Вы слышите? Возможно, вы только слушаете?!..

Не знаю, как для вас, но для меня разница между «слушать» и «слышать» оказалась огромной.

И почему раньше со мной люди не хотели работать? Странно)))

Отдыхать – да, дружить – да, веселиться – всегда пожалуйста! Но не сотрудничать, вести дела, строить бизнес.

Я их НЕ слышала! Слушала, внимательно слушала, не перебивала, но не слышала.

Поразительно!

Человек возражает не потому, что ему не нравится ваше предложение, а потому, что хочет посмотреть, как вы отреагируете на его возражение.

Пример:

— Дорогой, мне нужно четыреста долларов.

— Не дам.

— Хорошо, – повернулась и спокойно пошла в свою комнату.

Через 5 минут дорогой заходит в ее комнату и спрашивает:

— Зачем тебе четыреста долларов?

Когда мой бизнес-тренер разговаривает с людьми, он только задает вопросы, а сам отвечает очень коротко и молчит, глядя на собеседника.

Живые переговоры

С целью поднабраться опыта я напросилась присутствовать на переговорах, которые проводил тренер.

Это было что-то!

Я чуть не подпрыгивала на стуле от желания вставить свои пять копеек. Ну, как он так держится?

Вопрос о продукте – короткий ответ и приглашение посетить презентацию.

Вопрос по бизнесу – несколько фраз, цифры, факты и приглашение на обучающий семинар.

Возражение – никакого парирования(!), он соглашается и снова задает вопрос. Клиент сам отвечает на свои вопросы. Тренер только слегка подталкивает, направляет, наводит на мысль.

Это невообразимо!

Горе от ума

После первых переговоров я была уверенна, что никогда ТАК не смогу. Я знаю о продукте все, знаю о бизнесе многое, столько хочу рассказать о компании и партнерах! Только дайте, только спросите! Я щас тут вам такО-Ое расскажу! Про возможности, про гарантии, про риски, про то и про это… ха, вы столько не знаете!

А надо молчать и слушать… ужас.

А тренер говорит: ты должна узнать и показать собеседнику «зачем это надо ему», а не «почему это нравится тебе»!

Но как же трудно держать себя в руках!!!

Представляете, клиент вам выдает возражение, о котором вы только вчера прочитали в обучающей книге. Ну, как не подпрыгнуть и не заорать: «А-ааа, попался! Я знаю-знаю, что тебе ответить! Получи, фашист, гранату!»

Оказывается, когда клиент говорит, что у него нет денег, он просто хочет, чтобы вы показали ему, как это для него важно/выгодно/полезно/просто необходимо/как он вообще без этого продержался так долго.

Причем, он сам вам все расскажет, нужно просто грамотно его спросить.

Думать о нем, а не о себе!!!

Даже если ты красавица, умница, спортсменка и комсомолка.

«Лично я люблю землянику со сливками, но рыба почему-то предпочитает червяков. Поэтому, когда я иду на рыбалку, я думаю не о том, что люблю я, а о том, что любит рыба»

Дейл Карнеги

Недаром вот уже третье поколение читает его книги!

Повторюсь, но это ведь поразительно – в 85% случаев собеседник высказывает возражение не потому, что он с вами не согласен, а потому, что хочет посмотреть, как вы отреагируете на его возражение.

Издеваются, да?

В других случаях клиент просто выдумывает возражения, чтобы набить себе цену. Он же не может согласиться на ваше предложение сходу, даже если оно ему и понравилось.

В любом случае КЛИЕНТ ВСЕГДА ПРАВ! Всегда соглашаться. Никогда не спорить. Не возражать. Не давить интеллектом или осведомленностью.

Окажетесь умнее – получите раздражение и скрытую досаду, глупее – снисхождение, переходящее в презрение.

Оно вам надо? Контракта точно не будет.

В бой!

Через несколько дней я решила попробовать эту тактику в деле.

Думала, что взорвусь, лопну от напряжения и желания перебить и высказать все!

Особенно трудно было заставить себя сказать заученную фразу «правильно ли я поняла?» и повторить возражение собеседника другими словами.

А ответить «вы совершенно правы!» на абсолютно нелогичное заявление, а потом «я тоже думала так раньше, давайте посмотрим с другой стороны».

Или сделать над собой усилие, чтобы ехидно не улыбаться, когда человек выдает стандартное возражение прямо из учебника!

Я вспотела четыре раза!

И получила контракт!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

Это невообразимо.

У меня разболелась голова, все тело ломило так, будто я поле вспахала, но я была так счастлива! У меня получилось! Сработало!

Это было чертовски тяжело, но оно того стоило!

По дороге домой я орала, высунувшись из машины.

Хочется свернуть горы и заработать миллионы. Я понимаю, что не каждый раз будет получаться, но от этого вкус победы будет еще слаще.

Еще я вижу, что мне работать и работать над собой. Не думала, что настолько тяжело держать себя в руках. Всегда считала себя уравновешенным человеком, воспитанным, тактичным.

Но почему-то посреди переговоров меня так и подмывало выйти из комнаты, покричать, попрыгать, помахать руками и спокойно вернуться.

Ладно, будем работать.

Аппетит приходит во время еды, а азарт во время игры… )))

Ну что, сыграем?

49 Комментарии

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