What Role Should Shopping Guide Play? Do You Know?

In the terminal sales process, sales personnel should occupy the dominant position, guide consumers with their own ideas, and make customers vague needs clear, rather than passively follow the way of thinking of consumers.

Consumers are not product experts. Most consumers only have motivation to purchase, but they do not know what functions, materials and appearances of products that they really need.

All kinds of exquisite appearance, unique selling points, high-end materials stacked products of the ocean, consumers have not been consciously guided by sales staff, just like tourists, take a fancy to it, will only lead to dazzling, can not choose to really meet their needs.

Terminal some of the sales staff, met consumers began to constantly explain product knowledge, from basic knowledge, industry knowledge, product structure, product material, product selling point by step to the consumer to listen to, the training class moved to the terminal, completely made the consumer as a product training students.

A lot of shopping guides usually communicate with people smoothly, but at the end of the meeting, the speed of the consumers' speech starts to accelerate. After the author's analysis, it is found that, at the terminal, the customers' attendance is hard won, and the terminal competition is fierce. With the knowledge of the products being very high, they want to reach sales in the shortest time, for fear that a certain aspect of content is not in place, it also creates a tight schedule, and the speed of the shopping guide can not be accelerated.

When consumers come to buy products, their motivation is that the status quo is not satisfied, resulting in the purchase demand. This demand is to change and optimize the living situation rather than knowledge training.

The endless explanation will cause consumers' antipathy, and the two is that they will speak more and more.

The author also mentioned in the article "interpreting the core skills of terminal sales in three sentences", which can not be followed by words but not by words.

The existence of this problem also reflects many enterprises' terminal sales training methods are not proper, only giving product knowledge, but not giving knowledge application methods, resulting in the guide purchasing staff to mechanically train classroom training content, and involuntarily turned himself into a teacher.

Most products are made up of

These technologies have professional nouns and special titles. However, only professionals can be familiar with these terms.

But most of the shopping guides are expert in their own lives, full of professional terms, using the words that consumers can not understand to show their expert image.

Consumers don't understand what you're talking about. Will he buy your product? Some consumers are afraid to go.

It is not that we do not have the ability to consume, but we regret that we can not satisfy our needs after buying.

The way to dispel consumers' doubts is to let consumers truly understand the benefits of products and the benefits they bring.

It's good to be a product expert.

To become an expert, we need to "go deep into" products, but in the face of consumers, we should be able to "relax", pform the technical terms that are difficult to understand into life language, and use "ordinary words and side events" to tell consumers the convenience of function selling points, so that consumers can truly perceive the superiority and irreplaceable nature of products, stimulate consumers' desire to buy, and finally achieve sales.

Shopping guide introduces products to consumers, helping consumers to solve their life needs, bringing happiness and convenience to consumers, and benefiting consumers.

Consumers pay money to buy products to meet demand, and we sell products to collect money, which is equivalent exchange, in an equal position.

But many

The staff has mistaken their own positioning and placed the consumer in the high position.

The consumer is "God" good, but this God and sales personnel in the same status, not high above.

The purchase of God is not charity, and God has not so much compassion.

The phrase "you buy this?" becomes "you should buy this!"

"Do you buy this?" is a prayer, originally selling happiness, but turned into a beggar.

"You should buy this!" is the demand for "relief" consumers.

The role of the shopping guide in the terminal sales section is that the consumer is buying consultant, and is a staff member not to make a fool of himself.