How Does Sales Catch Customers? - Qi Rui De Ze

Step one: attracting customers

If there are no customers entering the store, the more powerful salesmen can only talk on paper.

To attract customers to enter the store, we must start with the two "suction area" of the store.

General terminal stores are divided into five main areas: import area, exhibition area, rest area, service area and storage area.

The import area includes shop recruitment, window display, import and export.

The display area includes containers, shelves, central islands and water platforms, which mainly refer to the area of display merchandise.

The rest area refers to a sofa, seat, etc. that provides temporary rest for customers.

The service area mainly refers to the cashier.

The storage area refers to the warehouses where goods are stored.

The areas attracting customers are mainly imported areas and exhibition areas.

We should pay attention to the following two points:

Shop recruitment

Shop trick is like a person's face, so that others will know that you are not the others.

Therefore, store recruitment design needs to be eye-catching, generous, clean and keep clean at all times.

Shop recruitment is best made of LED luminous shop recruitment, so that even at night, it can be clearly eye-catching, easy to identify customers.

[window]

A window is like a person's eyes. You can see the inner world through your eyes. Similarly, the design and display of the window also reflects the style of the shop. Therefore, the design and display of the window is an important part of attracting customers' attention.

The window design should be consistent with the style of its own product, the lighting should be bright, and the products displayed should be presented in front of the customers in a delicate way, so that customers will have the impulse to see and love to shop.

Generally speaking, the following principles should be paid attention to in window display design.

Display products that reflect the main styles nowadays can not display outdated products.

Merchandise is displayed and goods can not be displayed.

The reason is very simple. If goods are displayed, customers may not have the goods that customers need if they look at them.

The overall display should be coordinated and fastidious, not only reflecting the main style of our shop, but also pleasing to the eye.

Therefore, designers are generally required to display guidance.

[entry and exit]

Store entrance and exit should be kept clean and tidy, and sometimes POP display panels can be set up to play the role of publicity and attraction.

Some shops sell red carpet or POP posters at the entrance and exit, and the purpose is to attract more people into shops.

[exhibition area]

It is the display part of the store that customers can see, which is also important for customers.

The display should be neat and standard, and it should be pleasing to the eye and comfortable.

Pay attention to the various ways of displaying and the visual impact effect of color.

[lights]

We must be bright. We must not turn off some lights to save electricity costs.

Customers generally prefer to go somewhere bright, but do not like the dark places.

Shopping guide

Pay special attention to image, correct posture, vitality and smile.

If shopping guide is lifeless, it's hard to attract customers into shops.

In the absence of sales, you can not do anything. You must make a busy look, such as doing exhibitions, cleaning and so on. Only in this way can customers feel that the store is doing a good job and will enter the shop.

Second step: retaining customers

Once the customer enters the store, the shopping guide will have to find ways to make the customers stay in the store. This will increase the chances of the paction, and at the same time can also gather the popularity of the store. When the popularity is very strong, it will form a virtuous circle and attract more people into the store.

So what do we need to do to retain customers?

Passion for shopping and enthusiasm for service

When customers enter a store, they must be enthusiastic, smile, give the correct guidance and introduction to customers, and can not ignore them, ignore them or neglect their attitudes.

[have a rest area]

You can't remove the rest area in order to display more items, because the rest area allows customers to spend more time in the store.

The seats in the rest area should be comfortable to sit up, and the necessary magazines and promotional materials should be placed so that customers can not be bored and urge their companions to leave.

[want music]

There is evidence that a music store can make customers stay longer than music stores, but the sound of music is moderate, and it can be heard clearly by people's speaking.

The music we play must be consistent with the style of our shop, and we should also take into account the preferences of the target customers.

Receiving customers' standing posture

It is very important to guide customers to receive customers' standing posture, which can make the customers stay longer. But if the reception is not right, it can only act counter, so that customers can leave quickly.

One of the principles we usually grasp is that the shopping guide always stands at the nearest location of the departure door (compared to customers).

That is to say, shopping guide must follow immediately after customers enter the shop, and can not stand in front of the customers to block the customers' way. When the customer moves towards the shop door, the shopping guide must occasionally stand in front of the customer to introduce the intention to block the way, but at this time, we should pay attention to the timing and frequency.

Generally speaking, shopping guide can introduce customers to one side, and at the same time, customers are faced with customers as they move along.

[to have solid basic skills]

The so-called solid basic skills refer to the guidance, purchase, performance, price, merits and demerits of the products they sell must be well understood, and the location of their products must be clear. At the same time, they also know which commodities are unsalable and best-selling, which goods are available and which goods are in broken state.

Only when we have solid basic skills can we respond to customers' questions.

If one asks three questions, most customers will leave immediately.

The third step: to impress customers.

Although we have retained customers in the above work, it is far from enough to let customers pay the bill. We have to impress customers and let customers move forward.

To impress customers, we should do the following.

[thoughtful and considerate service]

Thoughtful and considerate service is very important. No customer likes indifferent attitude and service.

Through warm service, we can enhance mutual trust and goodwill.

The same rule of doing business is: Conversation - Communication - heart to heart - Transaction - friendship, this process is a shallow and deep process of change.

It is inevitable.

Thoughtful services include: a glass of water service, warm smile, greeting greetings, helping customers solve problems, finding common topics and so on.

[skilled sales skills]

Sales is a technical activity, can not be reckless, need to guide shopping with the necessary sales skills.

General guidance is required: good eloquence, good service, good mentality and good image.

Shopping guides must learn to summarize themselves, constantly sum up the experiences and lessons of marketing failures, constantly practice sales terms, and constantly improve their sales skills, so as to become an excellent salesperson, so as to impress customers.

[focus on customer buying]

Focusing on customers' buying points is like looking at the traditional Chinese medicine, asking customers to buy some diagnoses. Only when we diagnose what products the customers want to buy, can we prescribe the right medicine and eventually sell the products.

Shopping guide should correctly diagnose customers' buying points. They need to be quick eyed, quick, quick, quick, quick.

We should learn to observe and pay attention to the details of customers, and to listen to the wishes of customers.

It is necessary to observe the customers' dressing style, speculate on the occupations of the customers, listen to the needs of the customers, and correctly induce the customers to inquire, so that they can correctly diagnose the customers' buying points, so that they can introduce the corresponding selling points to the customers, impress the customers, and let the customers feel that the product is exactly the product they need.

Products of value for money.

Value for money is not just a cheap price, but a sense of worth for customers.

What customers call expensive is to buy something that is not worth buying. Even if it is cheaper, customers will not spend money if it is not for customers' needs; even if it is more expensive, if the customer thinks it is worth having, then he will spend a lot of money.

To let customers feel value for money, we can start from the following points.

Value added services: for example, the purchase of goods can enjoy VIP services and other supporting services, free warranty services, lifelong free services, and thoughtful pre-sale and after-sale services.

Premium gifts: gift items must be valued by customers.

Super value: that is the only price we can get for the same goods.

Super value products: mainly refers to the product's performance, function, appearance beyond the expectations of customers, or products that are not available in the same market.

The enjoyment of value: services and products give customers great enjoyment and psychological and physiological satisfaction, such as dignity, psychological pleasure, physiological comfort, etc.

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Please pay attention to the wonderful report.

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