There are mainly eight points;
First, when selling goods, you should give the customer a choice, give him two choices and give him good advice, and even the customer said this is not needed, you also want to say that I feel that suits you.
Second, even if the customer really doesn't buy it, he should ask him again if he wants it;
Third, picky is a good customer. Let the customer pick faults, and then ask the customer what the product should be like. Don't argue with the customer;
Fourth, the price is not the only factor that affects customers' purchase;
Fifth, let customers try, then they can find the need;
Sixth, after the transaction, do not forget to tell the customer that there is a need to come next time;
Seventh, considerate customers, ready to meet the needs of customers and even prospective customers at any time;
Eighth, remember the names of old customers.
1. It is the basis for realizing the transaction to fully mature the product content.
Excellent sales skills are not fancy "tricks", but happy expressions based on well-done product content. Obviously, if a salesperson knows nothing about his own products or knows little about them, and only relies on the so-called "sales skills" to face customers, as a result, the content about products is difficult to answer or meet the needs of customers. Then, the purely formal "sales skills" are just like a piece of waste paper with little use.
Obviously, excellent sales skills are first of all to be well-cooked in terms of product content, especially product features, product selling points, product functions, product differences, etc., and to form concise and clear sales statements, only in this way can customers be well guided to buy, or "see the recruitment and removal" for customers' problems, so as to meet customers' real needs. Obviously, the sales staff cooked the product content thoroughly, which is the basis for achieving sales transactions.
2. Perfectly release the essence of the brand to satisfy consumers
Obviously, in addition to product quality, characteristics and selling points, customers are also very elegant about brands. Unfortunately, the brand awareness of the products sold by a large number of aluminum alloy doors and windows distributors is not high. In view of this realistic reason, experts believe that: the majority of aluminum alloy doors and windows franchise dealers and sales staff should not be afraid, because most customers are not non-luxury brands or brands that advertise on TV every day, but as long as it is a distinctive brand that can satisfy it, it will buy it.
Therefore, the majority of aluminum alloy doors and windows franchise dealers and sales staff should show their brand image, brand positioning, brand characteristics and brand advantages well even if it is a small detail, that is, the essence of the brand is perfectly released, making customers feel that this brand is trustworthy and choice. Then, it is not difficult to deal with sales.
3. Reasonably "meet" the real needs of consumers
The process of product sales is a process of mutual competition between psychology and psychology. Obviously, if the majority of aluminum alloy doors and windows distributors and sales staff want to achieve excellent sales performance, they must fully grasp the customer's psychology-through observation, understand the customer's ideas, needs, hobbies, preferences, purpose and other contents, so as to guide customers to understand and pay attention to products, and reasonably "meet" the real needs of customers. In this way, the sales transaction will follow suit. Obviously, this requires a large number of distributors and sales personnel to use it freely or reach a perfect state through long-term actual combat.
4. Willing to communicate with consumers and greet them properly
Through the efforts of the above three aspects, the majority of aluminum alloy doors and windows franchise dealers and sales staff will face customers and conduct actual sales operations. Obviously, when customers enter the store and greet them, it is the first job to do for sales transactions. Then, how can distributors and sales staff say hello properly so as to make customers satisfied and willing to communicate instead of disgusted? For this point, aluminum alloy doors and windows franchise dealers and sales staff can watch specific products, when customers touch the products, when customers show the status of looking for products, when you meet the customer's sight, when the customer talks with his companions and so on, you will be welcomed by the customer to greet the customer face to face, close to face, and have pleasant communication. This point, the majority of aluminum alloy doors and windows franchise dealers and sales staff must keep in mind.
5. Identify the real needs of customers and achieve happy transactions
Sales is an art that requires fine painting and carving for customers' consumption needs. Therefore, the majority of aluminum alloy doors and windows franchise dealers should practice their eyes, know how to observe and observe, and accurately identify the real needs of customers. Obviously, only by accurately grasping the consumer demand of customers can we meet the real needs of customers and finally achieve a happy transaction. So, how can the majority of distributors and sales staff identify and grasp the real needs of customers?
There are three main methods: first, listen carefully to customers' needs or opinions so as to know their real shopping needs; Second, ask customers' needs in due time, this point needs to be put forward directly when the salesperson communicates with the customer happily, and the effect will be very good. The third is to analyze the customer's shopping motivation, for example, because the price is economical, the product is comfortable, excellent functions, increased personal attraction, attracted by advertisements, convenient use, economical and practical, etc. This point requires the majority of aluminum alloy doors and windows franchise dealers and sales personnel to continuously test, study and summarize in the actual sales process, so as to grasp it in place and do it better and better.
6. Avoid inappropriate and wrong ways of speaking in communication
When the distributors and sales staff introduce products to customers, they should introduce products to customers with great emotion. In particular, we should avoid some inappropriate and wrong ways of speaking. Adopting affirmative answers, guiding and praising, the transaction probability of product sales is very high. It can be seen from this that adopting positive, praising, guiding and passionate product introduction will make customers happier to buy, thus realizing the transaction of sales.
7. Encourage experience products in a timely manner to increase customers' purchasing desire
There is no doubt that when the salesperson basically determines the customer's interest point and target goods, it is necessary to encourage the customer to touch and experience the products according to the actual situation of the goods and increase the customer's purchasing desire. Obviously, it is easier for customers to experience more and satisfy customers, thus greatly improving the transaction probability of sales. Therefore, the majority of aluminum alloy doors and windows distributors and sales staff should encourage customers to touch or experience products.
8. Introduce some matching products to consumers in a timely manner
This is easy to do, because when customers are sure to buy a certain product, the sales staff can introduce some matching products to them in time, and most customers will be happy to buy it. If you are in a clothing store, if the customer buys pants, you can introduce the jacket and belt to the customer for reference and purchase.
9. Seize the opportunity of the transaction in time and realize the transaction decisively
When customers deeply understand, study or try on a certain product, distributors and sales staff should seize the opportunity in time to realize the transaction decisively. There are many methods, such as alternative: do you choose xx or xx? Another example: our promotion is the last day today. Another example is to bravely propose a method: Do you need to wrap this up? Wait. The majority of aluminum alloy doors and windows franchise dealers and sales staff must know how to observe and observe, correctly grasp the customer's needs, and timely and decisively realize the sales transaction.
10. If the transaction is completed, talk to the customer with a smile
The majority of aluminum alloy doors and windows franchise dealers and sales staff should understand: sending customers away is not only the end of one sale, but also the beginning of the next successful sale. Therefore, no matter whether the customer is shopping or not, the distributor and the sales staff should say goodbye to the customer sincerely and with a smile. At the same time, it is possible to inform customers of new trends related to the company or goods, such as when new goods will arrive in our store, so as to remind customers to buy again.
Of course, in addition to learning the theoretical knowledge of sales skills, aluminum alloy doors and windows franchise dealers and sales staff also need long-term practical training, and constantly learn, ponder, improvement and promotion.
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 only a superficial response to the customer, 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.
