One: greeting is very important. Many salesmen greet customers warmly when they first enter the store: Hello, welcome. Dear, do you want to buy doors and windows? Brother, look at it casually. Sister, we are a big brand. The windows are very good. Come and have a look. After you say these words, the customer's heart is very uncomfortable. Although it is a commodity transaction, it is too naked, just dealing with the customer on the surface, and the customer has long been tired of it. So how to say hello? When customers enter the store, you can say: our store has all kinds of doors and windows, various designs, you have a look first, my surname is Wang, you can call me Xiao Wang, when you need me, you call me, let me introduce you. Through this way of speaking to impress customers and close the relationship, this has established a good first impression and laid a good foundation for the following sales.
2: memorize product knowledge for example: the customer asks you, your window is the same as that one just now, why is it so expensive? Many salesmen usually say: I am good, different from other stores. Profiles, thickness, design, and accessories are different, and brands are also different. It must be a little expensive. At this time, the customer didn't understand what was good about the window. He only heard a little white, which was more expensive than BEYINKA. We need a more detailed and in-depth answer: this window uses native aluminum ingot, not produced by recycled aluminum and impurity aluminum. Its corners are all manually polished, beautiful and do not hurt hands, there is also a set of angle glue injected into the corner, which will never enter the water. The hardware accessories adopt a certain brand, with a 10-year warranty, etc. Professional knowledge of doors and windows must be available, and it must not only stay on the surface, but also have deeper theoretical knowledge, so that customers can think that your products are really different from others, customers need to understand where the extra money is spent, that is, what we say is value for money.
Three: grasp the customer psychology the longer the customer is in the store, the higher the power. Many customers leave in 1 or 2 minutes, mainly because the communication and communication are not in place, or they have a bad impression on you. The customer's heart should be grasped from the conversation, which requires you to talk, speak, those words can not be said, those words must be said, this is a problem of scale and depth of speech. This teaching is not capable and has no skills. It varies from person to person and is closely related to one's self-cultivation, character and character.
4: identify customer needs. If your recommend doors and windows are higher or lower than the customer's psychological price, this will definitely not work. Then we need to know the real consumption ability of customers from the conversation. The so-called observation means this. Find out the door and window products that customers can accept, directly recommend, explain the advantages and characteristics of the products, determine the measurement and installation time, assume the transaction method, take out the paper and pen, and the customer signs and leaves the information.
Five: There are many kinds of customers, rich selling Noble, cheap selling, bargaining selling product quality.
Price section
Scenario 1 when the customer entered the store, he looked at one of the aluminium windows models and asked directly, "How much is the minimum price?"
× bad response
1. (answer immediately) minimum *** money.
2. We have a clear price here, no bargain.
3. If you must ask for it, the price will satisfy you.
& radic; Actual combat strategy
Many customers do not know the value of the product, so they directly talk about the price. The inexperienced salesperson answered the customer's price question immediately, and the customer soon left. Therefore, do not talk about the price of the product until the customer does not understand the value of the product!
& radic; Sales speech
Top doors and windows sales skills 1: Sir (Miss), don't worry, the price will definitely satisfy you. Let's see if we like it first. If you like it, it is very valuable. If you don't like it, you won't buy it even if it is cheaper. Isn't it?
Top doors and windows sales Speech 2: National Unified retail price **yuan. In fact, I tell you now that you don't feel much about the price, because you don't know the value of the product. Come on, let me tell you what main functions it has...
Scenario 2 after the customer got to know more, he shook his head and said, "it's too expensive"
× bad response
1. It's not expensive, it's already very cheap.
2. If you want it, it can be cheaper.
3. You can get a minimum discount of 8.5.
4. It's too expensive!
5. We have the best price here.
6. How much is it to buy?
& radic; Actual combat strategy
This shows that you have not let customers know the value of the product. However, people on Earth will be too expensive. A set of aluminium windows 45000 yuan customers are too expensive, a Jin of cabbage 1 yuan customers will also be too expensive. The sales staff should treat the customer as normal when they hear that "it's too expensive.
As far as this case is concerned, customers have such a reaction only after they have a deep understanding. 50% may be that the customer has already seen this product, deliberately speaking like this, easy to say the price; And 50% may be that the customer really doesn't like it, looking for an excuse to not buy it. The clerk should make a judgment by observing the customer's behavior, expression, tone, etc. Then use the following words to deal with it.
& radic; Sales speech
Top door and window sales Speech 1:(value method) Yes, but I want to explain to you why you think it is too expensive......, In fact, our price is inseparable from the value of the company's products, for example...... (Stimulate the desire to buy again and emphasize the important functions and distinctive selling points of the product again. Pay attention to the combination of FABE marketing rules: that is, through the four key links of features, advantages, benefits and evidence, skillfully handle the problems that customers care about, so as to smoothly realize the sales of products.)
Good door and window sales skills 2:(cost method) ha ha ha, you must have heard a sentence, "cheap goods are not good, good goods are not cheap". Some time ago, one of my classmates spent 1/3 cheaper than this price. I also bought this product in other stores, but it turned out that I couldn't use it in less than three months. I saved a small amount of money in front of me, but I spent more money in vain. This is the price of saving money!
Top door and window sales speech 3:(decomposition method) How much do you think it is expensive? (If the price of recommend for a aluminium alloy sliding door model is 5000 yuan, the customer said it is 365 yuan more expensive than another store.) You can use our product for at least 15 years. Even if you only plan to use it for 5 years and 260 weeks for 5 years, you will spend 1.4 yuan more every week. However, if you save 365 yuan to buy it, it may break down after one year. You can calculate that you will lose nearly 77 yuan per month! Do you think this is a good deal?
Top door and window sales skills 4:(if the law) miss, if the price is a little lower, will you buy it now? (If the customer thinks about it, it means no. You don't need to answer the price any more. You can continue to promote the product value. If you say yes, continue to ask.) Do you want ivory white or landscape White Oak? Do you want another mute lock? OK, I see. Do you want to pay cash or credit card? (You just need to ask. Finally, he was given a discount price to make a deal.) Then sell one to you according to the internal price of our employees!
Top door and window sales Speech 5:(do not listen to the law) (Note: we have above analysis 50% is the excuse of the customer, or it may be the customer's thinking inertia. Therefore, the salesperson should suggest himself psychologically, but he cannot say it. I can't hear, I can't hear, how can it be expensive? Such a good product is too expensive, is there any mistake! When the customer first raised the price, he pretended not to hear it and continued to introduce the value of the product. When he raised the price for the second time, he still pretended not to hear it and continued to introduce the value of the product. When you raise your price for the third time, you will throw the problem to the customer. When you raise your price for the fourth time, you can agree with the customer's re-promotion value.
Scenario 3 customer: "Why do your products sell more expensive than others?"
× bad response
1. No, we are the lowest in the city.
2. How much is it expensive? I will pay back the price difference!
3. Because our products are good.
& radic; Actual combat strategy
When answering similar questions, we must first find out which "others" customers refer to and whether they are comparable. If it is also operating system doors and windows, the price difference should not be very large; If the other party is aluminum clad wood doors and windows, then it is not comparable.
In sales, we also need to distinguish the time period and talk about strategies. When we are not busy at ordinary times, when we have enough time to explain to customers, we should always refer to words 1, explain the value point of the product "expensive" mentioned by the customer to the customer clearly; In order to make a quick decision in the peak season, reverse thinking is adopted, and the customer's psychology is broken through by asking back. See speech 2.
& radic; Sales speech
Top door and window sales skills 1: you really understand the market, in fact, many people only look at the price, but do not understand the reason behind the price. Our products are more expensive than other brands, because we use original imported materials, for example, our handles are imported from Germany, every door is made of high-grade grade A aluminum profile, can you feel it very textured? (Emphasize the value of the product.) However, the material of other brands may not be so good? In fact, you see, it is because the raw materials used in our products are more exquisite than other brands that we can guarantee the quality of our products and ensure that you can use them at ease.
Top door and window sales skills 2: Sir/miss, it is the peak season for product sales. Today is the day when we grab sales. If we miss this opportunity, we have to wait another year, the manufacturer has definitely marked the price to the lowest level. You must not doubt our price!
Top door and window sales skills 3: Miss, you are right. Maybe you can find cheaper products from others. We all hope to spend the least money on the best products, right? (Wait for the customer to say yes.) However, I have also seen the fact that the cheapest products often have quality problems. Isn't it? In order to protect your interests, if you give up one of the best quality, best service and lowest price, which one would you choose? (Guide customers to give up the lowest price, and you will succeed.)
Top door and window sales skills 4: "Yes, Miss, our products are a little expensive, but you must believe in a word, 'good goods must not be cheap, and there must be no good goods at a low price '. It is easy to explain the price for a while, but it is permanent to apologize for the quality afterwards. Therefore, our company made a decision many years ago. In order not to apologize for the quality in the future, we insist on only making genuine goods products. You should be happy with our choice, shouldn't you?" (Pause a little) said: "and you buy our products, you buy it safely and safely. You won't choose products without After-sales guarantee to save a little money, will you? What do you think?"
Scenario 4 after asking the price, the customer said, "I have to consider it."
× bad response
1. OK, think about it first.
2. Is it? Find me again if necessary.
3. Don't think about it, just buy this one, listen to me right.
& radic; Actual combat strategy
Customers often hear similar words such as "I think about it" and "I want to think about it again" in stores, most of which are excuses. So how to eliminate the customer's excuse when you want to solve the problem and let the customer tell the real reason.
As far as this case is concerned, the customer said after asking the price, so more than 70% of the reasons are still resistance to the price; Or temporarily hide their psychology of preparing to buy, in order to further compare other styles and strive for the initiative when talking about prices, 30% of them may be that customers are still hesitating. They can't make up their mind to buy or not!
& radic; Sales speech
Good door and window sales skills: Ha ha, I want to consider it to show that you are actually very interested in this product, right? (Wait for the customer to answer "yes") this product is really good, do you need to discuss with others? (Wait for the customer to answer "no") then what should we consider? Is it the price? (Wait for the customer to answer...) It turned out to be too expensive, which means I haven't made it clear about the value of this product just now. This product is expensive...... (Focus on describing the value of the product.)
Scenario 5 the customer asked, "Can the product be cheaper?"
× bad response
1. Sorry, no.
2. The company stipulates that it is sold at a clear price.
3. How much cheaper will you buy?
& radic; Actual combat strategy
It is human nature to earn "cheap. Customers always hope to push their best, get another price, and have the psychology of giving up the price again. First of all, the clerk should answer the customer with a positive attitude. This is the real price, dispelling the customer's idea of price cutting. Such as speech 1. Customers still hold the hope of taking advantage and hesitate, then refer to words 2 and 3.
When answering such questions, product salesmen need to use the "reserved" mentality to compete with customers. As long as customers don't leave the store, don't be afraid not to buy. Even if you can give up the price, you should not allow customers to cut down the price easily by means of "embarrassment" and "delay.
& radic; Sales speech
Top doors and windows sales Speech 1: The products we sell are absolutely system doors and windows with reliable quality. The combination of profile accessories has been tested by the National authoritative quality supervision department, and the handles are imported from Germany, the sealant is sealed by EPDM, with good functionality and absolutely guaranteed after-sales service. Come on, look at it again. I don't think so. This color and texture can tell you its value (this kind of practice makes real things more convincing).
