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[China Glass Network] Description: We often say "people are separated by belly", you will never know what the other side is thinking. But not all. If you understand psychology, psychology in sales, you will understand the customer's mind, and you will know where to start to let customers pay for it!
We often say that "the heart is separated from the belly", you will never know what the other person is thinking. But not all. If you understand psychology, psychology in sales, you will understand the customer's mind, and you will know where to start to let customers pay for it!
It is not difficult to grasp the customer's psychology. You can see the customer's every move, and make a good statement. After a long time, you will be an expert in sales psychology! Well, not much to say, or to edit with the world factory network. Let's learn the basics of customer psychology!
The rich expression is a mirror of the customer's psychological activities. As long as we are good at grasping the karma, we can see the hope of signing the ticket from this mirror.
People are emotional animals, and emotional expression is the nature of human beings. We say that smiles and anger and anger are the expressions of emotions on the face. If the salesperson can be good at observing the color during business negotiations, he can capture the emotional information revealed by the other party's facial expressions.
Backward, stiff expression
The muscles on the face are numb and faceless, which is often a manifestation of hatred and hostility. Generally, such customers are full of prejudice against the salesperson. If the customers we see are such expressions, then it is necessary to refuel to resolve their hostility.
Second, annoying expression
It mainly includes sighing, stretching, yawning, looking around, watching time, expressionless helplessness, etc. If the customer reveals such an expression, it means that he is tired of talking to us. At this time, we should change the way we talk to attract customers' attention or retreat in time.
Third, anxiety expression
There is obvious anxiety on the face, and the fingers are constantly hitting the table, the hands are pinched, the calves are shaking, and the posture is difficult to sit. If the annoying expression is not understood, and the irritating emotions accumulate, it is likely to develop into anxiety. In the face of such emotions, we should stop talking about it, try to communicate with customers, find out the cause of his anxiety, and solve problems for him in time to eliminate this anxiety.
Fourth, excited expression
It is characterized by enlarged pupils, red cheeks, squatting hands, and easy jumping. Usually at this time, the salesman's good fortune is coming. This requires the salesperson to seize the opportunity to further guide the customer and promptly promote it.
The fifth kind of deceptive expression If the customer is usually a silent person, but now it is continually telling us that the semantics are not coherent, then most of the time he wants to hide. In addition, subconsciously touching the chin, playing with the clothes, or hiding your hands behind them are signs of lying. At this time, we must be vigilant, analyze the reasons for his doing so, and avoid the customer.
Different expressions also have different meanings in different cultural communication, even the basic expression of the face - smile. In business negotiations, Americans think that smile is a very enthusiastic symbol, so Americans like to smile. The French are more cautious about smiling, they only laugh when there are obvious reasons. The Japanese did not basically laugh during the negotiation process, and only smiled when they signed later. For a Japanese, casual smiles at the negotiating table are not serious performances, even malicious ridicule.
Silence, as a form of facial expression, exists in any business communication. Silence is an art and not necessarily a negative act. There is no sound and no sound at this time, and silence contains many evocative information and emotions.
Here is a typical case:
A US company negotiated with a Japanese company. The US representative first reported the price of the product. The Japanese representative silenced for half a minute according to his own customs.
The US representative was uneasy about this silence, thinking that the Japanese representative felt that the offer was too high, so he took the initiative to lower the price. The Japanese representatives were both happy and confused because they could have accepted the original offer.
It can be seen that the meaning of accurately identifying the expression of the other party is very important in business negotiations.
1. When the salesperson observes the customer, he cannot easily conclude with a single expression. Because people are more complex animals, anyone can have a situation of misunderstanding and misunderstanding, so we must combine language and comprehensive understanding.
2. The customer's movements, tone, expression, etc. are inseparable from his geographical customs, cultural background and personal education level, so the salesperson must not ignore this point and understand the customer's cultural customs.
3. Some customers often wear masks to disguise themselves in order to prevent the other party from discovering the truth, so the salesperson should know this in time.
Deliberately revealing a little bit of an old problem, the ancients said: "If you are a big man, if you are foolish." The salesman "installed stupid", deliberately revealing his own small problems, is a relatively high-level way for customers to unload their defenses.
In order to show their own strength, the general salesperson always shows his wisdom, strategy and ability to the customer one by one. Such a salesperson certainly gives the customer an admiration, and at the same time, the customer will also be smart to the salesperson. Be prepared and fear that you will be deceived. On the contrary, those who do not seem to have a deep government and no strategy can gain the trust of customers.
Salesman Lin Dan is very introverted and blushes when he speaks with people. Colleagues secretly talked about her: "I am an introverted person like her, can't speak in front of strangers, can I sell well?" But after one year, many people were surprised. Lin Dan’s sales performance turned out to be A few. Everyone asked her what special sales skills she had, but she said no, but she only told the customer about her products. The sales manager had communicated with several of her clients. As a result, the opinions of the clients coincided. They all believed that the shy people like Lin Dan would not exaggerate the efficacy of their products, and even less likely to lie. So these customers trust her very much.
Many people think that Lin Dan’s introverted personality, compared with those who are eloquent and eloquent, will certainly make her weak in sales work, but today, when customers are increasingly valued, It is precisely because of Lin Danyi, the blushing little problem, it can enable customers to dismantle the psychological "firewall" and rest assured to buy the products she sells.
Lin Dan's blush, although it is the true expression of her original character, but the salesman may wish to learn from Lin Dan's success, temporarily hide his own edge in front of the customer, deliberately revealing his weakness, let customers reduce the defense, This makes sales easier.
1, do not understand.
Lao Liu sells a wide range of products, some of which are still relatively scarce, so the customers who talk to him are all over the country. Lao Liu is a Cantonese, but Cantonese and Mandarin are well mastered because he often goes to the south. However, when talking about business, Lao Liu is full of dialects, pretending to speak Mandarin, and pretending not to understand the customer. He also often said a lot of words that customers don't understand. The two sides could not achieve communication, and they couldn't stand it for half an hour. The customer compromised. He thought that Lao Liu's goods were good and the price was OK, so he decided to sign the order. His business has been made in a single way. Since the other party can't understand him, the negotiation can't be carried out. The customer has no chance to say his requirements and conditions, but the customer approves his product. The way is to sign the order. .
This kind of approach can make customers unable to bargain with us and talk about conditions, which is very beneficial to us, but the salesperson uses this method to ensure that their products are unique, if we sell goods everywhere There is no need for the family to listen to us here, and naturally go to find another seller.
2, don't care.
The newly-opened office building of a certain unit needs to be renovated. At one time, many renovation teams came to discuss the renovation. The director Wang, who is in charge of this work, keeps on the phone, and the door is almost smashed by the person who sent the red envelope. However, Director Wang is a thoughtful and upright person. He is not willing to let himself make problems and make mistakes in this kind of thing. He secretly understood the person in charge of the levy, and found that not only did he not call him every day, but he did not come to the door to give gifts, and he met on a regular basis. He also looked like a big sly, although he also said some things about decoration, except that With a few words, I can't say anything else. Director Wang determined that this person is an honest person. He certainly will not be deceived in terms of materials and prices, and he will decisively sign a contract with him.
The honest man in the case is actually a more savvy person. He clearly knows that Director Wang is doing an investigation, so he pretends to be an indifferent and honest, and the result is the trust of Director Wang.
3, can not do the main.
When some salespersons negotiate with customers, they clearly have the power to be the master, but they can't do it. If they can't move, they must ask for leadership. The price is down to two, to ask for the leadership; the delivery date is advanced or postponed one day, and the leadership is also requested. The customer faced such a salesperson who seemed to have no power at all, and was quickly ground without patience. He simply lighted up the cards and made the negotiations clear.
This method is more suitable for customers who have a strong desire to purchase goods. Otherwise, the average customer cannot tolerate such a negotiating object that cannot be mastered.
1. This method is only a means of signing the order, but the quality of the product must be guaranteed, otherwise the business will become narrower and narrower.
2, the use of this method to master the measurement, or the customer will think that we are really ignorant, the result is self-defeating.
These psychology are all the psychology that customers often have. As long as you grasp the kind of psychology of customers, analyze your coping styles well. It is not difficult to get every order quickly. Is every order under your goal? Then come learn!
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