冷读术洞悉客户

如果我们知道客户心里在想什么,通过建立信任感让对方从感情上接纳你,接下来的交易就水到渠成了。你若有机会和客户一起用餐,不妨使用冷读术中的“杯子测量法”。你把自己的杯子和客户的杯子放得很近,然后观察对方拿起杯子喝完之后再放到哪里:如果放在你杯子的旁边.

沟通中的“冷读术”

日本作家石井裕之曾经写过一本轰动世界的心理学著作《冷读术》。这本书主要介绍如何与别人建立良好关系的沟通技巧一一特别是那种初次相识的人。简单概括,“冷读术”讲了两点核心内容:了解对方的心意和建立信任关系。

Small Talk Is a Big Deal in Business

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.