Shopping Guide Must Be Mastered.

"Curiosity", open mind, indicating curiosity about goods, willing to let sales personnel to introduce.

Behavioral characteristics:

Stop, watch, stretch your hand to touch the merchandise, ask simple questions.

At this time, customers have a good impression on the store and sales staff. Customers start to stop in front of a certain product and even ask for some simple questions. For example, what are these materials? "What are these materials?" and "do you sell them?" sometimes they ask, "how much is this money?" it is important to note that enquiries at this time are not serious and rational. They are often only signals of interest to the products. At this point, if the salesmen make hasty quotations, the other party will say "too expensive" when they are 99% of the time, because customers are less aware of the value of the goods, and maybe less than 50%.

If sales personnel fail to communicate effectively, they will probably fall into the mire of price negotiations too early, and this will have a negative impact on the results.

Sales focus:

"Brief introduction", on the basis of the sale of a sentence just now, further stated several selling points of this commodity in concise language, and strengthened the strength of one sentence sale with a supportive viewpoint.

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At the same time, the most important thing in this stage is to stimulate customers' interest through commodity perception. They can invite customers to participate in the demonstration process, namely "experiential sales", ask customers to touch them, take a closer look, put them on the hand and compare them with each other to fully experience the use of commodities.

Only when customers fully perceive the goods, can they further generate the desire to buy.

Customers will never buy goods that they do not yet know very well. The use of large durable goods is generally relatively complex, and if they are only listening to salesmen, the perception level is only 10%. Touch, demonstration and trial can make the perception of goods reach 90%.

"Generate interest", create a sense of familiarity and goodwill for commodities, and begin to unconsciously imagine: "if I also have..."

Behavioral characteristics:

Enquiries follow salesmen, show interest in listening, sit down and chat, read picture books, talk more, and ask questions related to merchandise.

At this stage, customers sometimes reveal a lot of their personal information, such as occupation, family, hobbies and so on. The more active customers talk about such topics, the better the salesperson's goodwill and trust, the greater the positive influence of sales communication.

Therefore, if salesperson politely shows interest in listening and encourages eyes, the conversation will be more intense.

These seemingly and

Irrelevant dialogues have great influence on sales success. This is the halo effect of psychological research, that is, to spread the advantages of one person to other aspects.

Because of "negotiation", they spread to the "recommendation" of salesmen, believing that they have the same taste, and then believe in the proposal and design of salesmen. This is the reason why customers like to buy the salesmen who talk about the industry.

Sales focus:

"Auxiliary Association", that is, the use of all available sales props to help customers associate.

For example, if customers want to be interested in costumes and costumes, they will show customers some pictures of interest costumes. After you wear them, they must be very attractive and attractive. Customers will naturally imagine what this dress is wearing on themselves.

"Likes", likes the commodity, but does not have the motive to buy, namely, "heartbeat but not action".

Behavioral characteristics:

The asking price of "serious price" at this time indicates that customers measure their needs through price.

Sales focus:

"Enhance desire", emphasize the brand and quality of goods, and explain the price wisely, for example;

1, "enhance the value of the" price interpretation method, that is, more in-depth and more professional description of the selection of goods, design, workmanship is the best, the best, the best, indicating value for money.

2, the "deepening demand" price interpretation method, that is, the price of this product is higher, but it can solve the very important problems of customers and meet the very urgent needs.