To sell the product, the shopping guide must first sell it out and let the customer accept you, not to complete the sales task, and to calculate the utilitarian to sell the product.
In short, when customers feel that the price of the product is expensive, the salesperson must continuously increase the value and added value of the product. Instead of just cutting prices. At the same time, we must ensure that if the same product is expensive in other places, it will be refunded twice.
First, really help customers
To sell the product, the shopping guide must first sell it out and let the customer accept you, not to complete the sales task, and to calculate the utilitarian to sell the product.
Second, moderate enthusiasm
Too much, moderation, mechanization or excessive enthusiasm will make customers feel uncomfortable, resulting in insecure feelings and alertness.
We need enthusiasm and service to give customers a relaxed, honest, unconstrained environment and atmosphere. The way we speak, the tone of speech must be gentle, confident, firm, and swaying, reflecting the company's image, atmosphere, and quality.
Third, listen to the voice of customers
Excellent shopping guide learns to let customers speak, and listen carefully to the customer's voice, experience the customer's inner thoughts, listen carefully to the customer, is a good respect for the customer, rather than blindly talking to himself.
Fourth, ask the customer's needs
When customers face countless choices, he is blind, and he also wants to find a trustworthy shopping guide to tell. So, if we need to explore the needs of our customers, we need to ask a few key questions:
1. Is it for you to choose for yourself or for your family?
2. What are you concerned about when you buy a product?
3. What is your budget?
4. What style do you want?
5. Do you have any special requirements for color and style?
The excellent shopping guide will clearly understand the customer's needs according to the customer's gender, age, dress and identity.
Five, targeted guidance
In the middle of daily store sales, there is a very common phenomenon. After the customer comes in, they ask a few products. After you give him a brief introduction, they leave without saying anything. why?
Customer reasons: He just looked around, did not decide what to buy? There is no product that meets your requirements, and there is no place to attract customers.
In terms of shopping guides: they have no professionalism, can not grasp the customer's demand points, interest points, can not guide and stimulate the customer's needs, and are not interested in the talks and behaviors of the shopping guides.
Sixth, focus on the three core selling points that customers care about
When customers look at a product, the customer is focused, and when the customer asks you for some details, the customer becomes active; these signals tell us that the customer is interested. When a customer is interested in a product, it is the time for us to give you a detailed selling point.
Introduce the product selling point, we must focus on the interests of customers and the benefits to customers, as well as the effective comparison of competing products, telling a selling point, we must thoroughly explain it. The customer's concern is generally no more than three, so the salesperson who speaks ten selling points in one breath, the customer can't remember. Even customers will feel that you are bragging.
Seven, let customers experience the product
Introducing products, not only will you learn to practice products, but also create opportunities for customers to experience when appropriate. Customers feel deeper about the products they have experienced. Many times, the customer buys a feeling, and feels a point that attracts the customer and a deal is reached.
Eight, customers need success stories and certificates
seeing is believing. In addition to telling, we need to give them some information, color pages, certificates, receipts, customer files and other proofs.
Nine, customers need to promise
Customers believe that it is more necessary for our marketing staff to come up with a commitment; let customers believe in our determination, believe in our products, and demonstrate our confidence. At the same time, don't exaggerate and arbitrarily promise.
Ten, do not easily cut prices
The customer said: too expensive. Does he really feel expensive? There are other meanings behind this: customers may not feel so much money, they may not have as much budget, and they may feel afraid of being deceived.
In short, when customers feel that the price of the product is expensive, the salesperson must continuously increase the value and added value of the product. Instead of just cutting prices. At the same time, we must ensure that if the same product is expensive in other places, it will be refunded twice.
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