How does a salesperson identify the customer's purchase signal?

In most cases, customers will not take the initiative to indicate purchase. But if they have a desire to buy, they usually unconsciously reveal their purchase intentions, and show their language or behavior. This information indicating that it may take a purchase action is the customer's purchase signal.

Although the purchase signal does not necessarily lead to a purchase, the salesperson can use the purchase signal as an opportunity to prompt the purchase agreement. The customer himself is often reluctant to admit that he has been convinced by the salesman, but by giving other hint signals to tell the salesman to deal with him, so the identification and confirmation of the customer's purchase signal requires the salesman to have a good judgment Sensitivity with occupation.

Although network technology is well developed and the asymmetry of market information for goods is greatly reduced, there is still nothing to replace the salesperson’s identification of customer purchase signals. So how do customers show their buying intentions?

The purchase signals sent by customers are various. We generally identify their purchase signals from three aspects. It is also the three major ways that our salespersons identify the customer's purchase signals: Listen to their words (including words and voice intonation), and check their OK and check their feelings.

1, from the language signal to identify its purchase signal.

When the customer proposes and begins to discuss the use of the product, accessories, usage, maintenance, prices, competitive products and other content, our sales staff can think that the customer is sending a purchase signal, at least that the customer began to be interested in the product. If the customer buys a house, ask for the details of the house. The customer asked if the home appliance contained details of the home. This was the first time the customer sent a purchase signal.

If the customer does not want to buy, the customer will not waste time asking about the details of the house. If the customer continues to inquire about the price of the house, and can bargain, such as "whether the price can be a certain discount", "What are the benefits?" This kind of language that requires lowering the price for various reasons is that he once 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 has issued a purchase signal.

If the customer continues to ask for payment details, this is the fourth time the customer has issued a purchase signal.

When a customer asks questions about the signing period, after-sales service, etc., it may be the best time to sign a contract immediately. As a salesperson, it is important to bear in mind that the more questions a customer asks, the greater the hope of success. The question raised by the customer was the purchase signal, especially when the customer listened to the salesperson to answer the question and showed a serious look.

2, from the action signal to identify its purchase signal.

Once the customer has completed the understanding and emotional process of the product, it will show completely different actions when the salesman introduces the product. Such as static changes, hands-on trial products, carefully read the instructions, and actively enthusiastically introduce the salesman to its responsible person or other executives. From the original dynamic to static, the customer suddenly put down his own hand and carefully listened to the salesman's introduction.

If the customer moves from one aspect to multiple aspects, the customer has just promised to try only one product, and now requires trial of a full set of products. For example, the customer suddenly changes his sitting posture, raises the tea cup subconsciously, sways the pen subconsciously, looks at the specification or sample, and the body approaches the salesperson, etc. The customer's attitude towards the salesperson is obviously improved, and the reception level is obviously improved. Our sales staff must be good at capturing changes in the customer's actions, because this is the unconscious exposure of the customer's change of mentality.

3, to identify the purchase signal from the customer's expression signal.

The expression of a person's face is not easy to fathom, and people's eyes are sometimes more difficult to guess. However, the salesperson can still read the purchase signal from the customer's facial expression. Such as changes in the eyes: the eyes turn faster and faster, the eyes glow, radiant; sacral to relax; change their minds from deep-thinking or deterrence to facial expressions, clear, relaxed, lively and friendly; emotions change from indifference, suspicion and deepness to natural , generous, easy going and kind.

Customers always like to use body language to express their own interest in the product. These body language changes require the salesperson to be very focused from start to finish. It is like opening a radar and constantly scanning for the presence of purchase signals.

This is why many salespeople with “no words” are performing well, because they introduce products while observing customer changes; because they ask questions, they gain time and energy to observe the “verbal language, body language” of customers. Change from which to capture the appearance of purchase signals.

The customers were very happy. The customers invited us to sell the tea and so on. The sales signals were sent by the customers. At this time, the salespersons put forward the transaction requirements skillfully and politely, and the general transaction rate would be very large. If the customer sends 2-3 consecutive buying signals and the salesman is indifferent, then the customer no longer sends a purchase signal because he thinks that our salesman is not interested. Nothing is difficult for sales. As long as it is determined to identify the customer's purchase signal and enter into an agreement at a timely stage, the success rate of sales will be high.