Customers want to be praised

作者：admin  点击次数：26  发布时间：2025-03-11

People want to get positive comments from others, and are eager to be recognized and praised. If you understand this psychology of people and praise and compliment customers appropriately in sales work, then sales work can proceed smoothly. Let's take a look at how American book sales master Bean Tracy praises customers:

Bean Tracy is an American book sales master. Once, he went to a company to sell books. Under his introduction, the company's employees selected a lot of books. When they were about to pay, a man suddenly broke in and shouted: "These garbage-like books are everywhere. Why buy them?"

Tracy was not angry about this. When she was about to smile at him to show her friendliness, the man immediately said loudly: "Don't sell to me. I will definitely not buy these garbage books. I promise not to buy them."

'You are right. Why would you buy these books from me? A discerning person can see at a glance that you are a person who has read a lot of books, is very culturally literate, and has a good temperament. If you have a younger brother or sister, then they will definitely be proud of you and will definitely respect you. "Tracy still smiled.

She answered slowly.

"How do you know I have brothers and sisters?" Tracy's words aroused the interest of the man, and he asked in surprise.

Tracy replied: "When I saw you, you gave me the feeling of an older brother.

I think whoever has a brother like you is the most favored person by God!"

The man spoke to Tracy in the tone of an older brother teaching a younger brother, and Tracy respected and praised him like a younger brother to an older brother, and the two chatted very speculatively. In the end, the man bought five sets of books for his own brother on the grounds of supporting Tracy's work.

When the man angrily accused the books he sold of being rubbish, Bean Tracy did not get angry, but took over the man's words and gave a clever answer-people like you who have read a lot of books will certainly not buy these books. This remark not only gave himself a way out and resolved the embarrassment, but also complimented the man at the same time. The man has temperament and cultural accomplishment. Bean Tracy's compliments not only made the man's anger disappear, but also successfully made him buy his book.

There is no doubt that Bean Tracy's compliments were just right. Therefore, sales staff must keep in mind: liking to be praised is a popular psychology, and customers should be praised appropriately at the right time.

Steve Harvey is the editor-in-chief of a well-known American magazine. One day he received an old lady.

"Hello, Mr. Harvey, I heard from my friends that you live here, so I came to visit you today. Your magazine fascinates me, and your writing style attracts me too much." The old woman said excitedly after seeing Harvey.

"Really? I am very happy that my magazine can make you happy." Harvey said modestly. At this time, Harvey noticed that the old woman also brought a thick stack of magazines edited by him, and it felt that all the magazines for the whole year were there.

The old woman noticed this scene and immediately said: "Sir, I'm sorry to bother you today, but I really want to know how you write these wonderful articles. ”

Harvey cordially welcomed the old lady into the house: "You are too polite. I do a job that others can do as well."

"If the editor-in-chief is changed, I may never buy this magazine again." Then the old lady excitedly talked about her views on the magazine and her feelings about reading the magazine. Her conversation deeply attracted Harvey, and the two talked very speculatively.

Gradually, Harvey became interested in the old lady, so he asked: "I don't know, what industry are you in. "Then the old woman revealed her identity. It turned out that she was an insurance salesman. But at this time, Harvey was no longer as repulsive to salesmen as usual. Instead, he began to actively learn about insurance business from the old woman and bought a valuable insurance policy from her.

"Praise is a passport to global sales." Psychologists point out that everyone has inferiority complex, which determines that people need constant encouragement and praise; on the other hand, everyone has vanity, and almost everyone likes others' flattery, praise, and compliments to others, which can make the other party happy physically and mentally, and thus have a good impression of you. Therefore, learning to compliment customers is an important skill that salesmen should master. Of course, if compliments are not judged in time and do not master certain skills, they will often backfire.