Chapter 86 TECHNIQUE 77 The Eyesight Selling Method
Jimmy is a good friend of mine, and his performance is often unbelievably high.Not even his business manager knew how he did it.But I do know.Jimmy told me.
Jimmy says that all the sales techniques he's learned over the years (benefit selling, fraternity selling, character selling, the concept of added value, how not to get rejected, hype selling) all pale in comparison to so-called eye selling Pale.
Visual selling is not about keeping dozens of sales techniques in mind, nor is it about overcoming obstacles and talking quickly with customers.Jimmy said that this technique is actually very simple, just open your eyes wide, observe the customer's reaction, and adjust your strategy according to the other party's body movements.
When Jimmy sells, he focuses most of his attention on the small gestures of the customer: finger play, breathlessness, or body wriggling.What the guest says is not so important.He scrutinizes his clients' involuntary head movements, gestures, body turns, facial expressions—even eye movements.Jimmy said that even when the client kept silent and put on a poker face, he still kept communicating.Maybe the other party didn't verbally accept your sales promotion, but he still told you in various ways.Jimmy said that it is very important to understand the likes and dislikes of customers and what will make the other party indifferent, and it is often related to the success or failure of a transaction.
Find out that Big Boss Jimmy sells expensive premium lighting.He often had to give briefings in front of dozens of people."The first problem with eyeball selling is finding out who's actually making the decision," he said.
Jimmy's solution is somewhat unorthodox (you don't have to follow suit).As soon as he had finished saying "Good afternoon, ladies and gentlemen," he would say something puzzling.Why?Because the group of people in the audience didn't know how to react, they would all turn to look at the big boss in charge of decision-making.After finding the right one, Jimmy can start selling his eyes.
“Some of the messages are obvious,” Jimmy said. “People often shrug their shoulders to express indifference, tap their fingers to express impatience, or loosen their collars to express discomfort. But there are many, many subconscious gestures that I pay attention to. "
“For example, I pay attention to the angle of the other person’s head. If their face is facing me and slightly to one side, it means they are interested and I can continue talking. If their face is turned slightly away, it doesn’t matter. Great. At this point I'll change the subject and maybe talk about some other good thing about the product."
Jimmy not only modifies the content of the conversation based on the client's reaction, but also proactively changes if he finds that the client's body language is not relaxed enough. “The body needs to be relaxed before the mind can accept it,” he continues, “and if a client folds his arms over his chest and shows him something, he has to open his hands to take what you hand him. "Jimmy always carries a suitcase with all kinds of ice-breakers: pictures of his wife and children (interesting for married clients), a picture of his Scottish terrier at home (like for clients with dogs) , an antique watch (for the antique lovers), and a palm-sized computer (definitely of interest to customers who like KitKat gadgets). "As long as they can open their hands and stretch forward, it is equivalent to breaking their heart defense."
Jimmy also observes the client's actions so he can adjust the timing of his actions.Jimmy believes that if a customer reaches for something, it's a cue for him to slow down or shut up.Reach for your stationery, or play with your portfolio to say, "I'm thinking about it."
Of course, Jimmy also pays close attention to the signals of an imminent transaction, such as: picking up the contract, playing with a ball pen, or palms up.At this time, he will quickly advance to the signing procedures.
Another closing clue is when the customer's head starts bobbing up and down like a plastic toy duck, telling you, "Okay, I bought it!" The whole set was moved out for fatigue bombing.Many people often talk too much, resulting in the failure of the transaction.If the client's head is bobbing from side to side, no matter what they say, they mean, "Don't!"
The human body is a 24-hour endless radio station, sending out various signals from time to time: "You are so surprising to me", "I like the features of this product", "I am so bored that I am about to fall asleep". Install a video recorder behind the eyeballs to record all the opponent's every move, and adjust your actions in due course.
We are now entering the highest stage of the book.Some of the techniques that follow may confuse you.But you should pay special attention to these skills, because one day in the future, when you find that you have encountered invisible obstacles to promotion, or the relationship with your colleagues and lovers has deteriorated, your doubts will deepen, but it is too late.If you haven't read this book, you never know, it's all the result of poor communication.
The human body is a 24-hour endless radio station, sending out various signals from time to time: "You are so surprising to me", "I like the features of this product", "I am so bored that I am about to fall asleep". Install a video recorder behind the eyeballs to record all the opponent's every move, and adjust your actions in due course.
We are now entering the highest stage of the book.Some of the techniques that follow may confuse you.But you should pay special attention to these skills, because one day in the future, when you find that you have encountered invisible obstacles to promotion, or the relationship with your colleagues and lovers has deteriorated, your doubts will deepen, but it is too late.If you haven't read this book, you never know, it's all the result of poor communication.