The most promising front-line employee in the future is shopping guide. The monthly income will be more than 10000. The stronger the personal ability, the higher the income. If you are a shopping guide, you have done the following, plus the performance, your income will also multiply!
Part 1 preparation before sales
1. Be familiar with the products in your store: be able to clearly know which products are suitable for which customers, and keep every product in mind.
2. Mastering customer psychology: This is the most difficult point. We can judge what kind of products customers want by wearing when they enter the store and browsing after entering the store.
3. Professional support: make professional suggestions and collocation, let customers choose products that not only satisfy themselves, but also their friends around.
4. Increase your knowledge: master more reports related to your work or customers, and find common topics when chatting with customers.
5. Customer file: leave customer's information for better customer service.
Part 2 understand the conditions of customers
When promoting their own products, potential users will often have a variety of psychological changes. If the salesmen don't carefully guess the user's psychology and don't take out the "house watching skill", it's difficult to find out the real intention of the other party.
How to promote products for different users, depending on which type of people they belong to, can take different measures for different types of users, so as to achieve "targeted", so as to achieve twice the result with half the effort.
1. Pretentious type
No matter what kind of products this type of people have, they always show a very familiar look and always treat them with a look of disapproval. This type of people have superior general economic conditions, and most of them are intellectuals.
Countermeasures: this kind of person likes to listen to compliments. You have to praise him or her and cater to his or her self-esteem. Don't laugh or criticize him or her.
2. Irascible and contrary
Grumpy, suspicious of everything, very poor patience, like to teach people, often beside unreasonable temper, sometimes like to "sing against you.".
Countermeasures: smile and express your good will. First admit that the other party is reasonable, and listen more. Don't be "threatened" by the other party and then "flatter". It's better to move him (her) and express your good will with words that are neither humble nor overbearing. When the other party feels superior in front of you and understands the benefits of the product, they usually buy it.
3. Indecisive type
Have the meaning of buying, sometimes enthusiastic attitude, sometimes cold, moody, it is difficult to predict.
Countermeasures: first of all, we need to obtain the trust of the other party. When this type of people think calmly, there will be "negative thoughts" in their brain, so we should adopt the method of induction.
4. Cautious type
This type of person has economic strength. Sometimes he keeps silent observation on the spot, sometimes he has endless questions. He speaks slowly and carefully. Generally, he stays on the spot for a long time.
Countermeasures: to cater to his (her) speed, speak slowly as much as possible to make him (her) feel credible, and when explaining the function of the product, it is better to use expert's words or real facts, and at the same time emphasize the safety and superiority of the product.
5. Small and cheap
I hope you can give him (her) a lot of discounts before you want to buy and like to bargain.
Countermeasures: talk more about the originality of the product, give him or her a free product check list, highlight after-sales service, and make him or her feel that it is worthwhile to accept the product. Most of them are women.
6. Come and go in a hurry
In fact, this type of person is most concerned about quality and price.
Countermeasures: praise him (her) as a living and substantial person, and directly say the benefits of the product. Pay attention to the key points and don't beat around the bush. As long as he (she) trusts you, this type of person is usually very straightforward.
7. Economic insufficiency
This type of people want to buy, but there is no extra money, find a lot of reasons, just don't want to buy.
Countermeasures: as long as he or she can be sure that he or she is interested in the product and doesn't have money, he or she should try to stimulate his or her desire to buy it, compare it with other people, make them have unbalanced psychology, and also let him or her buy it in batches.
Part 3 understand product related knowledge
1. Novelty
This is the most prominent feature of fashion. The emergence of popularity is based on consumers' psychology of seeking change and expression of seeking "new". People hope to break through the tradition and to recognize the new generation. This is mainly manifested in three changes of style, material and color. Therefore, enterprises should grasp people's "fickle" psychology to meet the needs of consumption "seeking difference".
2. Short time
"Products" will not be popular for a long time; if a style is accepted by the public, it will negate the original "novelty" feature, so that people will start a new "curiosity hunting". If the popular style is abandoned by most people, then it will enter a recession.
3. Universality
Only when a style is accepted by most target customers can it form a real fashion. Following and imitating are two popular behavior characteristics. Only a few people adopt it, which can't lift the trend in any case.
4. Periodicity
Generally speaking, a style from popular to disappear, in the past few years will appear in a new face. In this way, the popularity shows a cyclical feature.
Part 4 sell themselves to customers
In sales activities, people and products are equally important. According to the New York Sales Association, 71% of people buy from you because they like you and trust you. So the shopping guide should win the trust and favor of customers.
The shopping guide needs to do the following:
1. Smile
Smile can convey sincerity, charming smile is long-term practice.
2. Praise customers
A compliment may keep a customer, promote a sale, or change a customer's bad mood.
3. Pay attention to etiquette
Etiquette is the respect for customers, customers choose those who can make them like shopping guide.
4. Focus on image
Shopping guide with a professional image in front of customers, not only can improve the working atmosphere, but also can obtain customer trust. The so-called professional image is the appearance performance of clothing, posture, mental state, personal hygiene and so on, which can bring good feeling to customers.
5. Listen to customers
One of the problems that inexperienced shopping guides often make is that when they get in touch with customers, they will continue to introduce products until they are tired. Listening to customers' opinions carefully is one of the most important ways for shopping guides to establish trust relationship with customers. Customers respect those who can listen to their own opinions.
Part 5 selling benefits to customers
The mistake often made by shopping guides is feature promotion - they introduce the materials, quality, characteristics, etc. of products to customers without telling them what benefits and benefits they can bring. The shopping guide must remember: what we sell is not the product, but the benefit that the product brings to the customer - what kind of needs the product can meet and what benefits it brings to the customer.
The shopping guide can be divided into three levels: the low-level shopping guide talks about product features, the middle-level shopping guide talks about product advantages, and the high-level shopping guide talks about product benefits.
How can a shopping guide sell benefits to customers?
1. Classification of interests
(1) Product benefits, that is, the benefits of products to customers.
(2) The benefits of an enterprise are brought to customers by its technology, strength, reputation and service.
(3) Differential benefit, that is, the benefit that competitors cannot provide, is also the unique selling point of products.
2. Focus on selling points
The benefits of a product include many aspects. When introducing the benefits, the shopping guide should not cover all aspects, but focus on the most interested and concerned parts of customers. One of the basic principles of marketing is that "rather than having a lengthy discussion on all the characteristics of a product, it's better to focus the introduction on the issues most concerned by customers.".
The key point of sales promotion is to express the usage of products and the parts that can stimulate customers' purchase desire in design, performance, quality and price in a short and direct way.
3. Fabe marketing
F represents characteristics;
A represents the advantages resulting from this feature;
B represents the benefits that this advantage can bring to customers;
E represents evidence (technical report, customer letter, newspaper article, photo,).
Fabe method is simply to say that after finding out the features that customers are most interested in, the shopping guide analyzes the advantages of this feature, finds out the benefits that this advantage can bring to customers, and finally puts forward evidence to prove that this product can bring these benefits to customers.
Sales mode of Part 6 shopping guide
1. When recommending products, we should have confidence: when recommending products to customers, the salesperson should have confidence to let customers have a sense of trust in the products.
2. Recommendation suitable for customers: when the customers prompt and explain the goods, they shall recommend the suitable products according to the actual objective conditions of the customers.
3. Recommend to customers with gestures.
4. Characteristics of matching products: each kind of products has different characteristics, such as function, design, quality and other aspects. When recommending to customers, we should emphasize the different characteristics of products.
5. Focus on products: when recommending to customers, try to introduce the topic to the products, and pay attention to the customer's response to the products, so as to promote sales timely.
6. Accurately state the advantages of all kinds of products: when explaining and recommending products to customers, compare the differences of all kinds of products, and accurately state the advantages of all kinds of products.
7. Start from 4W: do a good job in purchasing advice in terms of applicable time, applicable occasion, applicable object and applicable purpose, which is conducive to the success of sales.
8. The key point should be brief: when explaining the characteristics to customers, the language should be concise and clear, and the content should be easy to understand. The most important features of the product should be stated first, and then expanded layer by layer if there is time.
9. Specific performance: according to the customer's situation, we should be flexible, not stereotyped, just saying: "this product is good", "this product is best for you" and other simple and general marketing language. Change the way of speaking according to different sales targets. Different contents should be introduced to different customers so as to adapt to different people.
Part 7 selling products to customers
1. Language introduction
(1) Storytelling
One of the best ways to persuade customers is to introduce products through stories. A wonderful story can leave a deep impression on customers. The story can be the details of product research and development, the focus of production process on product quality, or the satisfaction of products to customers.
(2) Cited examples
It is more attractive to prove a truth with facts than to discuss a matter with reason, and it is easier to persuade customers with vivid examples. There are certificates of honor, certificates of quality certification, data statistics, expert comments, advertising, newspaper reports, customer letters, etc. that can be cited as evidence.
(3) Speak with numbers
We should specifically calculate how much and how much benefits the product brings to customers.
(4) Metaphor
Use the analogy between what the customer is familiar with and the product you sell to illustrate the advantages of the product.
(5) Franklin persuasion
That is, list the benefits customers can get after purchasing products and the disadvantages of not purchasing products one by one, and use the method of listing facts to enhance persuasion.
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