Guide Customers To Enter The Store To Deal With Skills

When customers enter the store and begin to notice the merchandise sold on the store, it marks the first stage of sales. This is the first step in the success of sales.

Customer psychology: "blind browsing" refers to the fact that customers come into the shop knowing and browsing at will. At this time, there is no "demand" and the desire for goods is very low.

Sales focus: "pay attention" is to break this "no". demand "Balance" and find a breakthrough. The best selling method at this time is "one word sale", that is, to summarize the highlight of every commodity in one sentence, and to arouse his interest by attracting the attention of customers. With the eyes of customers, explain in time.

Customer psychology: "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?" "do you sell them?" sometimes they ask, "how much is this?" what should be noted is that the enquiry at this time is not serious and rational. It is often only a sign of interest to the merchandise. At this time, if the salesperson gives a hasty quotation, the other party will say "too expensive" when 99% of the customers are in a hurry, because at that time, the customers' cognition of the value of the goods is still low, maybe less than 50%. At this time, it is obviously at a disadvantage that the salesperson is talking about the price. 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, we further use the succinct language to say several selling points of this commodity, and strengthen the strength and credibility of the sale of a sentence with the support point of view. 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%.

Customer psychology: "generate interest", have a sense of goodwill toward commodities, and begin to unconsciously imagine: "if I also have..."

Behavior characteristics: "ask" follows Salesman It shows interest in listening, willing to sit down and chat, read picture books, talk more, and ask questions related to commodities.

At this stage, customers sometimes reveal a lot of their own. Personal information For example, occupations, families, hobbies and so on, the more active customers talk about such topics, the better the salesperson's favor 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 unrelated dialogues have great influence on the success of sales, which 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, using 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.