摘要
In most cases,a salesperson will resort to two ways of communicating with their customers-one is the explicit way,with the topic focusing on the product itself,and the other is quite implicit,with the topic totally unrelated to the product.The explicit way is the main channel,which determines the success of your marketing strategies,and the implicit way is the psychological one,which determines how far you can delve into the inner world of your customer.
销售员和客户的沟通,往往走两条路线:一条是明线,谈论的话题围绕产品;另一条是暗线,谈论的话题和产品无关。明线是主线,它决定着你营销行为的走向;暗线是心理线,它决定着你对客户内心世界的探索面积。只有两条线都走好,才能在最短的时间内完成交易。那么,暗线要围绕哪些话题去走呢?两个字--八卦。
