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In sales, the most troublesome thing is not that customers say "I don't want to buy", but "I'm just looking around".

First of all, we have to analyze that customers say "I'm just looking" for three reasons:

① There is no definite shopping product.

Generally, such customers are attracted by the store when they come in. In fact, there is no clear shopping goal. The shopping guide asked the other party what they needed, but the other party didn't know, so they had to say "just look around".

(2) customers have clear goals.

If you have a clear goal, you will say "just look around", because customers have not found their ideal products, or have seen some similar products in other places, and they are not particularly satisfied and want to shop around.

③ Customers don't trust salespeople.

People are very wary of shopping guides. If it is found that sales have an obvious tendency to promote a certain product, and this kind of thing is not necessarily what customers want to know most, customers will be disgusted.

What should we do?

No matter what the reason, customers say "just look around", sales must not let customers "just look around" hastily, because the consequence of doing so is that customers may "just walk away".

Many salespeople are faced with this situation, and there are two bad demonstrations:

take one's own road

Obviously, people say "just look around", obviously they don't want to be disturbed, but in order not to miss any opportunity, many sales will continue to talk about customers.

② Ignore it

This attitude is more dangerous. After asking, I turned to do my own thing and left the customers hanging there, surrounded by embarrassing air.

The consequence of these two behaviors is that potential customers pass by. The first kind makes people feel bored with this store, and they immediately have the impulse to walk away, so it is easy not to set foot in the future; The second kind is also very troublesome, and the left-out customers will leave quickly to avoid embarrassing air.

So what should we do? The correct way is to make a decision before moving.

First of all, we should have empathy, understand customers' ideas and give customers independent space. Sales should be eloquent, and more importantly, learn to shut up.

Secondly, although we should give customers independent space, we should not be too far away. There are two reasons for this. One is to prevent customers from finding people when they need help, and the other is to make customers feel left out.

Finally, and most importantly, seize the opportunity to establish communication with customers.

This needs to be observed. When customers' eyes stay in one place for a long time, sales can timely raise some topics that the other party will compare, thus promoting the sales process.

For example:

"You really have an eye. This product is the most popular here. Yesterday xx people tried ... "(attracting customers' attention with praise)

"You also like this. I often use this myself, and I feel very special ... "(I brought it in myself to narrow the distance with my customers and introduce the products naturally)

Don't mind refusing.

This is actually just the beginning. When customers say "just look around", it means "you can buy it or not".

How can we retain customers? Need the next step.

Listening is better than speaking. After opening the customer's chatterbox in the above way, sales will begin to observe and inquire about the customer's preferences. The more customers talk, the more information salespeople can get.

There are usually only two points that urge customers to buy, "problem points" and "excitement points". How can we detect these two points of the customer?

These two points are often hidden in the conversation of customers. What you say, the other person will say "Great", "Yes", "How is it possible" and "Are you sure?" In this case, it shows that you have caught the customer's "problems" and "excitement".

At this time, we must continue to talk, but when the customer says "hmm", "oh" and "I know" coldly, we must swallow what we can't finish, because the customer is completely uninterested and doesn't want to listen. Basically, this list is yellow.

But don't lose heart. Who hasn't been rejected? Rejection is really not terrible. The terrible thing is to give up on yourself after being rejected. Just because this person rejects you doesn't mean that people all over the world will reject you. Why hang yourself from a tree? At this time, finding the next tree is talk.an excellent job.

[Talent is wealth]

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