Listen To: Understand The Customer'S Voice And Grasp The Needs Of Customers.

The guide of "can listen" usually can quickly judge the type of customer and the real demand of customers from listening.

For example, the customer said, "this chair is too light". So, is the chair heavy or light? Smart salesmen will not rush to answer, but understand the needs of customers and understand the real meaning of customers' questions. The real meaning of customers is: "there are children in their homes, chairs are light, and easy to be tilted and unstable."

If you see that the customer really wants to buy, you can say: "although the chair is lighter, its feet have anti-skid pad, which can increase the friction with the ground, and its four legs extend outward, increasing the force surface. It is very stable. Otherwise, you sit up for an interview."

Please remember: an excellent guide is also an excellent psychologist.

A salesperson who can speak well and be eloquent is not easy to get customers' recognition. On the contrary, the implicit guide is easy to get the recognition of customers, because customers feel that such a guide is honest and trustworthy and worthy of communication.

Customers do not want to talk business with a very smart person, so he will be on guard and avoid being fooled.

Therefore, the shopping guide should remember, can speak and speak more will listen, so that your introduction will be more targeted.

There is a very vivid saying: God has given us two ears and one mouth, that is, let us listen more and speak less.

1, the importance of "listening"

"Listening" helps to understand

Understand

。

In the process of shopping guide, we should try our best to let customers speak and let customers speak their opinions, opinions and concerns.

"Listening" enables customers to feel respect and appreciation.

Carnegie once said, "the attitude of listening attentively to other people's speech is the greatest compliment we can give to others."

Similarly, customers will repay your sincerity with gratitude and enthusiasm.

"Listening" can make oneself more popular.

When we focus on listening to each other and understanding each other, our posture is modest and modest. Such a person is always more popular than ever.

Listening will help us win the initiative.

As the saying goes, "speak much and lose much", if you speak more, you may reveal the secret that you do not want to tell.

Experienced buyers often hide their cards before they listen to customers' intentions. They can only play cards according to the circumstances, and the success rate is higher.

(1) simply ask questions, inspire and encourage customers to speak more.

For example, "what else", "how do you feel about it" and "what other ideas" can encourage customers to speak more?

(2) actively listen, use eye contact with customers, perceive subtle changes from customers' expressions and eyes.

(3) never interrupt a customer's speech when speaking.

(4) active listening is manifested through non-verbal means, such as the body leaning forward, the person directly facing the speaker, nodding, smiling, and regular response, such as "yes" and "I understand" to encourage the speaker to speak.

(5) being good at figuring out the customer's psychology, listening to and actively thinking about the main points of the speaker, and quickly identifying and analyzing in his own mind, trying to figure out the real intention of the customer;

As the saying goes, "words speak for the heart", we must be good at understanding each other's hearts through language.