Became a result of business impact Like Gwangchang, easily We should all pray to God every time. “O Lord Please help me close my mouth tightly until I Knowing what to talk about … Amen. “ There are many times That I would slap my mouth Because like not talking Stopped despite seeing that The person who doesn’t listen carefully listens, probably because at that time I Only focused on what he had to say And was too talkative Until I forget to think that Pair of thick pine, not under, pay attention to listen at all a little ((.. In order to be able to foresee the mind of others Doing is not difficult at all. Give him the opportunity to speak, otherwise we will never know what he thinks.
What comes to mind Past experience taught me that In conversation with anyone, should open The opportunity for him to speak first. And when I am Madras speaking, there will be information Trustworthy And will make the listener interested in what I say as well In fact, no one wants to see others. Show off, show off, show off, shit or cut off. While we were speaking Or someone who likes to pretentious Like what we say Before we speak You probably know that these people Like to act long-mouthed and pretentious
For this reason, I was chest with Ai. If this happens again when speaking And he doesn’t listen, I will stop talking even if I still don’t speak Which replaces other listeners Would hate or angry me, instead I think I gave On the thought that I gave them more honor than the number I stopped my talk 9 times. From a total of 10 talks I know what the audience wants to say to me. Or want to show if I don’t open The opportunity for him to speak already The atmosphere won’t improve even though the story he To say that it may not contain any content at all. Examples of this story What I want to play is Al, one of my salespeople Took me to meet Mr. Francis Industrialist neal The production of large-scale paper that began life as an employee.
Important in sales work Overlooked A few years ago I traveled to lecture in the coastal cities with Mr. Dale Carnegie lived for 6 full months. Each week The two of us have taught for 5 consecutive nights. There were participants. Hundreds of people who want to improve themselves in negotiations to communicate. With others, each of whom comes from a variety of jobs and careers, such as department employees Administrative teacher Business company executive Contractor, contractor and Salesman etc. I’ve never walked out to lecture like this before. But it is fun and gives Taste for life, not less Upon returning home I was inspired to continue with 2 more things. Together is the life insurance sales work that is being done and talk talks Different experiences In traveling to lecture at some time ago The first person I arranged to meet with was the managing director of a food trade company. In the city of Philadelphia Pia Which I have quite a good familiarity He seems to be happy to meet with me. When I sat in front of him, he extended Chikarma Gives
The opportunity is open to me. I have to explain to him that Life insurance This time, he was able to protect the damage that could occur to him and his two sons. Simultaneously Me and him then jointly plan life insurance. That covers everything Regardless of who will die before or after in the future, ultimately from this client, only Zhang I have a premium of up to $ 3,860. Why do I have to ask him like that? Not because I was wondering why His answer. I know very well that his first denial is reasonable. Nothing suspicious I personally believe and agree with him too.
“The first is the reason to listen and the latter is The real reason “
From the detailed information that I have collected for many consecutive years
Was able to prove what Mr Morgan said in all respects
So I started to experiment with finding a way to find these two reasons.
What it is, but then I found a short sentence That help create work
To male and increase my income incredible Despite it being a normal word
That is used every day Not any profound jargon at all
That sentence is “and … what more?”
Let’s see how these sentences helped me.
Many years ago I used to persuade businessmen and owners of carpet factories.
Big one To have life insurance, including 3 people, namely owners, managers and
The first two agreed to it. But the third person doesn’t want to do it Importantly, he is very old.
And the ears are also tight Every time that I gave out He will always object to the argument.
More details about life insurance too He didn’t understand what I was saying at all.
One morning while I sat to eat breakfast I saw the announcement.
The death of the said elderly businessman As soon as it was finished I told myself
That it’s time for me to go back and sell insurance with these business people again
A few days later I called the appointment of the production company chairman.
The rug is so loud to request to meet again. Because they are familiar And do some business
Together with him before
When I arrived and walked into the office Noticed that he appeared to be
Not fresh and clear And friendly as before
When I sat down he stared at my face. Then said
“I guess you came to me this time Will talk about life insurance, right?
I have collected information from more than 5,000 customers that I met for sale. The Dharma Department of Life has come to believe that Why did he buy it and why did he reject it? The numbers clearly show that finding arguments is important. Up to 62 percent customers refused to buy. And taking various reasons To claim, which is not the true reason at all The other 38 percent give me real reasons that they don’t buy Why is that so?
It is not exactly what the numbers clearly indicate. Because each customer Are all famous people who lead trust But why did they not give the information that True, why not refusing to buy life insurance policies? Which is not a broken throat What’s wrong? Where? I spent time analyzing these detailed data to find the answer but It’s been a long time since I was most pleased. J. Peerpon Morgan, a businessman
Ingenuity in the past Once said that “People tend to have two reasons.
The interlocutor was more pleased to speak and listen. And made me feel anxious
Less when speaking wrong things as well because knowing that they are at fault whenever
That I think I was right Would not mean that he was at fault But will try to convince himAmenable to the correct opinion. “
This method Not difficult And can be used effectively as welI therefore started using it since then. And effective Just cut the wordsSomething appropriate for each occasion. I still feel
Sorry to always tell people that”I disagree with you because … come many times in the pastThe words or sentences of Franklin saying that the evil spirit
“Do you think? …” has helped my conversation a lot like never.Think of it instead of saying something straight like an ax to destroy itWill create more enemies than make friends, for example If I were to tell you that
“We should not say anything that is too direct. But the lead will be set to The question is better. ”
Franklin recalled that he had received this idea from Socrates, the Greek philosopher.
In ancient times, 2,20 years ago by the thought and initiative of the method.
Ask questions in conversations with various people. Causing change like
Enormous in the following periods
Even more surprised when I discovered that in the time that Benjamin Franklin
Being a young man He doesn’t get along well with other people. Because he likes to argue and speak
Barua, Bashawan, Fak, and like to threaten, so there are teachers around
Later he studied the methods that Socrates has used since ancient times.
Used some, which worked and began to practice this way all the time
He wrote that