48 kinds of shopping guide techniques, 48 dialogue scenes, training increased performance!
1. We smile to right, to the customer but no response, silent or coldly replied: I look around.
[error response 1] does not matter, you just see it.
[error response 2] Well, you just look at it.
[error response 3] Well, you look, need help, call me.
template drill
①: shopping guide: It does not matter, you are buying does not matter, you may want to look at our products. To, I would let you tell us about our lighting ... ... Does your bedroom furniture is what color?
Comments: first along the customer means, in a relaxed tone to ease the psychological pressure on customers, and brief characteristics of the lamp, and then changed the subject in the form of questions to guide the customer to answer questions, as long as customers are willing to answer our questions, staff can be expanded in-depth questions, to make a smooth sales process forward.
②: shopping guide: It does not matter, to buy things is to see more! But Miss, I really would like to introduce you to our latest development of this
Comments: The first customer is still recognized meaning, in a relaxed tone to ease the psychological pressure on customers, and then changed the subject to guide the tone of sincere and excited about a product to the customer, and powerful way to guide customers to your gestures to, as long as customers are willing to go with you to understand the products, shopping guide can be expanded in-depth understanding of customers asking for other needs, so that a smooth sales process forward.
Wang Jianjun four perspectives: shopping guide is not a guide to buy, but take the initiative to guide customers toward the purchase of direction
2. Customers actually like, but other people do not buy peer, said: I think the general, to look elsewhere and see.
[error response 1] will not Yeah, I feel good.
[error response 2] This is the main section this season.
[error response 3] This is quite distinctive ah, how it will look good?
[error response 4] no matter how people say, your own think?
clerk and accompanied by confrontational mood is not conducive to create a good sales environment.
template drill
shopping guide: this gentleman, you not only have a unique perspective on the lamps, but also friends very carefully, can bring your friends together to buy such a nice lighting! Ask you, what do you think there is not better? We can exchange views, and then with the help of your friends for his selection to the real thing, right?
Comments: First of all sincere compliment subtly accompany buyers, and then ask his recommendations on the purchase of home. As long as buyers are willing to give, accompanied by his view, it means we have to secure his support, sales, the probability of success will greatly increase.
shopping guide: (for customers) to your friends to buy lamps very knowledgeable, and very hard, no wonder you bring him up and buy a lamp too! (To accompany the buyer) does this gentleman, what do you think there feeling substandard know it? You can tell me, so together we can make suggestions to your friends, help her find a more suitable for their home fixtures, right?
Comments: First of praise for the customer, accompanied by indirect purchasers of professional, attentive, etc., and then asked, accompanied by the views of buyers, will pull him for his suggestions, as long as he gives suggestions, you can move the sales process.
Wang four perspectives: the buyer can either be accompanied by an enemy, you can be friends
3. Although accepted our customers to build meaning, but ultimately did not make a purchase decision to leave
[error response 1] This is really for you, also to discuss what!
[error response 2] really fit, you will not need to consider.
[error response 3] ... ... (speechless, began to collect the stuff)
[error response 4] Well, welcome you to a good discussion again.
And speechless to receive the clothes would seem too negative, did not make any effort to win the customer's business, feeling, because as long as the shopping guide phrase outburst, the customer to remain in place in order to avoid the embarrassment, the only down the stairs to leave the store.
template drill
shopping guide: Yes, you have this idea I can understand, after all, good lighting is also good to buy a few thousand block it, it must discuss the matter with her husband, so will not regret buying it. That all right? You sit for a while, I introduce several more to you, you can see more, much more about chanel handbags for sale uk, so it will be more comprehensive consideration of some ... ...
Comments: First identify the customer this argument is reasonable, the psychological support for the customer, then this is the logical reason for customers to introduce several other goods, the purpose is to extend the customer left shop time to understand the real situation of customer and laying the foundation for the establishment of mutual trust.
shopping guide: Miss, no matter which style and color of light fixtures, etc., are very much in line with your room, and I want to feel it, you liked. You may want to consider that, of course, you have this idea I can understand, but I worried that I have to explain where not in place, so I want to ask about your behalf, your main consideration now is ...? (Smile and pause to visually guide the customer to say other concerns), Miss, in addition to ... ..., there are other reasons why you can now make a decision? (And guide each other out all concerns to be addressed selectively, it should immediately lead the customer transaction)
shopping guide: Miss, you care about this issue I explain? (As long as the customer to say it, nod or recommendation to buy immediately silence) Well, your shipping address is ... ...? (If the customer is still said to be with her husband to discuss or consider the other is to import the next step)
shopping guide: Miss, if you really want to think about it, I can understand. But I want to tell you is that this lamp is ideal for your situation, and also very cost-effective to buy now, you see it in style ... it's the color ... and work ... ... ... ... it's light, and this Treasury has only a set of lamps, if not installed in your home is really a pity. So okay, I give you to keep up being really hope you do not miss this lamp, because this really is very light for you!
Comments: First of all with the way the pressure slightly to guide customers to tell the real reason for his refusal, and then deal with its refusal to point to guide the customer transaction immediately after the final out if the customer does want to compare, on the appropriate step back, but it must be paving the way for the customers back.
Wang four perspectives:
moderate pressure can improve the performance of 70% of the back shop customers will buy the products
4: We recommend that customers feel the product features, but the customer is not very willing to
[error response 1] like, you can feel.
[error response 2] This is our new, it's biggest advantage is ... ...
[error response 3] this is pretty good, you can look at.
touch the merchandise into the store or start on such a loud call for customers to hear the ears are up calluses. recommended. Purchasing Guide can be said that our own performance so that customers do not take our suggestions seriously.
template drill
shopping guide: Miss, I really admire your vision, this is our new, sold very well! I think that your home interior design style, matched with us this light, really have something. Miss, pretty light I said no, to, you can first take a look at what this lamp lighting effects ... ...
shopping guide: (if the other party does not move), Miss lighting on every place has its different effects. As you do not wear clothes on the body to see its effect. Miss, in fact, really does not matter you are buying, please come with me here ... ...
Comments: how to guide customers to the interest of the lamps is that many salespeople confused the issue, the language template first be certain that vision, then professional confidence in the kiss recommended the customer experience, and use their body very firmly led him to a kind of feeling do not know will not work. In the event a customer refuses to give up when there is no experience, but continue to provide confidence to the other experience
reason, and take advantage of once again being guided by experience, the whole process of natural, smooth, so that the customer has refused to feel embarrassed.
shopping guide: Miss, you really visionary. The lamp is our latest, selling well! , I introduce to you, this lamp uses ... ... and art materials, technologies and capabilities into ... ... is very welcomed by the masses. Of course, I said, good is not enough light, light is to use your own, you feel good is the most important. Miss to your own feelings about it ... ... this light (direct and guide the customer experience)
shopping guide: (if the customer is not very fit) Miss, I found you this light does not seem very interested, in fact, you are buying really does not matter today chanel bags discount, but I really want for your good service. What I have just described is not a problem, or you do not like this style it, you can tell me? Thank you! (If customers do not like this style, the inquiry recommended into the stage)
Comments: customers first choice and agree with the excited tone of voice to create a hot atmosphere, and then closed quickly guide customers to personally experience the benefits of goods, encountered resistance when asking the customer in good faith and seek customer feedback, so as to once again recommend to do good preparation.
Wang four point
regardless of whether customers buy as much as possible for the customer experience
5. Customers always feel special quality of the goods have such problems, how should we remove his doubts
[error response 1] you worry, quality is the same.
[error response 2] are the same shipment, there will be no problem.
[error response 3] are the same thing, how?
[an error response to 4] are the same brand, no problem.
template drill
shopping guide: You have this idea may be to understand, after all, you said this situation does exist in our industry. But I can responsibly tell you that although this product is our special, but they are the same brand, in fact, exactly the same quality and price now have to offer much more than before, so now really in cost-effective to buy!
Comments: First of all learn to identify customer concerns, and then responsible for the tone of sincere concern to tell the customer the facts, and stressed the interest to buy now in order to promote the customer an immediate decision.
shopping guide: You asked this question very good that we did have some old customers have had similar concerns, but one thing I can responsibly tell you whether it is regular price or special, in fact, are of the same brand, quality and fully the same, including our quality assurance to provide you with are the same, but have to lower the price, so now buy these things is really cost-effective, you can be rest assured to buy!
Comments: identity is a good skill, good handling problems encountered in interpreting the former use shopping guide will identify the persuasive skills are often greatly increased, and then give to the quality of psychological commitment to reduce their concerns, by the way can emphasize the special product benefits to promote customer turnover.
shopping guide: I can understand your idea, but I can responsibly tell you that these discounted items before they are actually full-price merchandise, is because in order to repay old customers, so it becomes special promotional items, but quality is exactly the same, you can safely pick.
Comments: After the customer concerns about identity, give customers a full, reasonable grounds, to make customers feel at ease.
Wang four point
can guide customers not only will not lead to buy the shopping guide
6 customer said: When you say something good to sell, Selling what you do not say what his melon sweet it
[error response 1] If you say so, I have no other way.
[error response 2] Well, anyway, I said you do not believe
[error response 3] (remain silent and continue to do their own thing)
people are really unreasonable, I tell you all impress, really bother you. The silence continued to do their own thing then pass this information to the customer: shopping guide feel wrong, so the default of his claims.
template drill
shopping guide: Miss, you said this situation is now really has, so you have this concern I can understand. However, please rest assured that we shop in this place to open more than three years, our business depends mainly on the old like you customer support, so we will not take their business integrity to take risks. I believe that we will use the reliable quality to get your trust, I am confident that this is because ... ...
comments then stressed the fact that our long-term business premises, to dispel the concerns of the customer
shopping guide: I can understand your thoughts, but please rest assured that, first, our The stores sell a lot of years, If the Of course, just sold my
Comments: With the customer's words, self-confidence to say the fact that our sweet melon, simultaneously humorous tone to guide customers to experience our products.
Wang four point
when customers do not trust us, we need to do is to restore trust
7 customer fancy, like commodities, wanted to buy to give to their family, but said the family should bring a decision
[error response 1] Do not wait, do not buy now, there is no
[error response 2] You can now buy a discount
customers would become absent-minded.
template drill
shopping guide: Miss, you do things really carefully! In fact, you just say the color of this product is in terms of money, are more suited to the style of your home. I would like to know what the main issues so difficult for you to make a decision?
Comments: First of all compliment the customer, and then directly probe the reasons for hesitant customers, and targeted solution.
shopping guide: Actually, this is not a simple product to you, your husband / boyfriend had a chance to move it, you say is not it? Besides you, what if he really dissatisfied with the place, they do not affect the re-sale, we have to allow you to get it back within three days can be transposed, so as you see it?
Wang four point
excellent shopping guide who often use stories to impress the customer
8 / How to avoid a sales success is difficult to talk about veto guests visiting downtown
[error response 1] where does not look good now?
[error response 2] do not buy things you do not talk nonsense
[error response 3] Do not listen to him, his utter.
[an error response to 4] Please do not say, okay?
template drill
shopping guide: young lady, thank you for your suggestions, would you want to see what kind of style it? (Customers will quickly deal with wandering eyes re-transferred to the customers) Miss Chang, on such comfortable shoes to wear in the feet only you know best, you think so? Miss Chang, I do in this industry for five years, thought I was zero for your good service. I think this lamp really is for you, you see ... ... (description of goods advantage) do you think?
shopping guide: (wandering off, said smiling) Thank you, lady, what you want to see something today? (Fast processing and sent away smiling after wandering customers that the customer), Miss, life, we can not everyone likes their own, you say, right? In fact, shopping is the same reason. Miss, I do in this industry for five years, I can responsibly tell you, this product fully meets your needs, is really for you, you see ... ... (explain the benefits of goods)
shopping guide: (smiles wandering off on that) This lady, thank you for your advice, everyone for their room decoration, furniture, etc. with the understanding there will be differences, you say, right? Will miss, you want to see something today, it? (Smile after rapid processing of wandering off the customer said)
Wang four point
smart terminal selection and good sales staff to give up, weakening and transfer
9 / listening shopping guide introduction, the customer said nothing and turned away, how do
[an error response to a] good to go, do not send!
[error response 2] This is pretty good.
[error response 3] Mr wait, you can also look at other
[error response 4] If you really want can be cheaper.
[error response 5] you are not sincere to buy, looking to play this game?
template drill
shopping guide: the lady, please do not rush to go, right? Lady, what is our several lights you do not like, or my service has not been done? You can tell me, I can immediately improve, really, I sincerely wish you good service. Do you really looking for is what kind of style lamps?
shopping guide: Miss, please stay behind. I'm sorry, ma'am, I did not just introduce a certain place, so you are not interested to read on. But I really really want to help you find a product best for you, so can not trouble you to tell your real needs, I again help you to find what suits your product, right? Thank you, Miss! I ask ... ... (re-understanding of customer needs intent)
Comments: First christian louboutin studded boots, from their own shopping guide to find a cause, in order to achieve the customer's understanding, and then re-understanding of customer needs and make recommendations!
shopping guide: the lady, can you leave what steps you are indeed buying something for nothing. Is like this, I just would like to ask you a favor, I just started this brand, trouble you to tell us what areas you are not satisfied, so I can easily improve their work. Really thank you, may I ask ... ...
Comments: shopping guide to learn to take the initiative to lower the figure, this figure would be virtually raised customers, so customers feel respected, so that even more with our customers.
Wangfour points
manage their mouth, seek temporary tongue will soon lead to greater losses
10: looked after customers into the store, said: something a little less, nothing good buy
[an error response to a] new goods in two days to go.
[error response 2] has sold almost the same.
[error response 3] how it will be less, more than enough
[error response 4] so many things you buy have to finish it?
template drill
shopping guide: Yes, you are very careful, we placed the goods in this store is indeed small, but the pieces are carefully selected our boss boutique style, each with their own characteristics. , I introduced it to help you, ask what kind of style you like the lamp?
shopping guide: You have a point, we do not much style here, because our boss likes unique things, but we have several products that I think is for you. Come here please, I can help you to explain, would you still want to see ... ... ... ...
I want more than just a sales model of training, as real space, but also to see how do you use this to improve myself! Reproduced quickly go, collecting about, read every day, for your very good
pity not reproduce this article
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