為何客戶融洽很重要？

在銷售過程中，建立和客戶的和諧關係往往取決於在第一次會議之前對潛在客戶做一些研究。如果你對潛在客戶感興趣一點，你可以提前準備一些有用的問題和評論。例如，如果你在互聯網上尋找一個潛在客戶，發現他培育了冠軍黃金獵犬，你就聰明地學一點關於狗的知識。這並不意味著要成為一名即時專家。

取而代之的是，找到足够的關於黃金獵犬的資訊，這樣你就可以問一些聰明的問題。潛在客戶將告訴你所有關於他的愛好，並會感覺良好，能够指導你在他的興趣如此熱情的東西。

建立信任

很多人反對傳統的人際關係，因為他們覺得“虛偽”。你可能不太在乎黃金獵犬，但你願意花半個小時聽陌生人談論他們，這樣你就可以進行銷售。這個反對意見有一定道理。但也有很好的理由，在你能賣出之前，和諧是必要的。

沒有人喜歡從他們不信任的人那裡買東西。問題是，沒有多少人有足够的時間去瞭解他們的銷售人員。除非他們幸運地有一個朋友或家庭成員向這名銷售員購買了他們想要的確切產品，銷售員必須在有限的時間內盡他們所能。

這就是為什麼在銷售中建立融洽關係是如此重要的原因。即使你是一個銷售員，願意在世界上花費所有的時間去瞭解你的未來，但他可能不願意花上幾個小時來建立相互理解的水准，從而獲得真正的信任。因此，銷售員必須通過迅速將他們的可信性傳遞給他們的潛在客戶來縮短銷售流程。

建立和客戶的興趣

潛在客戶通常會向他喜歡們喜歡的人購買。在大多數情况下，人們喜歡和自己相似的人。當你遇到一個有相似品味的人時，你會覺得很舒服，因為他能理解他為什麼會你為什麼喜歡你喜歡的東西。在上面的例子中，銷售員對黃金獵犬表示了興趣的事實意味著你倆對喜歡的同一件事情有共同點。銷售員可以給潛在客戶一個機會告訴你關於他的狗的故事，這樣會讓潛在客戶感覺良好。這樣的好感覺，就會轉移到對你的態度。因此，當談話轉向銷售時，他會更加開放，願意傾聽你的意見。

表現真誠

在這種關係的構建中，容易陷入某種在操縱的情況，這就是為什麼銷售人員必須非常小心。鼓勵別人談論自己的愛好是一回事，無論是在銷售會議上還是在與朋友聚會上，這都是完全可以接受的行為。但是，把這個作法變成徹頭徹尾的欺騙永遠是不恰當的。如果你完全反對狗狗表演，不要提出狗繁殖的問題，假裝你贊成。

這不僅是錯誤的，而且潛在客戶會比你想像的更在意你的真實態度。

如果你發現你的潛在客戶有一種你不同意的愛好，那就不要提出來。沒有人對生活中只有一種興趣，幾乎不可避免的是，你和潛在客戶總會會找到共同點。在最初的例子中，如果你繼續研究你的潛在客戶對夠的興趣，你可能會發現他和妳來自同一所大學，或者他也和你參加了同一個慈善事業。

Why is customer harmony important?

In the sales process, building a harmonious relationship with customers often depends on doing some research on potential customers before the first meeting. If you are interested in potential customers, you can prepare some useful questions and comments in advance. For example, if you look for a potential customer on the Internet and discover that he has bred a champion golden hound, you will be wise to learn a little about dogs. That doesn't mean being an instant expert.

Instead, find enough information about golden hounds so you can ask smart questions. Potential customers will tell you all about their hobbies and will feel good about what guides you to be so enthusiastic about their interests.

Building trust

Many people oppose traditional interpersonal relationships because they feel "hypocritical". You probably don't care much about golden hounds, but you're willing to spend half an hour listening to strangers talk about them so you can sell them. There is some truth in this objection. But for good reason, harmony is necessary before you can sell it.

Nobody likes to buy from people they don't trust. The problem is that not many people have enough time to get to know their salespeople. Unless they are lucky enough to have a friend or family member buy the exact product they want from the salesman, the salesman must do his best in a limited time.

That's why it's so important to build rapport in sales. Even if you're a salesman who wants to spend all his time in the world learning about your future, he may not want to spend hours building a level of mutual understanding to gain real trust. Therefore, salesmen must shorten the sales process by quickly passing their credibility to their potential customers.

Establishing Interest with Customer

Potential customers usually buy from people they like. In most cases, people like people who are similar to themselves. When you meet a person with similar tastes, you will feel very comfortable, because he can understand why he would like what you like. In the example above, the fact that the salesman is interested in the golden hound means that you have something in common with the same thing you like. A salesman can give a prospective customer a chance to tell you a story about his dog, which will make the prospective customer feel good. Such a good feeling will shift to your attitude. So when the conversation turns to sales, he will be more open and willing to listen to you.

Show sincerity

In the construction of this relationship, it is easy to fall into some kind of manipulation, which is why salespeople must be very careful. It's one thing to encourage people to talk about their hobbies. It's totally acceptable at sales meetings or at parties with friends. However, it is always inappropriate to turn this practice into a complete deception. If you are totally against dog performance, don't ask about dog breeding, pretend you agree.

Not only is this wrong, but potential customers will care more about your true attitude than you think.

If you find that your potential customers have a hobby you don't agree with, don't mention it. No one has only one interest in life, and it is almost inevitable that you and potential customers will find common ground. In the initial example, if you continue to study your potential client's interest in enough, you may find that he comes from the same university as you, or that he is involved in the same charity as you.