登录查看更多内容

How can you use the liking principle to build relationships with customers?

由人工智能和领英社区提供技术支持

The liking principle is one of the six principles of persuasion identified by Robert Cialdini, a renowned social psychologist and author of Influence: The Psychology of Persuasion. It states that people are more likely to say yes to someone they like, trust, and relate to. This principle can be very useful for salespeople who want to build rapport and loyalty with their customers. In this article, you will learn how to use the liking principle to improve your sales performance and customer satisfaction.

此文章中的业界达人

由社区从 4 条内容中精选。了解更多

1 Find common ground

One of the easiest ways to apply the liking principle is to find something that you and your customer have in common. This could be a shared hobby, interest, background, value, or goal. By showing that you have something in common with your customer, you create a sense of similarity and connection, which increases trust and likability. You can find common ground by asking open-ended questions, listening actively, and doing some research on your customer before the sales meeting.

添加您的观点

Santosh Venkat

Connecting sales and human behaviour | Certified Persuasion Expert
举报内容
Finding commonalities & similarities with the client has become easier in today's world through the help of social media. One can always be prepared before a client meeting with a list of common hobbies & interests. Discussing about them before getting down to business can create a huge impact on the outcome of the meeting!

已翻译

赞
Katie B.

CEO & Founder @ GR8 3V3NTS& GMGT Innovator, Disruptor | Certified Social Media Expert, Law apprentice and international relations and Law Postgraduate student
举报内容
People like people who are like them!!! Mirroring their body language is one quick way to establish rapport. Once you got that under your belt you can pretty much negotiate your way round to absolutely anything

已翻译

赞

2 Give genuine compliments

Another way to use the liking principle is to give genuine compliments to your customer. Compliments can boost your customer's self-esteem, make them feel good, and create a positive impression of you. However, you have to be careful not to overdo it or sound insincere. Your compliments should be specific, relevant, and sincere. For example, you can compliment your customer on their achievements, their choices, their style, or their personality traits.

添加您的观点

3 Show empathy and understanding

A third way to use the liking principle is to show empathy and understanding to your customer. Empathy means putting yourself in your customer's shoes and trying to understand their feelings, needs, and challenges. Understanding means acknowledging and validating your customer's perspective and concerns. By showing empathy and understanding, you demonstrate that you care about your customer, that you respect their opinions, and that you are on their side. You can show empathy and understanding by using reflective statements, expressing sympathy, and offering solutions.

添加您的观点

Pincus Schiff

Co founder at FRIDAY ?? | Foodie ?? | Watch enthusiast ?? | Husband/Father ??
举报内容
One of the most effective techniques I learned when it comes to understanding customers is mirroring, from Chris Voss's book "Never Split the Difference." I constantly use it on sales calls. Pay close attention to what the customer is saying. When they make a statement or express a concern, use mirroring to repeat or paraphrase their words to show that you are actively listening. For example, if a customer says, "I'm looking for a product that's easy to use," you can respond with, "You're looking for a product that's user-friendly." Match Their Tone and Pace, and Reflect Emotions.

已翻译

赞

4 Use humor and positivity

A fourth way to use the liking principle is to use humor and positivity in your interactions with your customer. Humor and positivity can lighten the mood, break the ice, and reduce tension. They can also make you more memorable, likable, and approachable. However, you have to be careful not to use humor and positivity inappropriately or excessively. Your humor and positivity should be appropriate for the context, the audience, and the situation. You should also avoid sarcasm, jokes that might offend, or false optimism.

添加您的观点

5 Reciprocate favors and gestures

A fifth way to use the liking principle is to reciprocate favors and gestures from your customer. Reciprocation is another principle of persuasion that states that people feel obliged to return the favor when someone does something nice for them. By reciprocating favors and gestures from your customer, you show that you appreciate their kindness, that you value their relationship, and that you are willing to help them. You can reciprocate favors and gestures by sending a thank-you note, offering a discount, providing a referral, or giving a gift.

添加您的观点

Santosh Venkat

Connecting sales and human behaviour | Certified Persuasion Expert
举报内容
Reciprocation is very underestimated. It involves something beyond favours, gifts & concessions. Reciprocation involves kindness, empathy & genuine friendship, which is beyond business.

已翻译

赞

6 Be consistent and authentic

A sixth way to use the liking principle is to be consistent and authentic in your communication and behavior with your customer. Consistency and authenticity mean being honest, reliable, and transparent with your customer. They also mean being true to yourself, your values, and your brand. By being consistent and authentic, you show that you are trustworthy, credible, and professional. You also show that you are not trying to manipulate or deceive your customer. You can be consistent and authentic by keeping your promises, admitting your mistakes, and being respectful.

添加您的观点

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

添加您的观点

Sales

+ 关注

给文章评分

我们借助人工智能创建了此文章。您认为这篇文章怎么样？

很棒不太好

举报此文章

查看全部

How can you use the liking principle to build relationships with customers?

1

2

3

4

5

6

7

1 Find common ground

2 Give genuine compliments

3 Show empathy and understanding

4 Use humor and positivity

5 Reciprocate favors and gestures

6 Be consistent and authentic

7 Here’s what else to consider

Sales

给文章评分

感谢您的反馈

更多Sales相关文章

更多相关阅读内容

How can you use the liking principle to build relationships with customers?

1

2

3

4

5

6

7

1 Find common ground

2 Give genuine compliments

3 Show empathy and understanding

4 Use humor and positivity

5 Reciprocate favors and gestures

6 Be consistent and authentic

7 Here’s what else to consider

Sales

给文章评分

感谢您的反馈

查看其他技能