Nghệ thuật tiếp cận khách hàng mục tiêu để bán hàng thành công | Phạm Ngọc Anh - Mr Why

Why is this technology so important to Sale? Just like what Mr. Tuan is doing, right? His success comes from this technology. In Sale, the first few minutes we meet our customers, the relationship between us is very expensive. So I haven't even mentioned about Sales and Marketing. I need some time for ice-breaking. We have to break the ice. By breaking the ice, we create friendship. Create what? Friendship. Friendship is our goal in the first 3-5 minutes. Every time we meet a stranger, if we have time with them, how can we create friendship and trust before we sell? We have to use this technology. That's why sales and marketing are so important. A good salesperson is the one who makes the customer talk the most. Remember this rule. A good salesperson doesn't have to be very good. He doesn't have to talk a lot. A teacher is a teacher who makes others talk a lot. That's why I'm a teacher. I'll tell you a story about my 8-year-old daughter. When I was her age, I remember when I was 4 years old, I went to work at a hotel. Every night, I used my phone. I didn't even have a smartphone. I was 8 years old. Every night, I used my phone. I remember there was a teacher. I was in my last year of university. I worked at a hotel. My shift was from 9 p.m. to 7 p.m. It only took me 2-3 hours to get there. I had to finish my work at 11-12 p.m. At that time, I found a sofa in the kitchen. I hugged it with my phone. I used my 3rd phone. I called my 8-year-old daughter. I called her for 2 weeks in a row. I called her every night. I called her at 11 a.m. I called her at 6 p.m. I called her at 3 a.m. I usually called her at 5 a.m. I used my phone for 3-5 hours. During that time, 80% of the time, my daughter was 8 years old. I was 9 years old. Wow, really? What happened to you? Tell me more. I couldn't control myself. I didn't know what to do. I just kept going. I was so excited. I was happy. I found a woman. She was good at complimenting me. She told me many stories. She told me again and again. It was around February. Do you remember what she told me? No. I didn't hear anything. Tell me. I don't know what happened to me. I heard it 3 times. 3 times. My job is to ask questions. What is my job? My job is to focus on listening. I ask questions. I express my feelings. I'm so excited about what she told me. After 2 weeks, I didn't call her. I told her I was busy. I had a job interview. She came to the hotel and hugged me. I said, Oh my God, I'm pregnant. Thanks to my talent, I got a wife. 8 things are very important. You have to learn these 8 things. There are some rules I want to tell you. First, on a technical level, I suggest you try to spend 80% of your time on listening. 20% of your time on speaking. In speaking, there are only 2 things. First, asking. Second, expressing empathy. Do you remember the question, 5W1H? Do you remember? What is it? 5W1H? What? Where? Who? When? Why? How? What does it mean? Whatever she says, I will choose one of those 6 words and create the content. When I went to that place, I went to this place. Oh, really? What is that place? When I met this man, Oh, really? Who is that man? I have been following him for years. What exactly is he? When? What? When did it happen? How? Whatever she says, I will choose one of those 6 words and create the content. So, the problem is to expand the topic. To expand the topic, people have to act to speak. The information keeps coming out. So, I create this topic without limit. And I sit down. Oh, really? Why? These are the basic expressions of empathy. So, when we listen to each other, we can talk about some things that we can do to show our empathy. Focus. Close your eyes. Don't look at the right person. Don't look too much. Close your eyes. Look straight ahead. Don't look back. Look at each other. Focus. Very good. When you are calm, it's like you are excited. Very good. In short, you have to listen with your whole body. I don't need to explain this in detail. I just want you to pay attention. Really listening is different from you finish talking and it's not my turn. Do you understand? We wait for others to speak. When it's my turn to speak, my state is different. But when I listen carefully, I listen with my whole body. My body will be different. When people feel that I am very careful, they will be more and more interested. That's it. That's the technique. Next. Content. In short, there are only two main topics. One is the customer and the other is you. One is the customer and the other is you. According to you, where do we need to focus? Where? Forget the things that are related to you. At least in the first 5-10 minutes. Don't say anything that is related to you. Yes. Don't say anything that is related to the topics that the customer is interested in. Don't talk too much about yourself. It doesn't make sense. Based on a simple psychology, all people are selfish like each other. Do you believe that? It means that we care about ourselves first and we will care about others. Do you agree? If I give you a picture of you taking a picture of a 12-year-old girl. Do you have a picture of her? Yes. Which one do you like? This is the highest level of psychology. Next. We all like to talk about things that are related to us. And we talk about things that are related to you. So you need to create an opportunity for them to talk about everything that is related to them. My strategy is very simple. I tell her about my concerns. I tell her about what I like, what I love, what I hate. I tell her about my habits. I tell her about my friends, I hate this one, she's so annoying. She's just like everything else in the school. She's not helping at all. So, you should focus on the things that the class cares about.