Whether you are a sales clerk, a store manager or a boss, you basically need to sell products. Everyone knows that furniture is a big item, and it is not a common item, so selling furniture is much more difficult than selling daily necessities. Then Xiaobian will tell you the secrets of 12 furniture sales! I believe that you will be inspired when you finish reading.
First, identity positioning: Who is the customer? who am I?
In the Wal-Mart supermarket in the United States, beer and diapers are put together for sale, which increases the sales of diapers and beer, because American women will ask their husbands to buy diapers for their children after work, and men will buy diapers after they buy them. I bought the beer I loved, so I formed such a magical sales effect. This is cross-selling and related sales...
Second, use less "but" and use "simultaneously".
Customer asks:
What advantages do you have with A companies? If you are screaming, you will fall into the trap!
Suggestions to ask:
If you ask this question, you must have learned about A product. What do you think is the most satisfying aspect of you? Why? After the answer is finished, then you can calmly say: I understand very well that we have these functions at the same time, in addition to...
Third, the 7 principles of the transaction
1. The customer wants not to be cheap, but feels that it is cheap.
2. Do not argue with the customer about the price and discuss the value with the customer.
3, there is no wrong customer, only bad service.
4. What is not important to sell, what is important is how to sell.
5, there is no best product, only the most suitable product.
6, there is no sale of goods, only those who do not sell.
7. Success is not luck, but because there are ways.
Fourth, the most profitable character is persistent
The survey found that 80% of new business must be called by the same person for the fifth time. 48% of salespeople lost a customer source after making their first call. 25% gave up after making the second call. 12% gave up after playing the third time. 10% continue to call. These 10% who don't give up are the ones with the most income.
Five, a strong subconscious
Beverage advertisements often have positive and enthusiastic scenes such as beaches and friends. Once in this scene, you will suddenly decide: I have to have a drink. Yale University Bach said: Sitting in a hard chair will be more ruthless; holding hot coffee is more inclined than taking ice cola to think that others are generous and friendly; the interviewer will think that applicants with thick folders are more serious... the focus is on people. Completely unaware of what you are affected by
6. Establish common beliefs and values
At first, black pearls were not good to sell. Many people thought that they were not good in color, and they were gray and dark. Later, the merchant placed the black pearl in the window of the Fifth Avenue, marking an incredibly high price; at the same time, it advertised continuously, placing the black pearl against the diamonds and gems. In this way, I did not know the value of geometric things, and was hailed as a rare treasure overnight.
Seven, 13 things that entrepreneurs must do every week
1 aim in one direction;
2 motivate the team;
3 disseminate values;
4 at least 75% of the time spent on the product;
5 Analytical data;
6 strong body;
7 draw feedback suggestions;
8 Leaving the office to get in touch with the real world;
9 Weibo friends;
10 Master cash flow;
11 Measuring your work from the perspective of investors;
12 Stay happy;
13 Love everything around you.
Eight, visit the customer to do three things
1, pay attention to let customers say that every 45 seconds, must mobilize customers to say 15 seconds. Keep a speed with the other party.
2, 3 minutes later, it is necessary to find the customer's interest range, and guide the topic to the other party's hot spot.
3. Try to let customers remember their unique characteristics, not the company's, not the product. Pay attention to each other's psychological expectations, personality characteristics, quality and experience.
Nine, the trap in the convenience store
1. The best drink on the market is placed in the innermost part of the store: let you go shopping more;
2, the related items should be put together: stimulate your needs, let you buy more.
3. There will always be snacks in front of the checkout counter: let you buy something you didn't want to buy. The arrangement of the store layout is thoughtful, and every effort is made to induce customers to spend more money. Do you usually find these secrets?
X. Communication skills: What should I do if I encounter customer complaints?
The golden steps of high emotional intelligence to resolve customer complaints:
1. Play empathy and listen carefully to the complaints;
2. Express your gratitude and explain why you value his complaints;
3. There is a mistake, apologize for the matter, yes, apologize for the mood;
4. Commitment will be dealt with immediately and actively compensated;
5. Propose the solution and timetable, and ask the other party to confirm;
6. Confirm the satisfaction after the event.
XI. Why is the last price of the commodity 9?
A price slightly lower than the integer is called the "magic price." For example, the price of $29.99 is psychologically classified into more than $20, while the price of $30.00 (or more) is considered to be more than $30. More than 20 dollars seems to be much lower than more than 30 dollars.
Twelve, get the five key points of the customer
1. Before the customer enters the store, the brand and the store location are the first driving force;
2, after entering the store, the transaction rate is the key, more and more retail companies in the door counter is the consideration;
3. After the customer decides to purchase, the joint rate or added value is the key to sales maximization;
4. After purchase, study how to improve the rate of return and shorten the time of return;
5. How to tap the lifetime value of customers.
The tips on selling furniture are introduced here, and I hope to help you.
For more information on the Chinese furniture industry, please pay attention to the official website of Xianghe Furniture City ().
1.Frame :high quality section steel welding,The surface electrostatic spray, durable, beautiful and generous.
2.Bed panel is made of molding cold rolled steel, surface electrostatic spray, corrosion resistant, easy to clean.
3.Head & foot board:use ABS high quality engineering plastics and stainless steel pipe, lined with fireproof board, beautiful appearance, soft color . easy to removed.
4.Caster:use Taiwan Shi Ke Rui control wheel,No noise, Convenient mobile, four wheel synchronous braking system, lock solid.
5.Guardrail: ABS lift rail
6．Motor : Taiwan LINKAN motor
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