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绝对用的上的销售员心理技巧


6 Real World Jedi Mind Tricks Salesmen Are Using On You

We've all been there: You go in for a new cell phone battery, then one of the salesmen walks

up, and next thing you know you're walking out of there with every iWhatever they had in

stock. Once the new gadget smell and irresponsibility high wear off, you're left wondering:

How the hell did they do that?

Every single car dealership on Earth has the same setup: Shitty, week-old coffee served out

of thimble-size Styrofoam cups. You take it, because it's free coffee and you're going to

pre-emptively bleed these sons of bitches for every free thing you can get before they go to

town on your wallet -- as you know they invariably will.

But why?

It's actually the coffee's fault. Well, some of it at least: Consumption of caffeine makes

people much easier to persuade in general. In a double-blind study, participants who took

caffeine pills were far more easily convinced about the benefits of euthanasia than those

who had taken placebos. Apparently, this is possible because most people don't actually

listen to everything anybody else is saying. The addition of caffeine gives them that little

mental boost to be more attentive and therefore more persuadable. So in a way, all those

counterculture hippies were right: Starbucks is turning us all into "easily pliable sheep,

man."

Whether it's George Costanza impressing some Texas businessmen or just an American used-car

salesman telling you, "This is a damn fine car! Hey, I wouldn't bullshit a bullshitter! Am I

right?" cursing has its place in the business world. You're damn' right it does.

You'd think that most people, if polled, would probably say that salespeople should avoid

using any sort of profanity around customers. A lot of people are uncomfortable with swear

words, and even those who aren't could easily find it unprofessional. It turns out, though,

that's totally fucking inaccurate. By adding the phrase "dammit" to the beginning or end of

a statement, researchers found that people are more inclined to agree with the speaker's

opinion when the curse is used. This may be because cursing implies more passion about the

subject at hand.


But it may be precisely because you don't expect the salesperson to curse in front of you

that it's so effective. So when they use profanity in a positive manner (i.e., they aren't

telling you to "fuck off into a dickbasket" but are just using it to emphasize how great

something is), you pay more attention to the whole argument and are more likely to think the

opinion expressed was genuine. While it might seem unprofessional, a salesman using a small

curse ("This is a damn good car/television/casket") is more likely to make a sale, since you

probably think he's being honest about his feelings instead of just trying to trick you into

the more expensive brand.

While those Vince Offer and Billy Mays-esque infomercials may seem ridiculous with their fast-talking hosts, they really do convince people to shell out their hard-earned money for a $99 pot-that-is-also-a-strainer. We've got the eight Salad Guns, four Juice Apes and industrial-sized crate of ShamWows to prove it.

But why?

Even though the slimy fast-talking salesperson a pop culture stereotype, salespeople who speak faster are still perceived to be more intelligent and certain of what they are saying, and therefore have more trusted opinions than salespeople who speak at a "normal" conversational speed.

There is an upper limit, though; the fastest "normal" rate of speech is about 194 words a minute. If you get much higher than that you start sounding like a speed freak instead of just someone who really knows what he's talking about. So be wary if a salesperson starts upping the tempo a bit right as you try to walk away -- it doesn't mean he suddenly stopped being a douche who's trying to force something you don't need on you; it just means he may have also read this article.



我们都在那里:你去一个新的手机电池,当时的销售人员一走

起来,接下来你就知道你走的每iWhatever那里出来,他们曾在

股票。一旦新的小工具气味和不负责任的高穿脱,你在想:

他们到底是如何做到这一点?


地球上的每一个汽车经销商有同样的设置:烂,周大咖啡发球

的顶针大小的发泡胶杯。你要把它,因为它是免费的咖啡,你要去

先发制人流血,你都可以得到免费的东西,才去到这些母狗的儿子

你的钱包镇 - 你知道他们总是会的。

但是为什么呢?

它实际上是咖啡的错。那么,它的一些至少为:消费,使得咖啡因

人们更容易说服一般。在双盲研究中,参与者谁了

咖啡因药丸更容易让他们信服比安乐死的好处

谁采取了安慰剂。显然,这是可能的,因为大多数人并不真正

一切听别人在说什么。对咖啡因外,还为他们的小

精神刺激更加周到,因此更说服的。因此,在某种程度上,所有这些

反文化嬉皮士是对的:星巴克正在变成“轻松柔软羊我们所有人,

男人。“

无论是令人印象深刻的一些德州乔治科斯坦萨只是一个美国商人或二手车

业务员告诉你,“这是一个该死的好车!嘿,我不会废话一bullshitter!我是

对不对?“骂了其在商业世界的地方。你是该死的权利,它。

你会认为大多数的人,如果接受调查,可能会说,销售人员应该避免

围绕客户使用任何亵渎排序。很多人都发誓不舒服

也就是说,即使是那些谁不能够轻松地找到它专业。事实证明,虽然,

这是完全他妈的不准确的。加入一句“该死”的开始或结束

一份声明中,研​​究人员发现,人们更倾向于同意音箱的

该诅咒的意见时使用。这可能是因为咒骂意味着更多的激情

主题在眼前。


但它可能是正因为你不希望销售人员在你面前诅咒

,它是如此有效。因此,当他们使用一种积极的方式(即亵渎,他们不

告诉你“他妈的成dickbasket关闭”,但只是用它来强调多大

事情是),你更注重整体的论点,而且更可能觉得

表达的意见是真实的。虽然它看起来不专业,用小推销员

诅咒(“这是一个该死的好车/电视/棺材”)是更可能做成一笔交易,因为你

可能觉得他的感情是对他的诚实,而不是只是想欺骗你进入

较昂贵的品牌。


虽然这些优惠和Billy Mays的文斯去年秋季电视购物节目似乎荒谬与快速说话的主机,但它们的确说服人们掏出了99美元盆栽的,是─也给过滤网自己辛苦赚来的钱。我们已经拿到了八枪沙拉,果汁类人猿和四个工业箱子的ShamWows大小来证明这一点。


但是为什么呢?

即使在泥泞的快速销售人员说流行文化的刻板印象,销售人员说谁快仍然被认为更聪明,他们在说什么肯定的,因此有更多的信任度比销售人员谁在“正常”对话速度发言意见。

有一个上限,虽然,在最快的“正常”的语速是每分钟约194字。如果你得到远高于你听起来像一开始,而不是只是有人谁真正知道他在说什么速度怪胎。所以要小心,如果一个销售人员开始加大了节奏有点权,你想走开 - 这并不意味着他突然停了下来作为冲洗谁是试图迫使一些你不需要对你,它只是意味着他可能也看到了这篇文章。

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