How Do Salespeople Understand Customer Psychology?

Bill Clinton: what information does his hand reveal when he is admitted to an extramarital affair? Johnny Depp: what does his charming eyes say? Jennifer Aniston, from her chin, can see Brand Pitt's marriage change. Crack body language, read the mind at will, why customers buy? How can customers buy? These two seemingly simple questions test the wisdom of business leaders and salesmen.

Observe the line for 3 seconds and see each other's psychology.

Psychology is probably the most widely used theme in modern life, because in fact, human life is primarily supported by human psychology and behavior.

Regardless of life, clothing, food and shelter, human life, or work in the human life, can not be separated from psychology, all need psychological knowledge and help.

The aspects involved in psychology permeate all fields.

Today, Tan Xiaofang, a famous marketing expert, shares with you the application of psychology in sales.

Sales, yes.

As far as I know, almost every salesperson is a psychologist. There is a certain level of psychological research on customers.

The key point of sales is to establish trust. The premise of building trust is to study the psychology of customers, understand the real mentality of customer psychology, and then solve customer problems to meet customer needs and achieve the purpose of paction.

Sales success comes out of rejection. What is the real reason for customers' refusal? If we want to find a real resistance point, we need to understand the psychology of our customers.

If we want to understand the psychology of our customers, this is a profound knowledge. We need to study consumer psychology slowly. We need to pay attention to details and we need to have a thorough understanding of our customers.

Sales is the interaction between salespeople and customers.

The highest level of sales is not to push the product out, but to lead the customer in. The so-called "lead" comes in, that is, let customers take the initiative to buy.

It can be said that sales is a psychological game, who can control the hearts of customers, who can become the king of sales! In the process of sales, appropriate psychological strategies can help salesmen succeed, maximize the efficiency of sales behavior, and create outstanding performance.

A gold medal salesperson will not only sell products unilaterally to customers, but stand on the client's position to help customers buy products.

His words and manners convey the message to his customers that he is seeking benefits for his clients, rather than his purse for emptying customers.

To achieve this level.

It is not enough to sell blindly, and we should seriously try to understand the psychology of our customers.

Understand customer preferences and needs.

The breakthrough point was found.

Psychological manipulation can tell you how to control the customer's mood, defuse the customer's conflict, and how to judge the true idea of the customer.

So happy to conclude the paction!

Tan Xiaofang, a famous marketing expert, sells the psychology of sales (training for sale psychology, please contact 13733187876). It not only systematically introduces the psychological knowledge of the consumer's psychological process, personality and psychological characteristics, needs and motivation, attitude and other related psychological knowledge and corresponding selling strategies, but also puts forward effective suggestions, principles and methods for dealing with the problem. The so-called mind attack is the highest level of communication between the country and the people. In the enterprise, sales are everywhere, including the needs of others, the company and products, and the full understanding of each other's needs, which is the key to achieving our goals.

The so-called "attack the heart" is about how to know each other and understand each other.

What we usually say is understanding and understanding, but we only stay on the surface experience, but do not know that every individual has different thinking modes and habits, and these are determined by everyone's personality. Therefore, it is far from a goal to use a general sales model.

Sales psychology, however, starts from people's temperament, character and interest, finds out different places, and then understands a series of psychological activities in the process of consumption according to different types to help salesmen work better.

First of all, the combination of psychology and sales can give us a lot of useful inspiration.

A study shows that only 7% of human emotional communication is achieved through language. 37%, emphasis is placed on speech; and 56% is totally independent of words.

Therefore, more than half of the charisma of leadership is actually a "silent outcome".

"Many theories do not fully recognize the role of very critical values," says Burns, the American researcher. "The basic subconscious things can become conscious things," and he said, "Mao Zedong's real talent is to understand the feelings of others."

Abraham Selznik, another psychologist, said: "leaders can agitate the employees' emotional world".

Another psychologist, David Makrand, said in the power: internal experience, in the face of attractive leadership, employees will become "mentally uplifted and strong minded, and they feel stronger."

Matthew Shiv, the famous hypnotist, said the argument of "trigger of the heart", what is the "trigger" of the customer? How can we start the customer's "trigger"? Is it really that customers do not care what we say or do, or do we really not find the right way and direction?

What needs to be explained is that sales itself is a process of communication. What information you send will get information. The key point is that the information you sent may be different from what you think it is, because only the customer receives is truly effective.

So how can we ensure that we can give our customers truly effective information that can affect their customers? Teacher Tan Xiaofang's customer psychology training course will help you. You can also use this action to guide maps to find the most effective way and way of sales, and no longer will cause "casualties" on the rocks.

For example, for a pet product company trained by Mr. Tan, for example, for the sale of the pet industry, you should know that there is a big difference in the basket between cats and dogs. Do you believe that if you master the difference between cat owners and dog owners, even if they do not buy cat food or dog food, you may distinguish them, do you believe it? {page_break}

That's the reality.

From a psychological point of view, cat owners and dog owners often belong to two very large living groups.

People who love cats usually think more than actions, imaginative and curious, temperate, and easy to change their minds. They like to live in seclusion. They usually enter the store on weekends, and later, because they easily get out of bed.

People who love dogs usually appear to be energetic, optimistic, enterprising and responsible, but they are also more easily satisfied because they may come to the supermarket early in the morning or take a walk with their pets at dusk, and the frequency is relatively high.

Finally, there is a big difference between the shopping basket of these two groups.

At this time, although there are no cat food products on some shopping tickets, but through other cat owners who love to buy goods, they can promote these cats.

No matter how it is analyzed and operated, the purpose is the same: in the right time and at the right place, with suitable display, recommend suitable products to the right customers.

When we sell a product to a customer from an initiative (rather than a customer's initiative to ask or buy), and when the customer makes a purchase decision, the customer usually experiences four psychological stages: rejection period, acceptance period, repetition period and identification period.

Under normal circumstances, it is only through these four stages that a paction can be concluded.

According to Tan Xiaofang, according to the different mentality of our customers, our corresponding strategies and attitudes should also be different, as follows:

1. Exclusion period

In a market environment where supply exceeds demand, there is no shortage of sales pitch. When customers encounter salesmen to sell goods to us, the first response is the person who wants to pick up my wallet.

On the other hand, if customers are actively asking or planning to buy a certain commodity, there is little such rejection mentality and the paction is easier to achieve.

This is the consumer psychology of consumers created by the contradiction between supply and demand.

2. Acceptance period

At this point, customers are basically in need and interested. At this point, what we should do is to introduce the advantages of the product as far as possible, and constantly combine the actual needs of the customers to tell the benefits that the products can bring to the customers.

We need to analyze which advantages are what customers want, emphasizing these, not all, and other advantages.

Tan Xiaofang said, because only the product that you talk about is the most desired product of the customer, so the customer will think the product is more suitable for him.

On the contrary, everything is said, too much to introduce some functions and interests that customers do not need or do not care about, which will make customers feel that this product is not very suitable for themselves.

3. Repeated periods

Before customers decide to buy a product, they will produce psychological repetition. The larger the rational commodity is, the more often they will be stuck at a certain point. They will not continue to make progress. You will not give in and customers will not give in. Usually, the result of stalemate is that customers are beginning to give up the idea of giving up buying, and many of the chances of the paction are lost in this link.

4. Closing time

At this point, customers basically have a 80% purchase tendency, but at the same time, there is a psychological factor in buying. That is, when customers want to make a purchase decision, they will feel uncomfortable because they will lose the chance to choose. At this time, they usually compare the instinctive instinct with the substitute goods or hesitate to buy.

"Heart!" do you know your own psychology? Can you grasp the psychology of your customers? "Do you know the psychological skills in communication?" no matter what kind of person you belong to, salesperson or sales manager, we all need to understand "psychology". Don't miss the classic course of sales psychology, which is teacher Tan Xiaofang, you will gain a lot.

In a word, Mr. Tan thinks that psychology is related to sales, psychology and marketing, psychology and management, psychology and economy, psychology and business efficiency.