So how to judge the customer's intention, we can start from the following three aspects:
For example, after you tell your parents about the product features, your parents remain silent, so he may be thinking, waiting for you to continue, or disagree; If the parents' reply is perfunctory, "Uh-huh, ok, I see", it means that we have not found the real needs of parents, or have not attracted his attention at all; If parents are enthusiastic and take the initiative to ask more questions, it shows that his intention is relatively high and he can focus on follow-up.
In fact, the customer's mood is also a point that we need to pay attention to in communication. For example, at the beginning, he may be more excited and ask more questions. In the later period, he didn't want to interact or even talk. Basically, we can judge that there must be something wrong with our communication. Or it may be that my parents kept asking strong questions in the early stage and interrupted my speech until my parents listened quietly and were emotionally stable, indicating that my parents have gradually begun to accept our ideas.
Also pay attention to the characteristics of parents' voices. Many times, words that look alike on the surface actually have different meanings. Parents' enthusiasm, changes in volume and tone are the basis for our analysis and judgment.
If your parents interrupt you and ask other questions, it means that he doesn't care what you are saying. There are two main reasons, one is that he understands, the other is that he doesn't think it's important or what he wants. At this time, we can take the initiative to ask questions and ask our parents what they really want.
If a parent interrupts you and asks a detailed question about something you just said, it means that he cares about what you said. For example, I said: many second-grade children are always careless in doing problems. When they lose one or two points in the exam, they will take a look at the test paper ... At this time, parents will take the initiative to interrupt and agree, saying that their children are the same;
In other words, children with zero foundation need to learn natural spelling to solve the problem of children's word pronunciation and memory, so that children can finally reach the level of "seeing words, reading words, listening to words and writing words". At this time, parents may ask: what is natural spelling and how to achieve this effect?
Of course, he may ask other questions in the constant questioning of his parents. Don't worry about these, because the more you talk, the more details he wants to know about our products, which is more conducive to his judgment. We can also judge customers' intentions according to the focus of parents' questions.
For example, after we finish the study plan, we can directly ask, "Mom and Dad, this is my study advice to my children after testing them ... can you see if it suits your mind?"
Finally, to sum up, we can distinguish the parents' intentions from these four situations: first, we can put the parents who ask about the price in the first place, because he has already started to think about the money, which shows that he is considering our products (except the parents who only ask about the price); Parents who ask for details can rank second, indicating that he is slowly paying attention.
The third is silent parents, who may not be interested or seriously think about what you just said; The last one just said that he was busy. I will think about it. The parents to be talked about later are nothing more than perfunctory.