How To Look At Customers' Faces?

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Former US President Reagan often tells such stories to his subordinates.

On a Sunday, a young priest began his first sermon in his life, and his heart was very excited.

But the situation was not as good as he expected. The whole church sat alone, and it looked empty.

So the priest was very disappointed and asked the man, "what do you think I should do?"

The man replied, "I am not sure. I am just a cattle raising person.

But if I have only one cow in my ranch, I will feed him. "

So the priest went to the rostrum, then began to preach, and enthusiastically told the speech he had already prepared.

After he finished, he asked the man, "how do you feel?"

The man replied, "I'm not sure. I'm just a cow.

But if I find that there is only one cow in the ranch, I will not put all the feed into it.

The above story tells people that when you communicate with others, you must carefully observe the reaction of the other person, and determine your next strategy according to the reaction of the other person, otherwise you will do nothing.

In terms of sales, sales staff must pay attention to the reactions of customers and take corresponding measures to respond to customers' reactions in the process of communicating with customers. If sales personnel do not make any preparations in this respect, they will be caught off guard when meeting objections, dissatisfaction and rejection from customers.

Therefore, a good salesperson will carefully observe the reaction of customers, pay attention to every move of customers, understand customer's demand signals and purchase tendency, and take corresponding countermeasures to increase the chances of successful trading.

Customers react differently when communicating with customers face to face.

When customers constantly ask questions, they show that customers are highly interested in your products or services. You only need to give professional explanations to the questions so that customers can get satisfactory answers.

On the contrary, it shows that customers are not interested in your products or services.

Judging whether a client is attentively listening to you can be judged from his eyes.

If the eyes of your customers look at you or products with your instructions, they are interested in the products. If the customers' eyes are floating, then they will not care about you or your products, and the degree of concern is low.

In addition, if customers put forward various conditions, such as bargaining, asking for gifts, asking for extension of shelf-life, this is a clear purchase signal, and customers should grasp the timing of the paction.

If the customer does not make any request for your presentation and paction price, it means that the customer has no intention of closing the deal.

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After understanding the reactions of customers, salesmen should adopt flexible techniques according to the actual situation and respond to different customers' responses.

(1) deal with customers' questions about products.

Putting all kinds of questions on products is a response to most customers before buying products.

In the face of all kinds of queries put forward by customers, salesmen should be confident, and at the same time, have to correct their attitude, convey good credit information to each other, produce authentic evidence that can prove all kinds of advantages of products, and then negotiate on the basis of different opinions put forward by customers.

Of course, customers sometimes question that they are just an excuse for other problems. For example, customers say the quality of the product is not good, but in fact, he is more concerned about the price of the product.

So we need to find out the real concerns of customers, so that we can effectively solve customer queries.

At a fair, a customer who wanted to buy a refrigerator pointed to another booth not far away, and said to the salesperson, "the refrigerator with the brand name is the same type and the same size as your refrigerator, but its refrigeration speed is faster than yours, and the noise is smaller than yours.

The salesperson replied, "you are right, our refrigerator noise is large, but it is still within the national standard, and it will not affect the life and health of your family and your family.

Our refrigerators are slow to refrigerate and consume much less electricity than * * cards.

Besides, our fridge is much cheaper than the X card, and the warranty period will be 6 years or on-site maintenance. "

After listening, the customer showed a satisfied look on his face.

(2) dealing with customers' direct refusal

Direct rejection by customers is a common situation for salesmen.

To deal with such a client, the most important thing is to clarify the request of the other party before communicating, and then point out the request of the other side in the most concise way.

Of course, you should always keep the closest smile and the most considerate service. As the saying goes, "don't laugh at your face," you may treat your customers well when you have a very good attitude towards customers.

If the customer says, "I don't have time!" the salesman can say, "I understand, and I'm always short of time.

But if you only need three minutes, you will believe that this is an absolutely important issue for you.

If the customer says, "I'm not interested!" the salesperson can say, "yes, I fully understand."

You will not immediately be interested in something with no information or belief in your hands, and doubts are natural.

Let me explain for you. What time do you fit in? "

(3) respond to customers who do not respond.

Experienced salesmen know that customer refusal or questioning is not the most frightening thing, because sales staff can grasp certain information according to their response, and help to expand the next step.

But if the customer has no response, no words, no expression on the face, salesperson will not be able to grasp the information of further action.

In the face of customers' no response, salesmen should not continue to introduce products. Instead, they should try to guide customers to participate in communication activities by asking questions or expressing intimacy. As long as customers are involved, the next step will start.