Specific Opinion -- Signal Of Customer Paction

When customers produce certain

[one point through]

Whether it is in the process of formal sales communication with customers, or in other sales processes carried out by salesmen, when customers want to buy, they usually do not make prompt decisions because of some inner doubts. This requires salesmen to pay close attention to customers' reactions in the sales process so as to accurately identify the paction signals sent by customers, so that these can effectively reduce the possibility of paction failure.

Timely and accurate use of the customer's exposed signal to capture the paction opportunities must rely on the careful observation and careful experience of the salesperson. Once the paction signal is found in the sales process, it should be promptly captured and promptly put forward the paction requirements, otherwise it will be easy to miss the good chance of a deal.

When the customer has a certain purchase intention, if the salesperson carefully observe and seriously try to figure out, he can often find the paction signal from his (her) query of some specific information.

For example, they ask you some more detailed product questions, ask you about certain functions and usage of products, offer discounts, or ask you to respond to other old customers, ask for specific details of company's customer service, etc.

In specific communication or communication practice, different ways of inquiry are adopted by customers, but the essence of their inquiry can almost indicate that they have certain purchase intention, which requires salesmen to react positively to these signals.

Many sales people do not get the order, not because they do not work hard enough.

But because they do not understand the specific signals to capture customer pactions, they lack confidence in their presentation, always want to give the other party a better impression, but instead lost the opportunity to deal.

Let's take a look at the following example.

[case sharing]

Xiao Wang is a salesman of an accessory production company. He is very diligent and has good communication skills.

Not long ago, the company developed a new type of accessories, which has many performance advantages over the past accessories, and the price is not high.

Xiao Wang immediately contacted several of his old customers, who were very interested in the accessories.

At this time, a company just needed to purchase a number of such accessories. The director of procurement was very enthusiastic about Xiao Wang's sales and repeatedly consulted Xiao Wang about the situation.

Xiao Wang answered him in detail and patiently, and the other nodded.

The two sides talked for over two hours and were very happy, but Xiao Wang did not ask for the order from the other side.

He thought, the other side has not yet been thorough about their products, and should contact several times before placing the order.

A few days later, he contacted the other party again, and introduced some of the advantages which he missed last time. The other party was very happy and talked with him about the price and said that he would definitely buy it.

After that, the other side contacted Wang for many times and seemed very sincere.

In order to further consolidate customer's goodwill, Xiao Wang contacted each other again and again, and gradually established a good relationship with the principal person in charge.

He thought, "this list is pretty stable."

However, a week later, the enthusiasm of the other side gradually decreased, and later, the other side also found a few small problems in their products.

After nearly a month's delay, the list was so yellow.

Xiao Wang's failure is obviously not due to lack of willpower or improper communication, nor because of the lack of competitiveness of the product, but because he has not grasped the timing of the paction.

Too much pursuit of perfection, too cautious, let him miss the opportunity.

In fact, the product that the customer wants to buy is not the most perfect product, but the product that he likes, needs and is most interested in.

Once this product appears, the customer will show great enthusiasm. We need to see the response of the customer and ask for orders when the customers want to buy them most.

[teacher Zhang Chao]

The result of many sales communication failure is not because you failed to persuade customers to buy, but many times, customers have made the decision to purchase, but you failed to find out the signals they sent in time. As a result, a good turnover machine will be easily missed by you.

So, how do we know when it is time to deal? There are many customers buying signals, but there are few direct statements. This requires salesmen to observe and grasp these suggestive language actions, so as to facilitate the rapid progress of pactions.

The following are some of the signals of the paction:

1. customers comment on your product (whether positive or negative) or your eyes are always following your product.

2. ask others' opinions or opinions: "what do you think of it?" "how is it? OK?" this is looking for identification. Obviously, his mind has already agreed.

3. suddenly began to beat the price or bring up trouble with the goods. This seemingly objection theory is actually a last resort for him. Even if you don't give him a price cut and do not explain more about the so-called defects of the commodity, he will promise you.

4., you can praise other companies' products and even list the names of commodities. This is like the absence of silver in. Why do they spend so much trouble with you since they are so good?

5. inquire about the mode of paction, the time of delivery and the terms of payment.

6.. The other party asks about the market reaction, quality assurance period, after sale service and so on. It's very simple. If he doesn't want to reach the agreement at all, why should he pay so much attention to these questions?

Although there are many signals to buy, as long as we grasp the general law, we can seize the opportunity and facilitate the paction.

[teacher Zhang Chao: Essentials of effective communication science]

5 points for successful acquisition of customer purchase signals:

1. always be prepared to accept the paction signals from customers. Do not be indifferent to the customers' signals when they are ready for the paction.

2. to accurately identify the paction signals issued by customers, whether it is recognition error or ignore these signals, is a loss for us, and is also a waste of time and energy for customers.

3. customers are likely to show some interest in trading through certain language exchanges. We should always pay attention to these language signals of customers.

4. experienced salesmen can effectively identify paction signals from changes in certain behaviors and behaviors of customers. If we can observe more, work harder and ask more questions, we will gain valuable experience.

5. in grasping the paction signals issued by customers, you must adhere to the basic principle of "believing it or not."

Experts:

Zhang Chao, sales training expert, telephone sales behavior research expert, good doctor business school dean, good doctor group training manager.