Terminal Shopping Bible: What Exactly Does Shopping Guide Sell?

In most cases, the customer only gives the shopping guide a chance of "facing the door". If the guide fails to shoot successfully, the customer will probably be lost forever.

Many shopping guides are eager to "score" when they sell goods at the scene, resulting in "movement distortion". They are easy to fall into the situation of "Wang Po sells melon and sells their own products".

These selling methods may be "lucky to score goals", but can not really capture the hearts of customers, so that customers willingly pay.

What is the relationship between customers and shopping guide? It is a natural "natural enemy" relationship.

Even after many years of experience, the experience of terminal shopping guide is often not aware of this "friend or foe" relationship.

Customers know that terminal shopping is based on sales promotion and sales commission.

Shopping guide must be "Wang Po", not to mention her "melon and sweet" shopping guide, rare in the world, saying that their "melon is not sweet" shopping guide, certainly not in the world.

When customers arrive at retail terminals, most of them have strong or weak guard mentality. Customers are wearing a thick psychological defense armor, and their hands are clasped tightly against their purse for fear that they will be cheated by unscrupulous shopping guides and buy products that are not good or they do not need.

At this time,

What needs to be done is not to praise our sweet melon, but to increase the already existing, very opposed and distrust chasm between customers and customers.

The most important thing to do in shopping guide is to unload the thick psychological defense armor of customers and fill the gap of distrust, so that customers can feel that they are "close comrades in a front line".

To achieve this level of trust, customers will consider buying products and paying for them.

Therefore, the shopping guide is not selling products, the ultimate selling is trust.

This should be the guide for each terminal.

Read the Bible everyday.

Not for sale

Many shopping guides don't know what to sell.

How can "trust" be sold? How can we get customers' trust?

The first is to sell standards - when customers purchase consultants, sell product selection criteria.

Customers are very puzzled when choosing products.

Shopping guide is untrustworthy, and lacks the expertise to purchase products. In the bottom of the mind, customers are eager to have the third party power to help them make the right choice on an objective stand.

This is why customers should consult their colleagues, classmates, relatives or friends when searching for products, especially those with a larger amount of durable goods, or search for information about the products through the Internet.

These are relatively reliable for the customer, and the third party strength that has no conflict of interest with them is trustworthy.

However, the information obtained from these channels is likely to be incomplete or incomplete.

A customer who is eager to find a product's purchase consultant can help him or her buy products, tell the real situation of the products, identify the pros and cons, how to avoid misunderstandings and consumption traps, and buy a product of their own satisfaction.

If the shopping guide can play this role, the customer will be "grateful" from the psychological, and will eventually "generously".

Therefore, an excellent shopping guide should sell the standard of buying products, and be a consultant for customers.

The best thing to do in this aspect is the shopping guide of the high-end automobile brand 4S shop. When customers enter the store, the first sentence they ask customers is generally "cars are large durable consumer goods". They invest a lot and choose cars must be cautious. A good car should pay attention to five aspects. That is the performance of build and beauty, power and control, comfort and practicability, safety ability and value.

As long as a car is understood from these five aspects, it is perfect and there is no omission.

What is the most important aspect of your particular concern? "This is to tell the customer the criteria for choosing a car, and to be the customer's vehicle selection consultant.

The "comparative bombing" method promoted by the author in the service of Huang Ming Solar Group is also a standard to help customers establish solar energy.

Because solar energy is still a new industry, most customers know little about products, and the industry is mixed up. Many miscellaneous brands deceive and mislead customers for short-term interests, so that customers can choose products that can not be used and used badly.