-minded and happy without knowing it.
?Actually, my previous situation was similar to everyone else’s. After the first one or two years of freshness when I first entered the industry, I found that I saw more and more the shortcomings of products and the lack of services. At that time, I was very sad. I looked around at colleagues in the industry and found that they were facing the same problem as me.
Some of them changed their careers to provide support services, some to administrative services, and some to technical support. Later, I went to a sales mentality training class. One of the stories inspired me a lot. Since the theme of our group is story, let me share this story with you. I hope it can bring some different novelties to our career dryness period and break through the invisible ceiling of thinking.
? Taoist priests firmly believe in the existence of God, and they also believe that their religion can help anyone. Together with the war, they came to different countries. In their new country, no one believed in religion. Because of the war, people were full of hatred for missionaries. They felt that missionaries and soldiers alike were auspicious omens that brought them misfortune, death, and suffering. Missionaries visited local residents every day and taught them doctrines.
Bang, bang, bang. The missionary knocked on the door of the first resident.
Who is it? Someone asked inside the door.
?I am a missionary and I would like to introduce our religion to you. ?The missionary replied.
?Get out of here, you are not good people. Get out now. ?The residents yelled and cursed angrily.
One family is like this, two families are like this, three families are like this? The missionary knocked on the doors of eight families that afternoon, and they all had this reaction.
Will a missionary doubt the religion he believes in because he is rejected? He will think: Hey, so many people do not accept my preaching, is there something wrong with the religion I believe in? ?Doesn’t God really exist?
No. Of course he doesn't think so. He will only believe that his own efforts are not enough, that he can work harder, and that he still has the strength to help more people.
As a result, after many years, the fighting stopped. The troops retreated from the area. But the missionaries stayed forever. They steadfastly spread their religion to the natives. Later, they got a local church and local believers. The religion they believed in finally took root in the local area and blossomed.
?So, we have to do what we believe in. Believe, it will happen. Maybe the products we sell are not perfect, maybe our services can be further improved, and maybe our competitors are also constantly advancing. However, I believe that as long as one day, I still choose the sales job, I will try my best to do all the work well. This understanding, inspirational poetry, is the foundation of my sales. ?
The storyteller salesperson finished his concluding speech and bowed to the people present. Everyone applauded.
Only when the salesperson is fully committed to the current sales activity, and he truly believes that his product can solve the customer's problem, and he is full of confidence in himself and the choice of the customer, can he Show the best, most professional, and most friendly sales style, and at the same time, he will be able to choose the best sales tools for the customers he is serving. If a salesperson is not confident in his products and is tired of his profession, and he just wants to deceive customers and earn immediate profits by selling stories, then no matter how good his storytelling skills he has mastered, he will subconsciously Leaks his secrets to clients through unconscious body language, speech rate, intonation, facial expressions, and other factors.
So, although we have discussed many storytelling techniques in the previous chapters, the really good technique is to look like there is no technique at all. The great road is invisible and the elephant has a rare sound.
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