Customers Enter The Door, Pretend To Be Dumb, Understand The Needs And Guide Him.

The shopping guide introduces the products, and the customers seem to listen to them, or even leave them without saying anything. Therefore, the shopping guide draws a fallacy. The customers entering the shop can be divided into two kinds: one is to find fault, you say the product is good, he says the product is bad, you say the product sells, he says that there is nothing like two competing products, you say that you are a famous brand, he says that it is a lot of advertising, just a bar. One is to bargain. No matter how low your price is, customers say it's too expensive, and you can get a few discount, and the lowest price. All in all, it's hard to deal with customers who just entered the store.

When I am a guide buyer, I often use this paragraph to test the guide. An interesting phenomenon is that to solve this problem, it is hard for beginners to take the lead. Experienced shopper thinks this is not a problem at all. Why do the experienced shoppers know how to handle the problem? Why do the novice go on the wrong way? I believe that an important reason for the customer's failure is that the shopping guide will not look at it and will not think about it.

So, what kind of needs do we need to know about the customers to realize the sales guide? How can a salesperson talk to guide the product to the sales of products? I usually customize five or six sets of related salesmen to the enterprise. Here are one or two examples.

First, let me look at some of the sales techniques that I have designed to understand demand.

　　 Category 1: understanding from users demand Speech technique

Shopping guide ask questions: did you buy warm water bags for yourself or did you give them to others?

Customer: I bought it for my father.

Shopping guide should dialogue: you really filial piety, your father has such a daughter too happy! My dad 60 years old, I bought him this kind of warm water bag, you come to see... He is unhappy.

If customer Answer: to send a girlfriend.

Shopping guide should be dialogic: you look so handsome, you must expect your girlfriend to be pretty. Beautiful girls must use beautiful warm water bags.

　　 The second category: from the product type to understand demand. Talking skill

(scenario: shopping guide ask questions: choose mobile phone. Customer: let me see. )

Shopping guide: what's the style of your original cell phone? Straight, sliding and flip?

Customers take out their cell phones: is this a straight board?

If the shopping guide wants to push the same kind of cell phone, they should talk with each other: you have more people in this style. Now that you are used to it, do not change the other styles. Otherwise, it will take a long time to adapt.

If the shopping guide wants to push different types of cell phone technology: mobile phones are used every day, and there is no sense of freshness in using them for a long time.

This skill to understand customer needs is called cushions. The key is that after asking each sentence, the shopping guide should attach a topic to the customers. This topic is commonly known as "cushion", which is like the sofa cushion, which makes the customers sound comfortable, so that the customers do not want to stand up after listening. Moreover, the "cushion" is also double-sided, which can play a connecting role. Echo customers and lead products. It's hard for a guide without professional training to do this. For example, the dialogue above is:

Shopping guide asked: did you buy warm water bags for yourself or did you give them to others?

Customer: I bought it for my father.

Guide buyer: you come to see this one.

The customer glanced absently, and thought, "this one is similar to what I saw just now, and the price is still more expensive."

In fact, it not only echoes the needs of customers to design cushions, but also asks customers to ask questions, so as to avoid invalid questions. Otherwise, what you give to your customers is not a cushion for continuous communication, but a "whip" for customers to refuse to communicate. Give an example:

Shopping guide: "here are several more. Do you want to have a look?" (customers: "no need")

Shopping guide: "popular pink this year, do you like it?" (customers: "do not like")

Shopping guide: "Miss, do you want this style?" (Customer: "no").

Shopping guide: "this is very suitable for you. Do you think so?" (Customer: "general")

Learning purpose: understand what customers need to understand different needs from a customer perspective.

Different customers have different needs, and customer needs are varied. From a customer's point of view, customers have at least these different needs.

1 customer gender

As the saying goes, men and women are different. There is a big difference between the consumption demand of male consumers and female consumers. Taking cars and electric vehicles as an example, male customers generally focus on car speed and quality when buying cars. Women generally focus on the style and color of the car. The more consideration is that the car is not beautiful, which is not compatible with her daily wear. Women are affected by emotions, men are dominated by desires, while emotions are influenced by the environment, while desire is directed at specific goals. The handsome guy can see the beauty of 100 meters away from the vast sea of faces, but when he runs to the beautiful woman, the beauty can only glance at him from head to toe. Similarly, the sale of products suitable for both men and women should pay attention to their different needs.

2 customer occupation

The occupations of electric car buyers can be roughly divided into four types: workers, peasants, businessmen and students. How do they understand their needs in the face of these occupations?

1. Tell the townspeople about the city Dialect: ask them where to work, usually do not need to pick up the child. When you know the needs of the townspeople, you should praise him for his knowledge and vision.

(2) to speak to the rural people in rural areas: to know that their villages are not smooth enough, and what their main uses are. For rural people, you have to "Curse" him to pretend to know something, or to distinguish between others. Fight is a kiss, scold is love, the more you express your hate iron than steel, the more rustic people believe it.

3. Businessmen have money to bargain: businessmen who are generous enough to take good offices do not receive much money, so they have come all the way and are already very familiar with bargaining. How to bargain, see the bargaining part of this book.

The most difficult thing for intellectuals is to prepare for a protracted war. With the improvement of social status and economic income, although intellectuals can afford hundreds of thousands of dollars of cars, they are still hard to forget.

Judgment is not allowed, raise the price: judge the customer's occupation, and raise them to the heights. If customers look like they are from the countryside, the guide should ask them where they work in the city, so they will not be directly asked where they are farming, where they will be herding cattle. For people who look at cities like this, they ask the customers if they are the directors of a local bureau. If they look at a member of a certain institution, they will ask him whether he is the chief of a certain organization. Seeing the security guard, you mistook him for being a policeman.

3 play the role

When customers come to buy a car, there are two roles, one is the car buyer, the other is the reference. The referer is usually a dog's nosy and a person who is trusted by the car buyer. So, when facing the customer and the reference, you have to give attention to two points, at the same time, we should have a key point, and can not add a cold eye to the reference, although the referer plays a good role not too much, it plays a lot of bad effect. Especially when it comes to late price cutting and complain about products, this reference person can not ignore it. Pay special attention to the relationship between them. For example, husband and wife, friends, young people...

4 pay attention to the type of money.

Consumers need luxury or easy money. They are high price, medium price or low price products. What do you do when a salesperson asks a customer what type of car he wants to buy and how the customer stops talking?

Cadet 1: I will ask who he is riding. Is it a man's ride or a female ride? If it's a male ride, introduce a larger car.

Cadet 2: let's see what time the customer stays in front of which car is longer. Maybe the customer is interested in this kind of car. First he will introduce the car that he looks at for a long time, then slowly put it in order to see which vehicle he needs.

Student 3: see the customer turn around and stop in front of which car. Then it starts to introduce the situation.

Cadet 4: can't be sure that the customer sees the car? It depends on what he wears and hairstyle. If you are a decent person, you usually choose luxury cars.

Student 5: in such a situation, it is best to keep distance with customers, so that customers can continue to choose their cars freely in the shop according to their own wishes. And steal a look at which electric car the customer stops in front of which electric vehicle is concerned. Then, you remember this car.

Wait for the customer to leave the car for 1-2 minutes, then go over and tell the customer: "look at these cars first. If you pay attention to the appearance, you choose it yourself. If you pay attention to the economic benefits, I will recommend one to you. "At this time, 80% of the customers will ask" why do you recommend me? "

Readers want to know, which car is easier to deal with by the shopping guide to the customers? Yes, the guide can tell the customer without breaking the flaw: "come, you look at this car", actually the car that the customer just paid attention to. Customers will think, why so smart! I just saw this car.