-Lin Detian

High IQ is not equal to high EQ. Under the same product conditions, the key to a marketer's success is often his EQ.

Today's social network has been completely embedded in people's lives, knowledge sharing and information exchange. Through online learning, everyone can become an "expert" in the industry, and the era of unequal information is gone forever! At the same time, under the high pressure of anti-corruption, the most primitive "wine and meat trading" will also disappear completely in the long river of history! The challenge we face is that everyone's products are similar, services are similar, and customers' choices are more diverse. At this time, the emotional intelligence of marketers plays a vital role.

We all seem to have encountered the problems described in the book, so in reality, how do you deal with them? We have all been trained in sales skills to some extent, so how much did you use in the actual case?

As a funded buyer, the lower the price, the better, if the demand is met. You know, there are not only sales training, but also anti-sales procurement training. Buyers usually look for some questions and ask questions to drive down the price. So are there any customers who discount prices just by asking questions? When a customer asks where this product is unqualified and has various shortcomings, do you want to give up this product? At this moment, you should consider improving your emotional intelligence.

There are also some suggestions in the book.

One: Learn to look at yourself and reflect on yourself. In the overall communication with customers, have we been talking about products, performance and services? But there is no effective communication with customers at all, and customers' problems and pain points are completely unclear. In the process of communicating with customers, we should be a listener, listen more, deeply understand customers' needs and demands, and help customers really find and solve problems. We should be a questioner. Asking questions is an art. By asking questions, we can get the real needs of customers, the nodes of our project, and even ask the people who make the final decision.

Two: be a primitive man and create a zone that has nothing to do with technology.

People have feelings. Aside from the product level, it is necessary to establish a zone unrelated to technology with customers. First of all, be sincere and true, gain the trust of customers when they talk to you, learn to convey value, build a visible and tangible scene for customers, and look at the problem from the customer's point of view from another angle.

Three: correctly judge your emotions.

Only by constantly learning can we improve our knowledge, and only by constantly accepting their opinions can we enrich our emotions, listen to other people's suggestions and improve our emotional intelligence.

There is also a key word in the book "turn around and leave". Do you have such courage?

People can be humble, but not humble.

Jews once said that as a friend, I can give you this product, but as an enterprise, the value of this product and service will not decrease.

We should reflect on ourselves, whether we have the thinking of "turning around and leaving", instead of lowering the price again and again and wasting time and energy, in exchange for the endless desire of the guests, "lower or lower",

The simplest example, we go shopping, and the merchant sells 100, asking for 50 yuan. The seller repeatedly reduces the price and sells it to you at a loss in 40 yuan, but you still won't buy it, because you think it can be lower.