How Can A Salesperson Skillfully Guide Customers?

So, we can't wait to popularize product knowledge to customers.

From the point of view of the salesperson, my customers are my customers.

Customers have limited time to stay after entering the store, and they may leave at any time.

First, inculcate some ideas that are beneficial to our customers, and try to brainwash the customers, so that customers can form a value judgment standard that is good for me. We should clean up the competitors' products in the customer's purchase intention from the angle of prevention, preferably on the spot.

But from a customer's perspective, it's another story.

The money is in my hands, and the right to choose is in my hands, and it is not urgent to buy it. It can be fully finalized than the N house. The more urgent it is, the more anxious it is.

First of all, we cannot put responsibility on customers. Only the incompetent salesmen and no incompetent customers are bound to be on our own.

As a salesperson, we have to think clearly about whether a customer has ever been to other stores before entering our store. As long as he enters other stores, he will inevitably have business personnel to make relevant information. It is very difficult to ensure that other business people can really stand on a completely objective and real position when analyzing customer needs and introducing products.

It can be predicted that the probability of occurrence of four kinds of competitors may be relatively high.

1. carry out the popularization of basic professional knowledge;

2., when analyzing customer needs and introducing market conditions, we will selectively introduce products that are beneficial to our products.

3., it is possible to expose its shortcomings and problems according to the characteristics of its competitors, magnify the negative direction of competitors, or even make a false move, confuse the black and white and mislead customers.

4. competitors' business people also want to get the customers straight, and try to prevent customers from going to other stores to see the plan.

In recent years, the popular business ideas of various kinds of on-site quick pactions will also encourage business people to ignore customers' freedom of choice, and to some extent, oppress customers to make quick turnover.

At the same time, many customers also like to make use of this point, and use this store's salesmen to deal with another store's salesperson when they listen to the introduction of the salesperson, one is to quickly strengthen their professional knowledge, and to install other professionals in the other stores. Two is to use professional knowledge and price information to deal with another shop salesperson, and the three is to make full use of the mutual attack among business people to suppress each other.

As a salesperson, we should give full consideration to the actual situation.

When receiving customers who have just entered the door, the customer is assumed to have been to other stores (or indirectly inquired about). He has received educational brainwashing from other store operators.

Then, what adjustments should we make to deal with those problems?

1. first, it is not urgent to locate the customer as an amateur. Customers may have accepted the professional knowledge popularization of other business personnel. First, we must detect the degree and level of customer knowledge of professional knowledge, or simply assume that customers are professional.

After all, customers are unwilling to appear in front of business people as an outsider.

In terms of product related professional introduction, we must emphasize objectivity and neutrality, and aim at our objective to set off competitors' lack of objective and rational volatilization.

2. assume that the competitors' business personnel have all listed and attacked the shortcomings of our products. When facing customers, they should not hide and tuck, nor can they evasive and avoid talking. That will give customers more doubts and make sure that other salesmen are right.

It is to be proactive and proactive, declaring that there is no perfect product in the world, nor is it a defect, but a feature.

Choosing products is not choosing the perfect things, but choosing the right ones.

At the same time, to a certain extent, advance the precautionary description of the defects of their products ahead of time.

3., considering that competitors often force customers to decide the order on the spot, they should give customers the right to freely choose, take the initiative to ask customers to take a look at them, and make a difference between the three goods and create a loose trading environment, so that customers can feel their freedom to choose the right for God.

4. assuming that customers have already been to other stores, the sense of competition as a salesperson's inner part is bound to be strong, more challenging and more serious.

At the same time, some irresponsible promises or excessive words should be controlled.