Sales Psychology: Sales is a psychological warfare

Chapter 18 The psychology behind the customer's body language: insight into the customer's psychological changes from the details (4)
(3) Customers who eat a lot but are skinny, they are often very stingy and always hope to buy the best things with the least money.

Dealing with such customers, salespeople must stick to their bottom line, do what they can, and don’t do it if they can’t, and don’t make unlimited concessions.

10.Grasp the psychology of customers from drinking

Alcohol is a necessity in modern social occasions.When salespeople deal with customers, alcohol is often an indispensable role. It is no exaggeration to say that many transactions between salespeople and customers are made of alcohol.The role of wine in sales is immeasurable. It can not only create a good atmosphere and deepen the relationship between each other, but the most important thing is that it can help salesmen successfully grasp the customer's personality, which is beneficial to sales. success.

In practice, different customers have different preferences for wine, which is not only a personal preference, but also shows a person's character.As a salesperson, you must be able to see the personality of the customer through the small wine glass in his hand, so as to conduct targeted sales according to his personality characteristics, which will greatly increase your chances of successful sales.Judging the customer's character from the wine is definitely a salesman. A person's character can often be expressed in all aspects, and eating is one of them.Sales staff should seize the breakthrough of "eating", accurately grasp the customer's personality, and pave the way for their own successful sales.

A sales tool that personnel must master.

After a long period of observation, careful sales staff found that there is often a certain relationship between the type of wine and the personality of the customer.Pay attention to the customer's choice of wine, as well as their toasting posture and drinking style. From here, the salesperson can see the customer's personality, so they can pay attention when getting along and give positive guidance to the customer.Therefore, if you want to be a good salesperson, you should seriously study the correspondence between wine and customer personality.

Wang Jian is a salesperson of a real estate company. Once he asked a client to discuss business in a hotel.

When he asked the customer what he would like to drink, the customer said: "I only like to drink red wine, and I don't drink any other wine." Wang Jian suddenly remembered that when he was chatting with a friend, the friend told him that people who like to drink red wine are generous in character , the pursuit of elegance, and a very strong person.

Therefore, he recommended a house with the best quality to the client. He tried his best to introduce the unique design, beautiful scenery and elegant taste of the house to the client. In the end, he said that the price was a bit expensive, but it was absolutely valuable. It's worth living in such a house, which just matches the identity of the client.To Wang Jian's surprise, the client happily said: "I don't care about the price, as long as the house is good." After the client inspected the house on the spot, the transaction was concluded.

In this case, Wang Jian had a preliminary understanding of the customer's personality through the customer's preference for red wine, and thus established a correct sales strategy.It can be said that in this successful sales case, the wine enabled the salesperson Wang Jian to successfully find a breakthrough in sales, thereby grasping the initiative in sales, making sales develop in the direction he wanted, and promoting the success of sales.

So what is the connection between alcohol and customer personality?

(1) Customers who choose liquor.Customers who choose low-alcohol liquor tend to be conservative in thinking and have harmonious interpersonal relationships.They have a positive and optimistic attitude towards life, but sometimes they are "too soft-hearted". Even if the person who hurt them asks them for help, they will help them regardless of past suspicions.They are good at creating an atmosphere of conversation and are welcomed everywhere.But they often care too much about others and are sometimes easily taken advantage of by others.

Customers who choose high-alcohol liquor have strong personalities, and they hope to be able to make decisions no matter what.

They are easy to reveal their inner voice to others, and they are indifferent to small things.They like to defy authority and are keen on adventure and challenge.

In the face of customers who like to drink low-alcohol liquor, the salesperson should try to show weakness, which is easy to arouse the sympathy of customers and is conducive to the success of sales.In the face of customers who like to drink high-alcohol liquor, the sales staff should ask for their opinions more to make them feel respected, so that it is easy to gain their favor.

(2) Customers who choose beer.Customers who choose beer are relatively mild in character, like to help others and cater to others, but they often have no ideas of their own when encountering problems, and don't know what to do.

In the face of customers who like to drink beer, the sales staff should take the initiative to help them make up their minds.

(3) Customers who choose red wine.Customers who choose red wine are naturally noble and elegant. What they like is not red wine, but the identity displayed by red wine. They pay attention to identity and status. These people generally have strong economic strength.

Facing customers who like to drink red wine, the sales staff must show their elegant taste and good self-cultivation, and have their own unique insights and ideas in everything, so that it is easy to win the trust and favor of customers; when recommending products to customers, they must recommend quality Both quality and quality are top-notch, and these customers tend not to care much about money.

11.Disposition traits of customers viewed from smoking
Smoking is not a simple thing, and there are many profound things hidden behind it.Smoking reflects a person's inner needs, and we can interpret his psychology and personality from his smoking movements and habit of holding cigarettes.For salespeople, many customers you face have the habit of smoking, which opens a window and provides a channel for salespeople to understand customers.A smart and careful salesperson can see the secrets of the customer's heart from the wisps of green smoke, and judge the other party's personality. The salesperson must understand that the customer's gently shaking wine glass reveals his personality and taste.You have to seize this information in time, and don't be indifferent.If you don't pay attention to this information, then you will lose a business for nothing.

Point, then prescribe the right medicine, find out the corresponding sales strategy, and finally achieve the success of sales.

Hao Jian is a salesman for a furniture company.Originally, his sales performance was mediocre and nothing outstanding, but for some unknown reason, his sales performance suddenly increased dramatically, which made everyone unbelievable.Colleagues asked him what was going on, he smiled and said: "I judge the customer's personality from smoking, and then choose the corresponding sales strategy according to his personality. It sounds good, but you can't just listen to what he said, but find out the content behind what he said, otherwise you will easily fall into the trap he set for you; while people who smoke with fists are more inferior, you must Treat them with care, so as not to hurt their self-esteem accidentally. Generally speaking, these methods are very effective." When others heard this, they were surprised and said: "I didn't expect to see so many things from smoking."

So, how do salespeople judge the customer's personality traits from the way they smoke?
First of all, judge the customer's psychology from the customer's smoking action.

Generally speaking, customers have different smoking postures, and different smoking postures reflect different psychology.

(1) If the customer raises his head and blows smoke upwards, it means that he is a very confident person and often gives people a condescending feeling.

In the face of these customers, the salesperson must be neither humble nor overbearing, so as to win their favor.

(2) If the client blows smoke rings downwards, it means he is thinking about something.

In the face of these customers, the salesperson must be patient and wait for the customer's decision.While you wait, you can also guess at the client's decision and come up with a strategy accordingly.

(3) The speed at which a client smokes is correlated with the positivity of his emotions.If he's smoking slowly, it means that things are tough and he's thinking about how to deal with you.

In the face of these customers, you have to think holistically and find out how to deal with them.

(4) If the customer keeps knocking the ash while smoking, it means that he is very disturbed and conflicted.

In the face of these customers, you have to put yourself in his shoes, find out the source of his inner unease and conflicts, and then solve them for him, so that you can successfully "capture" him.

(5) If the customer lit a cigarette, but did not take a few puffs, he extinguished the cigarette.It shows that he wants to end the conversation quickly, or that he already has an idea in his mind.You don't need to worry too much, waste time, and leave early to visit the next customer.

Secondly, the salesperson can also judge the customer's personality from the customer's habit of taking cigarettes.

(1) "O" shaped cigarette holding method. The "O" shape method is that the customer holds the cigarette with the tip of the thumb and index finger. The two fingers form a small circle, and the other fingers are stretched out very elegantly.These customers often speak better than they sing, but he is setting a trap for you in his heart, waiting for you to jump into it.

In the face of this kind of customers, the salesperson must be careful not only to listen to what he said, but also to analyze the content of his speech, otherwise he will be teased by him.

(2) The javelin method of holding cigarettes.The javelin-style cigarette holding method is to hold the cigarette between the tips of the thumb and forefinger, while the other fingers are retracted to the palm, which looks like a smoker is javelining a gun.These customers tend to be short-tempered and give off a vicious vibe.

In the face of such customers, the salesperson should be wise and courageous, actively deal with customers, and avoid customers' overbearing terms.

(3) The fist-holding cigarette method.Most of these customers have experienced poverty and hunger, so they formed the habit of saving.Even though they have achieved a lot, they still have a deep sense of inferiority in their hearts.

In the face of these customers, the salesperson must be cautious, and consider their feelings in every word and every action, so as not to touch their scars and pain points, and let the business they get fly again.

Salespeople should learn to discover and be good at observation.An ordinary smoking action, a casual posture of holding a cigarette, silently tells you the character and psychology of the other party.Observing these situations is undoubtedly very beneficial to your sales work.

(End of this chapter)