What Should We Do In The Actual Shopping Guide?

An experienced person

Shop guide salesperson said so, in the actual shopping guide work, it is better to say that it is better to listen than to listen or to listen.

One, can say - see customers have something to say

In the face of how customers can "speak", we should do the following:

1., when facing customers, they can handle

The selling point comes one after another.

2., respond to customers' questions with ease and flexibility, and will not be easily asked by customers.

3., articulation is clear and intonation is easy.

4. be good at mobilizing a relaxed shopping atmosphere.

Two, will say - can we say something?

What does "say" mean? It can be said that it is the guidance of the purchaser to speak of the customer's mind.

We need to understand the psychology of consumers and tell the real needs of consumers.

It should be said that we should not say anything.

A joke that can't be spoken:

A grocery shopkeeper trained a guide in the store, saying, "when customers come to buy a product, if we do not, we must not tell the customer directly that we have not, but we should actively recommend some relevant alternatives to him.

"

One day, a young woman came to buy toilet paper. The salesperson was very sorry, "sorry, it is sold out."

But at the same time, he added, "do you want some fine sandpaper?"

We don't know what the young woman heard and responded to after hearing it, but this joke shows that if a shopping guide does not know the language skills to communicate with customers, it will be no good to be positive again, or even more positive, and the effect will be more counterproductive.

Therefore, speaking is reflected in:

1. understand consumers and create demands for customers.

2., we can accurately grasp the needs of consumers and quickly pull in the distance from customers.

3. let customers believe what you say, words are full of feelings, optimistic and infectious.

4. draw color, vivid and humorous;

5. learn to use FABE rule to sell products to customers and explain benefits to customers.

6. when it comes to customer motivation, achieve your goal.

7., greeting customers, keeping family customs, and being friendly and natural.

8., leave room for customers, and strive for the greatest possible space for themselves.

9., it is able to describe the complicated things so that the customers can understand them very well.

10., we can adopt different ways of introduction for different customers.

Three, listen, understand customer's voice and grasp customer's needs.

When we talk about someone who should do the sales, we often say that he is very eloquent.

In fact, listening is more powerful.

As the saying goes, "words speak for the heart", smart salesmen are good at listening.

They know that in addition to initiatively introducing and greeting at the beginning, the initiative to speak at other times should be in the hands of customers.

Customer satisfaction or dissatisfaction, approval or disdain should be expressed through customer's language or body language.

The guide of "can listen" usually can quickly judge the type of customer and the real demand of customers from listening.

Please remember: an excellent guide is also an excellent psychologist.

A salesperson who can speak well and be eloquent is not easy to get customers' recognition. On the contrary, the implicit guide is easy to get the recognition of customers, because customers feel that such a guide is honest and trustworthy and worthy of communication.

Customers do not want to talk business with a very smart person, so he will be on guard and avoid being fooled.

Therefore, the shopping guide should remember, can speak and speak more will listen, so that your introduction will be more targeted.

There is a very vivid saying: God has given us two ears and one mouth, that is, let us listen more and speak less.

{page_break}

1. the importance of "listening"

"Listening" helps understand customers and understand needs.

In the process of shopping guide, we should try our best to let customers speak and let customers speak their opinions, opinions and concerns.

"Listening" enables customers to feel respect and appreciation.

Carnegie once said, "the attitude of listening attentively to other people's speech is the greatest compliment we can give to others."

Similarly, customers will repay your sincerity with gratitude and enthusiasm.

"Listening" can make oneself more popular.

When we focus on listening to each other and understanding each other, our posture is modest and modest. Such a person is always more popular than ever.

Listening will help us win the initiative.

As the saying goes, "speak much and lose much", if you speak more, you may reveal the secret that you do not want to tell.

Experienced buyers often hide their cards before they listen to customers' intentions. They can only play cards according to the circumstances, and the success rate is higher.

2., how to "listen" better?

(1) simply ask questions, inspire and encourage customers to speak more.

For example, "what else", "how do you feel about it" and "what other ideas" can encourage customers to speak more?

(2) active listening and eye contact with customers.

Perceive subtle changes from customers' expressions and eyes.

(3) never interrupt a customer's speech when speaking.

(4) active listening is reflected through non-verbal means.

For example, people who lean forward, speak directly to others, nod, smile and respond regularly, such as "yes" or "I understand", encourage speakers to speak.

(5) be good at figuring out customer psychology.

While listening, actively reflect on the main points of the speaker, and quickly identify the analysis in his mind and try to figure out the real intention of the customer.

As the saying goes, "words speak for the heart", we must be good at understanding each other's hearts through language.

Four, will see - from the details to observe customer needs, accurately grasp the timing of the paction.

"Seeing" means observing and observing the needs of customers from the details.

Look at the customers' financial ability, what they want to buy and when to buy it.

Shopping guides must be able to identify customer needs and desires, otherwise the products will not sell.

In addition to listening carefully to customers' needs, the shopping guide should also be able to understand their nonverbal behavior clearly.

Customers' eyes, gestures, intonation, facial expressions and the whole appearance can reveal their thoughts to a great extent.

1. if the customer lean forward to watch the product, he is willing to face to face with the shopping guide, his face is calm and natural, and he has direct eye contact with you. It shows that he is interested in you and products, and he feels relaxed and happy.

2. if a customer's arms are crossed tightly to his chest, this gesture will represent a global meaning, representing a defensive mentality, or showing a careless look. The eyes scan the ceiling, which means he is rejecting you.

3. when the customer listens, he kneads his nose, clears his throat, pinches his ears, moves his eyes, and his legs are unstable.

4. if the customer looks up slightly, hands on his chin, eyes contact you, and nodded thinking or knowing action, it shows that your sales have been more than a half successful. At this point, you have to stop talking and seize the opportunity to facilitate the paction.

5. if the eye contact between the customer and the guide is kept for a few seconds, smile and tilt up the nose, indicating that he is weighing your suggestion.

6. if customers smile and relax and show enthusiasm, sales will be almost successful.

7. judging customers' basic purchasing level by observing how customers come, such as driving or riding a motorcycle or riding a bicycle.

8. judge the customer's purchase level through the customer's dress.