Regarding the psychology behind the small actions of customers, you have seen several kinds of them, and you will be out if you don’t learn them.

In the sales process, salespeople must learn to analyze their psychological activities by observing and discovering those actions of customers. After all, sales is a psychological game station. To successfully sell products, you need to understand the hearts of customers and understand customers' behaviors. Demand, the only way to make sales invincible. A successful salesperson is not because he is smart, but because he knows how to use the knowledge of sales psychology to explore the consumer psychology deep inside the customer's heart.

In fact, it is not very difficult to understand the customer's psychology from the customer's behavior, which requires the salesperson to exercise his observation ability in peacetime. As a salesperson dealing with customers of various types every day, it is very important to be able to see through the purchasing psychology of customers. In order for customers to have an open-hearted conversation with the salesperson, they have to use language question-and-answer skills, but some customers always don't want others to know their thoughts, which is also natural. Since the customer is unwilling to speak, he has no way to "pry open" the customer's mouth, and can only identify the customer's inner psychology through body language or behavior. How many of the following actions have you seen?

(1) Eye information: in the process of communicating with customers, customers keep their eyes wide open and smiling

It shows that you are very interested in your words or products; when you explain product knowledge or tell "story" to customers, the customer's eyes are dull and in a state of wandering spirit, it shows that the customer is very bored, then you should Change the topic, find the topic that the customer is interested in, and then continue the conversation; when the customer squints, it means that some people or things around them make them feel very disgusted. When a customer blinks more and more quickly, it means that the customer is lying or is under great pressure; when a customer rubs his eyes, it shows that the customer is very "interested" in what you have to say. At this time, this interest is installed, so the salesperson must distinguish clearly when observing the customer's eyes;

(2) Mouth information: When a customer covers his mouth, this action shows that the customer is lying, or covers his mouth with his hand to express that he wants to take back what he just said; when a customer pouts, it shows that the customer is very emotional. Dissatisfied or holding different opinions, girls often use pouting to express coquettishness, so it cannot be generalized; when customers are under great pressure, they will pursed their lips, and then the sales staff should talk about some topics to relax the pressure, such as recent hot topics Topics, etc.; but most of the actions of customers touching their lips with their hands are related to cheating and lying. It is enough to remember this sentence. What should the salesperson do in the face of this situation? Make promises to customers and give customers a sense of security;

(3) Ear information: Generally, salespeople will not deliberately observe the situation of scratching the ears. In fact, the information revealed by scratching the ears is also very critical. For example, when the customer signs the contract, he seems unwilling to sign it. If the customer touches the ear with his hand, the salesperson should pay attention. Such behavior may indicate that the customer recognizes your product, but it is not what the customer wants;

(4) Neck information: During your communication with the customer, if the customer scratches the neck with his hand, this behavior reveals that the customer's attitude is puzzled or disinterested; The behavior of the neck, which means that he is duplicating;

(5) Nose information: When a customer is talking, he will scratch his nose unconsciously, which means that he is lying. Of course, this kind of behavior cannot be generalized, otherwise it will make those customers with rhinitis feel embarrassed! There is a quick way to determine whether a customer is lying by scratching his nose, that is to observe whether the customer scratches his nose slightly, if so, it means that he is lying;

(6) Head information: When the customer pats the back of the head in a timely manner, it expresses great regret, for example, the customer missed the most favorable event, etc.

It is very important for sales staff to learn to observe words and expressions, to be familiar with the skills of seeing people, and to understand the real meaning behind these actions of customers, which is crucial for improving sales performance in the future.