[China Glass Network] Description: In most cases, customers will not take the initiative to express purchases. But if they have a desire to buy, they usually unconsciously reveal their purchase intentions and show them through their language or behavior. This information indicating that it is likely to take a purchase action is the customer's purchase signal. How do we identify the customer's purchase intention?
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Although the purchase signal does not necessarily lead to purchases, the salesperson can use the appearance of the purchase signal as a favorable opportunity to procure the purchase agreement. The customer himself is often reluctant to admit that he has been convinced by the salesperson, but by telling the salesperson that he can do business with him by issuing other suggestive signals. Therefore, the identification and confirmation of the customer's purchase signal requires the salesperson to have good judgment. Sensitivity with occupation.
Although the network technology is now developed and the market information asymmetry of goods is greatly reduced, there is still nothing that can replace the salesperson's identification of the customer's purchase signal. So how do customers reveal their buying intentions?
The purchase signals sent by customers are various. We generally identify the purchase signals from three aspects. It is also the three ways for our salesperson to identify the customers to buy signals: listen to their words (including words and voice intonation), and observe them. Go and see the situation.
1, from the language signal to identify its purchase signal.
When a customer raises and begins to talk about the use of the product, accessories, methods of use, maintenance, price, competitive products, etc., our salesperson can assume that the customer is issuing a purchase signal, at least indicating that the customer is interested in the product. Ask the details of the house when the customer buys a house. The customer asks if the home appliance contains details of the home, which is the signal that the customer sent the purchase before.
If the customer does not want to buy, the customer will not waste time asking about the details of the house. If the customer then continues to ask about the price of the house, and can bargain, such as "can the price have a certain discount", "what is the discount?" This is a language that requires price reduction for various reasons, that is, he again issued a purchase signal. At this point, the customer has compared the benefits of the product with its ability to pay.
If the customer continues to ask about the after-sales service details of the house, this is the third time he sends a signal for the purchase.
If the customer continues to ask for the details of the payment, this is the fourth time the customer sends a purchase signal.
When the customer asks questions about the signing period and after-sales service, it may be a good time to sign the contract immediately. As a salesperson, it is important to keep in mind that the more questions a customer asks, the greater the chances of success. The customer's question is the purchase signal, especially when the customer listens to the salesperson to answer the question and shows a serious look.
2. Identify the purchase signal from the action signal.
Once the customer has completed the product understanding and emotional process, it will show a completely different action when the salesperson introduces the product. If you change the product by hand, carefully review the product, and actively introduce the salesperson to the person in charge or other supervisors. If the original dynamic changes to static, the customer suddenly puts down his work and listens carefully to the salesperson's introduction.
If the customer's actions are changed from unilateral to multi-faceted, the customer has just promised to try only one product, and now requires a full set of products. For example, the customer suddenly changes a sitting posture, subconsciously raises the teacup, subconsciously fiddles with the pen, eyes staring at the manual or sample, the body is close to the salesperson, etc., and the customer's reception attitude to the salesperson is obviously improved, and the reception grade is obviously improved. Our sales staff should be good at capturing the changes in the customer's movements, because this is the unconscious exposure of the customer's purchase mentality changes.
3. Identify the purchase signal from the customer's expression signal.
People's facial expressions are not easy to predict, and people's eyes are sometimes more difficult to guess. But the salesperson can still read the purchase signal from the customer's facial expression. Such as changes in the eyes: the eyes turn from slow to fast, the eyes glow, the eyes are stunned; the crotch is relaxed; from the biting of the teeth or the escaping to the facial expressions are clear, lively and friendly; the emotions change from indifference, doubt, deepness to nature Generous, easygoing and kind.
Customers always like to use body language to express their own interest in the product. These changes in body language require the salesperson to be very focused from beginning to end, just like the open radar, constantly scanning for the appearance of the purchase signal.
This is why many salespersons with "less words" perform well because they introduce products while observing customer changes; because they ask questions, get time and energy to observe customers' "word language, body language" Change, capture the appearance of the purchase signal.
The customer is very happy, the customer invites our salesperson to drink tea, etc., all of which are the purchase signals issued by the customer. At this time, the salesperson makes a request for the skill and politeness of the transaction, and the general transaction rate will be large. If the customer sends a purchase signal for 2-3 consecutive times, and the salesperson is indifferent, the customer no longer sends a purchase signal because he feels that our salesperson is not interested. There is no difficulty in sales, I am afraid of people. As long as you have the heart to identify the customer's purchase signal, and enter the stage of agreement at the right time, the success rate of sales will be high.