準確抓住客戶的購買信號

在銷售過程中，即使是名業務大將，也經常未能充分注意到客戶釋放出來預備購買的信號。掌握住購買信號，不僅有助於結案（close sale）, 也有助於業務員不會過度銷售（oversell）你的產品。

 購買信號的出現，表示客戶現在已經準備好要與你討論如何獲得您的產品或服務，用你的產品或服務來使他們獲得特別的好處。

 購買信號通常出現在客戶的一些對談內容或是對你提出來的問題中，這些對談內容或是問題的提出，可以讓客戶進一步邁向最後的採購。

 如果你不能抓住這些購買信號，你就有風險會過度銷售你的產品，或是你可能錯失使他成為你真正客戶的黃金時間視窗。如果客戶已經向你發出購買信號，而你仍然繼續提供產品資訊或是繼續做你的產品介紹或展示，那麼，這個客戶就會認為你不夠注意他，或是你正試圖賣給他過多於他所需要的。錯失掌握客戶給予的購買信號，會形成你在業務發展上不必要的成本。

 也就是說，購買信號可能在任何時間都會出現。掌握住這些購買信號，你就可以妥善的調整你的步伐，採取合適的業務動作，以利結案。

 以下是一些客戶在購買前經常會提出來的問題：

• 有沒有其他款式或顏色可以選擇？
• 你多快可以讓項目落實？
• 這個項目要多長時間可以做完？
• 需要多少錢才能展開這項服務，
• 你們提供分期付款或是其他財務支持計畫嗎？
• 在我的市場領域內，你有沒有與其他公司合作？
• 我可否與你現有的客戶之一請教一下？
• 這個產品的維護保證是怎樣做的？
• 你們公司提供怎樣的售後服務？
• 有沒有其他形式的維護保證方式嗎？
• 我必須一次性實施整個項目，或是我可以分期實施這個項目？
• 可否多給一些優惠折扣？
• 你可以給我怎樣的分期付款計畫？
• 依據我的情況，實施這個項目會如何對我產生效益？
• 實施這個項目後，我可以預期到什麼樣的成果？

客戶提出的問題中，如果出現有關折扣、讓價、項目實施時間、整合形式、安裝、交貨、服務開始日期、預期結果、商品保修、分期付款方式等用詞，都是讓你有機會贏得訂單的客戶購買信號。

Accurately Grasp Customer's Purchase Signal

In the process of sales, even a business veteran often fails to pay enough attention to the signals released by customers to prepare for purchase. Grasping the purchase signals will not only help close sales, but also help salesmen not oversell your products.

The presence of a purchase signal indicates that customers are now ready to discuss with you how to obtain your product or service and use your product or service to make them benefit in particular.

Purchasing signals often appear in some of the conversations or questions raised by customers. These conversations or questions can help customers move further towards final purchasing.

If you can't catch these purchase signals, you risk overselling your product, or you may miss the golden time window that makes him your real customer. If the customer has sent you a purchase signal and you continue to provide product information or to introduce or display your product, the customer will think you haven't paid enough attention to him, or You're trying to sell him more than he needs. Losing control of the customer's purchase signals can create unnecessary costs for your business development.

That is to say, the purchase signals may appear at any time. If you grasp these purchase signals, you can adjust your pace properly and take appropriate business actions to facilitate the closure of the case.

The following are the questions that some customers often ask before purchasing:

· Do you have any other styles or colors to choose from?

· How soon can you get the project implemented?

· How long will it take to finish the project?

· How much does it cost to start the service?

· Do you offer installments or other financial support plans?

· Have you cooperated with other companies in my market?

· Could I consult one of your existing customers?

· How does the product's maintenance guarantee work?

· What kind of after-sales service does your company provide?

· Are there any other forms of maintenance assurance?

· Do I have to implement the whole project at one time, or can I implement it in stages?

· Could you give more discounts?

· What installment plan can you give me?

· Based on my situation, how will the implementation of this project benefit me?

· What can I expect from the implementation of this project?

Among the customer's questions, if there are words about discount, concession, project implementation time, integration form, installation, delivery, service start date, expected results, commodity warranty, installment payment method, etc., they are the customer purchase signals that give you the chance to win the order.