No matter what sales, first study the psychology of the target consumer, and combined with actual sales experience, it is very important to find a set of sales skills, as well as furniture sales. So, how can we quickly establish customer trust in furniture sales? In the face of customers who come to see the furniture, how can I ask the question to understand more of his ideas? Here is my collection of the most complete furniture sales techniques and spells for everyone. Welcome to reference.
1. Quickly establish trust: III looks like an expert in this industry. : Pay attention to basic business etiquette. 客 Customer witness (Customer letter, list, message) ⑷ (newspapers and magazines, professional media) authoritative testimony (honor certificate) ⑹ (consultation) Effective listening to the top ten techniques: ① sincere attitude and listening with heart. ② Stand Sitting on the left side of the customer. (It is easy for customers to see you and you write on the left, and it is not easy to see on the right.) ③ Eye stares at the tip of the opponent's nose and forehead. ④ Do not interrupt, do not interrupt (do not interrupt the way when the customer speaks) ⑤ Do not make a sound (just nod, smile) ⑥ Re -confirm (when the record must Let the customer confirm what he said, it can enhance his sense of accomplishment, and at the same time promotes his psychological identity, accelerate the signing) ⑦ does not understand the question (listening to the place where you do n’t understand and do n’t know it in time) ⑧ Do not organize language (do not think about how to ask and answer in your heart) ⑨ Set up for 3 to 5 seconds (when you start talking, you can pause for 3 to 5 seconds. Organize your mind by yourself.) ⑩ nodded and smiled (in the process of conversation, keep smiling) ⑻ praise (the beginning of all communication, it is to capture people's hearts and build the most effective way to trust) ① sincerity from the heart. ② flash point (praise customer flash point) ③ specific (not a large range, to be specific) ④ indirect (indirect praise effect will be greater) ⑤ third third Those (by praising children, clothes, etc.) ⑥ Timely Classic sentences: You really have vision/not simple/generous/generous/attractive/bold You are really with Different; I admire you very much; I appreciate your (superior to lower -level) The effective imitation in praise will strengthen trust, because people are easier to trust people who are not much different from themselves. . The method of asking questions ① What brand of furniture is now used now? ② Is it satisfied with that set of furniture? How long did you buy? ③ Do you know about the furniture before buying that furniture? ④ What are the shortcomings of the furniture now, and need to strengthen the changes? ⑤ the set of furniture purchased at the time? R? R? R? R? n ⑥ If you want to buy furniture again today, are you able to make the master yourself, or you have to ask your guests or friends? ⑦ If I introduce a set to meet your original needs, but also fill the original original needs, but also fill the original original needs, but also fill the original original needs, but also fill the original original needs. Insufficient furniture, within your budget, do you want to have it? The topic of questioning questions: ① What do you call? Where do you buy it? (If you ask your surnames, Not good) ② Do you get a new home or supplement furniture, or someone at home gets married? ③ Have you seen it in other stores? It is hard on the road, drink a cup of tea. ④ Is there a drawing with drawings? Let me take a look. ⑤ Whether the graphic of the approximate graphics can be seen, I can help you see the size, how to place it. ⑥ Do you look at the sofa or the bed. ? ⑦ Do you use it yourself or for others at home? The steps to ask questions: ① Ask some simple and easy answers. ② Ask the question of yes. ③ Ask the question of the second choice. ④ Think about the answer in advance. ⑤ can use as little as possible to say as little as possible. R n ① Price (customers always want to buy the best products at the lowest price) ② Furniture of furniture ③ service (before sale, middle, back, on -site measurement, swinging field) r r ④ Whether the competition (the product of the competitors) will be cheaper and the function will be better. ⑤ Support (whether there are promotion, whether there are activities) ⑥ Guarantee and guarantee. Please remember: never solve all problems, only the proportion of continuous increase in transactions. : Different from the customer focus (incentive buttons), customers can be divided into: Family type: conservative thoughts, keen on stable life, mostly the housewives, the elderly, a small number of middle -aged men. Persuading such customers should not tell him that the product is very different because he is afraid of changing. If imitation models: These people pay special attention to the affirmation and identity of others. They like to imitate celebrities, big characters, and most of them are mainly 20-30 years old. Successful type: Like different, everything is the best and excellent pursuit, with high -level white -collar workers and those who have their own career. Social identity type: The key button is that life must serve the society and have a sense of mission. Mainly government officials, doctors, teachers, and successful people. S survival type: pursuit of affordability and reality, with cheap and money -oriented. Persuasion of such people has hard quality from our green channel furniture, and can save you a lot for decades. At the same time, it is good to convince. . How to answer objections: (Affirmation of Agreement) The recognition first, and then asking, recognition is not agreed. The nod and smile at the action. The hot words should be used when dealing with objections. Do not use "cold words" hot words: I know (understanding) ┈┈ I thank (respect) ┈┈ In fact我 This I agree (recognition) ┈┈ ┈┈ Cold words: but, that is, but. The interrogation skills exercise: how much do this set of furniture cost? The question: How much money is not the most important, the most important thing is that you like it or not, what do you say? This sofa is how many discounts? The question: Do you order today, do you like to buy discounted things? Is there a dark color? Is it color? Is there any guarantee for the service? What special services do you need? How can I get to the goods? To the most suitable? ⑸ Answers to the way that the price cannot accept: ① how much money? how much money is not the most important, do you like this set of furniture? If this furniture is not suitable for you Will you buy it for the price? Have you ever heard of the green channel? So let's take a look at this preferential price if it is suitable for you. Is the size appropriate? Can't let it go, is it necessary to let you write it down and calculate the most satisfactory price for you first and calculate. (Moving focus) ② too expensive a. Too expensive is a mantra. (You can pretend not to hear, it is the best way) b. Instead of question: What kind of price do you think is not expensive. c. Do you know what is the difference between cheap furniture and expensive furniture? d. Shape the value e. f. With high lining and low (finding similar products in the mall, he is more expensive, so he feels low.) g. Why do you think it is too expensive? The difference between 10 yuan) h. Large and small algorithm. ③ The product itself is expensive: a. So expensive, good, have you heard of it? b. Yes, the price is really not cheap, but there are thousands of nationwide upper than the country Wan people are using it, do you want to know why? c. Yes, expensive is a way to measure product value? Why is our product expensive because he does be worth it. d. The principle of Mercedes -Benz is proud of expensive. Our products are expensive because he is a Mercedes in furniture. ④ Generally facing expensive, commonly used methods: a. If the price is the same, is you willing to spend a little more money to buy better services? B. If I can provide you with satisfaction Are you willing to buy it from me? C. Do you just buy a cheap price? Or does it only care about the price of the price? Or the quality and service? d. In addition to the price, you are more concerned about What are the aspects? Such as credit, service, quality. E. Under what circumstances you are willing to buy high -priced products. f. Have you ever bought things without spending money? Have you regretted buying cheap things? One point price, one point, we can't give you the cheapest price, but it will give you the most Reasonable price. G. Franklin method (find a piece of white paper, and one line in the middle is divided into two. Write the benefits that our product brings to him on the top, the benefits brought by the other side, and then compare. ) h. Customers witness, for example, explained that a customer once felt expensive, and later found that the price is the most suitable. i. Call the manager. . The techniques of affirmation: ① What you say is very reasonable. ② I understand your mood. ③ I know what you mean. ④ Thank you for your suggestion. ⑤ I agree with you. ⑥ Your question is very good. ⑦I know that you do this for me. The method of recognition of recognition can not only be applied to the customer's claims in the on -site sales, but also applies in the process of processing customer after -sales service and complaints. . The language signal of transactions: a. When concentrated on a product, the customer gave up other products and only asked for a certain product carefully, indicating that the customer had begun to have confidence in him, or or When you ask the question that you have figured out again and again, it is a signal that is about to reach. b. When asking if there are supporting products or gifts, the customer will not express his position immediately after understanding the product. Instead, he will ask if there are supporting products or gifts. Pay attention to the use of gifts and promote transactions. C. When soliciting opinions from companions, if the customer solices the opinions of companions, it is a signal that intends to buy. d. When the customer propose the transaction conditions, the customer picks some of the non -important faults, and then negotiates the transaction conditions or prices or give more gifts. E. Began to care about after -sales work. I always ask about delivery, whether the original packaging, after -sales service can be timely, and there are problems with replacement. It, there are some questioning signals: a. How about the sales of this kind of furniture? B. What is your minimum discount? c. What will you do? After -sales service? d. Is there any promotion now? Is there a gift? e. Are there any more detailed information? F. When can order be delivered? g. I would like to ask my wife's opinion? ⑤ The behavior signal of the transaction: a. When the customer's eyes are bright, seeing a certain product suddenly brighten and expose joy. b. When suddenly stop asking questions, the customer looked at the goods, and asked about it. When the interruption was slightly thoughtful, he was considering whether to buy it. C. When comparing several products, customers compare a certain product to other products, or compare them with the same product. d. When constantly nodded, while looking at the product, he smiled and nodded, indicating that he was satisfied with the product. E. Take a closer look at the manual, carefully read the product description or publicity data, and ask questions. f. Look at the same product for the second time. g. H. Customers pay attention to the guide, the customer's eyes are very sharp. They do not let go of the tone and content of a small movement, eyes, and conversation, for fear of being fooled. ⑥ The method and technique of transactions: a. Bold transactions (anyway will not die) b. Ask the transaction c. d. Silent method (At the critical moment, when he hesitates, don't grab it, who will take the wind, wait for him to decide)
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