????了解這些信息后，就可以尋找“共同點(diǎn)”，再與客戶分享。如果沒(méi)有，也請(qǐng)不要偽造共同點(diǎn)。謊言終究會(huì)被識(shí)破。要建立共同點(diǎn)，真實(shí)才是關(guān)鍵。共同點(diǎn)的建立可以在私人會(huì)面時(shí)完成，例如午餐、晚餐，甚至一杯咖啡的時(shí)間。這并不意味著你需要帶著客戶出去喝到酩酊大醉！事實(shí)上，這些場(chǎng)合反倒很難與客戶分享經(jīng)歷。然而，通過(guò)一個(gè)真誠(chéng)的請(qǐng)求表達(dá)出你想了解他們的意愿，就能明確傳達(dá)出這樣的信號(hào)：你在乎他們，你想融入他們、了解他們。分享你的個(gè)人經(jīng)歷能夠轉(zhuǎn)變他們看待你的方式。

????學(xué)會(huì)將客戶信息整理出一份資料，并在每次會(huì)面或致電前回顧這些內(nèi)容。帶著對(duì)客戶的了解與之對(duì)話，這樣他們每次都能感受到，你并沒(méi)有單純地將他們視作交易對(duì)象，而且你們還擁有共通之處。這就是建立“默契關(guān)系”的秘訣，在默契的狀態(tài)下，兩個(gè)人很容易達(dá)到和諧之境。建立的默契越多，對(duì)方變成“上帝”的機(jī)會(huì)就越小。

????“人們?cè)敢夂妥约合矚g的人做生意，而且往往也喜歡那些與自己相似的人”

????——安東尼?羅賓

????5. 用心聆聽(tīng)，而不僅僅是給個(gè)耳朵。很多人都不會(huì)傾聽(tīng)。為什么？因?yàn)樗麄兌荚诿χ伎家f(shuō)什么，或準(zhǔn)備進(jìn)行辯解，或回?fù)?，或“證明自己的論點(diǎn)正確”。這是非常悲哀的，同時(shí)也幾乎是所有問(wèn)題的癥結(jié)所在。你可以把握和客戶在一起的一切機(jī)會(huì)，通過(guò)學(xué)會(huì)全心“聆聽(tīng)”客戶的要求，改變你的傾聽(tīng)能力。

????·注意他們的面部表情

????·聆聽(tīng)他們的語(yǔ)調(diào)

????·聆聽(tīng)他們的呼吸頻率

????·聆聽(tīng)情感

????·聆聽(tīng)更深層次的問(wèn)題和關(guān)注點(diǎn)

????·聆聽(tīng)對(duì)獲取幫助的請(qǐng)求

????·通過(guò)聆聽(tīng)尋找做出貢獻(xiàn)的可能性

????這種聆聽(tīng)方式需要練習(xí)，而且不管是誰(shuí)，只要愿意放下自我并且敞開(kāi)心扉去體會(huì)他人的全部，都很容易習(xí)得。練習(xí)的次數(shù)越多，就越容易做到。

????事實(shí)上，對(duì)他人產(chǎn)生影響力的最有力方式是聆聽(tīng)，而不是述說(shuō)。同時(shí)，在你述說(shuō)時(shí)，將聆聽(tīng)到的內(nèi)容反映到你的述說(shuō)當(dāng)中。

????As you learn these things, look for the “common ground” and share it with them. Don’t fake it or pretend you have things in common if you don’t. You will be found out. To establish Common Ground, authenticity is key. This can be done during personal meeting time such as lunches, dinners or even a cup of coffee. It doesn’t mean you have to take them out and drink with them until you pass out! In fact, on those occasions, very little is often shared. But a sincere request to learn more about your customer sends a clear signal: you care, you are involved, you want to know them as people. Sharing a personal story about yourself literally has the ability to transform how they see you.

????As you learn keep a file on them and review it before each meeting or phone call. Bring your understanding of them into conversations, each time reminding them you are a person that sees them as more than a transaction and that you have things in common with them. This is the secret of building “Rapport”--- a state where two people easily get into harmony. The more rapport you build, the less people act like “Lords.”

????“People like to do business with people they like. And, they like people who are like them.” Anthony Robbins

????5. Listen with Your Heart, Not Just Your Mind.Most people simply don’t listen. Why? Because they are too busy planning what they want to say, or planning to defend or hit back or ‘score a point.’ That is very sad and is actually the cause of almost all the trouble there is. You can transform your listening by learning to be fully “present” with your customers whenever you are together.

????? Listen to their facial expression

????? Listen to the tone of their voice

????? Listen to the rate of their breathing

????? Listen for emotions

????? Listen for the deeper issues and concerns

????? Listen for requests for help

????? Listen for the possibilities to make a contribution

????To listen in this way takes practice, and, it can be easily learned by anyone who is willing to put their own ego aside and just open themselves to experiencing the totality of the other person.The more you practice, the easier it gets.

????Listening is the most powerful way to gain influence with others, not talking. And, when you speak, let your speaking reflect what showed up in your listening.