How Do Terminal Sales People Receive Customers?

As a person Terminal salesperson If you don't know how to match Customers face to face Of Communicate 。 Well, it is difficult to successfully complete the sales task. Only by improving the skills of salesmen in a logical and meaningful way can we complete the sales task more effectively. Terminal sales process can be divided into 5 steps.

　 Greeting customers

Remember, smile! Sincere smile is the magic weapon to win customers.

To greet customers, that is, to talk with customers, the positive and friendly attitude of terminal salesmen is very important for starting a successful conversation and selling. Similarly, a good start requires a well-established problem:

1, the case should be avoided as far as possible:

Example 1: usually, the salesperson will ask the customers who browse: "what do you need?"

Analysis: This is a professional professional tone. Avoid it! In most cases, customers will shake their heads sensitively, walk away or remain silent, and keep looking down. Few customers will tell you directly what he wants unless he has decided what he wants.

Example 2: Salesperson: "do you need a certain type of cell phone?"

Analysis: this problem may surprise a casual looking customer. He may want to buy it, but he has not made up his mind yet. This question is of course hard to answer. He may not want to buy it, just look at it, so that customers can not answer immediately after leaving. Before we talk, we scare the customers away. How can we introduce the products to customers? In turn, salesmen may try to meet customers in a different way.

2, worthy of promotion of terminal sales cases:

Scene 1, customers are just browsing.

Salesperson can start this way: "this is a special product of a certain product, and a new product has been listed. "Or" what we are doing now is certain activities. "

Scenario 2, customers are already looking at a particular specification product.

Salesperson: This is a specific product, what kind of function it has, what kind of function it has, or what advantages it differs from other products and brands. We should introduce the role or uniqueness of the product in as few languages as possible.

Scene 3, the customer's eyes swept across the counter.

The salesperson should catch the eyes of the customers in time and contact them with eyes, and introduce to the customers: we have a certain product here, what kind of products you are looking at now, what kind of functions it has, what kind of functions it has, or what advantages it is different from other products.

Scene 4, several customers are watching the product at the same time.

Salesperson: This is a product of XX. Introduce and publicize product information to several customers. With the above scenario 2 and scenario 3, the product is introduced flexibly. It is necessary to introduce several specifications of products to several customers to meet the needs of different customers.

From the above scenario analysis, we can find that the browsing customers are usually looking at a product, a product or a product, and the product that he has been watching has aroused his interest, so the salesperson should give a relevant explanation to the product he is looking at. After that, it will lead to some problems and judgments of customers, which are often the needs of the terminal salesmen about customers.

With a good start, the salesperson should know more about the specific needs of customers. {page_break}

　　 Understanding needs

(1) remember! The more picky customers are, the more potential consumers are.

After welcoming customers and talking with them, the bridge between salesmen and customers is established. Salespeople should understand what customers need, and only when they know the real needs of customers can they recommend the right products to customers.

Therefore, we need to know the specific requirements of customers by asking questions. To avoid talking about a lot of products, after introducing many products, we still don't know the real needs of customers. In addition, we should pay attention to find out the hidden real needs from the customers' answers.

When listening to the customer's statement, the salesperson must pay attention to:

1, maintain the greatest attention, avoid looking around and absent mindedly.

2, do not interrupt the conversation at will, because it seems to be disrespectful to customers and impolite to customers.

3, try to avoid negative value judgments. If you are wrong, wait.

After asking questions and listening to the answers, the sales staff should analyze and seize the sales opportunities. Sometimes, customers do not directly tell their needs. Some negative statements and judgements cover up their needs.

For example, customer: "I don't need this product, because I... So I..."

Analysis: at first glance, customers do not seem to need anything. But after careful analysis, the real need of customers is relative to some other product besides this product.

(two) as a successful terminal salesperson, we should not only seize every sales opportunity, but also be good at creating sales opportunities.

Whether or not sales opportunities exist depends on creativity. The key to creation is how to say and generalize. In fact, what matters is not what you want to express, but how to express it. Even if you think that the customer really needs an urgent need, you have to drag him to agree that he does have some need, and confirm that this is the case until the customer accepts and completes the sale. This is the secret of success.