Cultivate "finding the eyes of customers"

We are not missing customers, but lacking the eyes to discover customers.

When I was doing training, I often encountered such a situation. The salesperson said to me with a sorrow: "Shang teacher, I have worked very hard. How can I not find a customer? It seems that I am not a sales material. "In fact, everyone can be our customer, as long as we do it with our heart."

Once I was invited to train for a well-known IT company. In order to understand the situation of the IT market at the time, I went to the Hailong electronics market. Just stopped at a counter, there was a shopping guide who came over and enthusiastically introduced her products. Her sales skills are in place, at least with my professional eye can not pick up the problem. When she finished, I said half-jokingly: "Do you know? I am not coming to buy a computer." The shopping guide was not angry, just smiled sweetly and said: "It doesn't matter! Don't buy it this time." There is the next time!" Seeing her frankness, I will tell the truth, telling her that I am a marketing trainer, to do market research. The shopping guide lady is also quick to say: "No wonder I feel that it is very difficult to deal with your problem. In fact, from the moment you walk in, I feel that you are not like to buy things, in the end is an expert, the questions are very professional. "I couldn't help but feel the savvy ability of the shopping guide lady: "If that's the case, then why are you so introduced to me?"

The shopping guide lady smiled sweetly and said: "For everyone who walks into our counter, no matter who they are, it is our customer. This is the principle of our sales staff. I do less promotion, not only It’s just a less successful deal, and more importantly, it’s a good chance to lose a word of mouth. Just like you, no matter if you buy or not, we need to buy it, or if your friend wants to buy it. You will definitely recommend our brand to him. Are you right, sir?"

The shopping guide is very right: everyone who enters her counter is her customer, she is obligated to introduce his products, maybe there will be a big customer. I don't need to find out, she knows that her sales performance is definitely not normal. I was moved by her attitude, and took the initiative to help her point out several shortcomings in the sales process, and it is also a reward for her warm service! However, if I really need to buy a computer in the future, I would like to choose her by the front!

There is a saying: "There is no lack of beauty in the world, but the lack of eyes to discover beauty." In fact, is this not the case for the people we sell? "There is no shortage of customers in the world, just the lack of eyes to discover customers." If we are like the shopping guide lady, treat everyone who comes to us as a customer, I think, everyone will have a considerable customer base.

Sales personnel should develop the habit of discovering potential customers at any time and train themselves to "discover the eyes of customers." Because in a market economy society, both enterprises and individuals may be buyers of certain commodities or enjoyrs of certain services. For every salesperson, the goods and services he sells are scattered among thousands of households and all walks of life. These individuals, enterprises, and organizations not only appear during the working hours of sales personnel's market research, sales promotion, home visits, etc., but may appear more than eight hours away, such as street shopping, weekend outings, and going out. Therefore, a salesperson should optimize his or her image anytime, anywhere, pay attention to his or her behavior, and keep in mind his or her job responsibilities. Customers are everywhere, everywhere, as long as they work hard and communicate with friends from all walks of life, get used to nature, then your customers will be more and more.