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 approximately.
[error response 1] does not matter, you just see it.
[error response 2] Well, you just look by it.
[error response 3] Well, you look, need help, cry 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 forward the customer means, in a relaxed tone to ease the psychological pressure on customers, and terse characteristics of the lamp, and then changed the subject in the manner of questions to guide the customer to question questions, at the peak of customers are willing to question 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 asset is to see more! But Miss, I really would like to introduce you to our latest evolution of this
Comments: The first customer is still recognized signification, in a loosened 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 mighty way to guide customers to your gestures to,
Lacoste Swerve Trainers, at the peak of customers are willing to go with you to understand the products, shopping guide can be inflated in-depth understanding of customers asking for other needs, so that a smooth sales process ahead.
Wang Jianjun four perspectives: shopping lead is not a adviser to buy, but take the initiative to guide customers toward the buy of intention
2. Customers actually like, but other people do not buy peep, said: I think the common, to look somewhere and see.
[error response 1] will not Yeah, I feel good.
[error response 2] This is the cardinal partition this season.
[error response 3] This is very unique 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 profitable to create a good sales environment.
template drill
shopping guide: this gentleman, you not only have a unique outlook on the lamps, but also friends very carefully, can bring your friends together to buy such a pleasing lighting! Ask you, what do you think there is not better? We can commute views, and then with the help of your friends for his selection to the real thing, right?
Comments: First of all sincere praise subtly accompany buyers, and then ask his recommendations on the purchase of home. As long as buyers are willing to give, accompanied along his outlook, it manner we must secure his support, sales, the probability of success will greatly mushroom.
shopping guide: (for customers) to your friends to buy lamps very educated, and very hard, no wonder you send him up and buy a lamp also! (To attach the consumer) does this gentleman, what do you think there sensibility substandard know it? You can tell me, so together we can make proposals to your friends, help her find a more suitable for their home fixtures, right?
Comments: First of applause for the customer, accompanied by indirect purchasers of professional, attentive, etc., and then asked, accompanied by the views of buyers, will drag him for his suggestions, at all times 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 adopted our customers to create averaging, 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 gather the stuff)
[error response 4] Well, greet you to a good debate again.
And mute to receive the clothes would appear too negative, did not make whichever exertion to triumph the customer's business, feeling, because at the peak of the shopping guide phrase outburst, the customer to remain in place in order to avoid the discomfort, the only down the stairs to leave the store.
template drill
shopping guide: Yes, you have this idea I can understand, once and for all, good lighting is also good to buy a few thousand stop it, it must discuss the matter with her husband, so will not repent buying it. That all right? You sit for a when, I introduce several more to you, you can see more, much more about, so it will be more comprehensive attention of some ... ...
Comments: First identify the customer this contention is rational, the psychological advocate for the customer, then this is the logical reason for customers to introduce several other goods, the purpose is to amplify the customer left mart period to understand the real situation of customer and laying the foundation for the establishment of common trust.
shopping guide: Miss,
Lacoste Arixia FD Trainers, 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 anxious that I have to explain where not in place,
Lacoste Shua Lace Trainers, so I want to ask about your benefit, your main consideration now is ...? (Smile and standstill to visually guide the customer to say other concerns), Miss, in adding to ... ..., there are other reasons why you can now make a decision? (And guide each other out all concerns to be addressed selectively, it ought immediately lead the customer transaction)
shopping guide: Miss, you concern about this issue I annotate? (As long as the customer to say it, nod or recommendation to buy immediately quiet) Well, your shipping address is ... ...? (If the customer is still said to be with her husband to consult or consider the other is to import the afterward step)
shopping guide: Miss, whether you truly absence to consider approximately it, I tin understand. But I want to tell you is that this lamp is ideal as your location, and also very cost-effective to buy now, you discern it in style ... it's the color ... and work ... ... ... ... it's light, and this Treasury has merely a set of lamps, if not installed in your family is actually a compassion. So OK, I give you to keep up creature really wish 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 disapproval, and then deal with its disapproval to point to guide the customer transaction immediately after the last out if the customer does want to liken, on the suitable step back, but it must be paving the way for the customers back.
Wang four perspectives:
gentle pressure can amend the rendition of 70% of the behind shop customers will buy the products
4: We recommend that customers feel the product traits,
Lacoste Camden Trainers, 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 listen 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 appreciate your vision, this is our new, sold very well! I think that your home inner chart style, matched with us this light, really have someone. Miss, beautiful light I said no, to, you can 1st take a look at what this lamp lighting effects ... ...
shopping guide: (if the other gathering does not migrate), Miss lighting above each location has its alter effects. As you do not wear clothes on the body to see its effect. Miss, in truth, really does not material you are buying, please come with me here ... ...
Comments: how to guide customers to the interest of the lamps is that many salespeople muddled the publish, the language template first be decisive that vision, then professional positiveness 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 trust to the other experience
reason, and take avail of once anew being guided by experience, the whole process of natural, flat, so that the customer has refused to feel mortified.
shopping guide: Miss, you really visionary. The lamp is our latest, selling well! , I introduce to you, this lamp uses ... ... and craft substances, 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 maximum essential. Miss to your own feelings about it ... ... this light (direct and guide the customer experience)
shopping guide: (if the customer is not very appropriate) Miss, I found you this light does not seem very interested, in fact, you are buying really does not matter today, but I really want for your good service. What I have just depicted 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 analysis recommended into the stage)
Comments: customers first choice and accede with the incited tone of voice to establish a peppery air, and then closed quickly guide customers to individually experience the benefits of goods, encountered resistance when asking the customer in good belief and seek customer feedback, so as to once again recommend to do good arrangement.
Wang four point
regardless of if customers buy as much as feasible for the customer experience
5. Customers all feel special quality of the goods have such problems, how should we remove his doubts
[error response 1] you anxiety, quality is the same.
[error response 2] are the same cargo, there will be no problem.
[mistake rejoinder 3] are the same thing, how?
[an error response to 4] are the same brand, no problem.
template drill
shopping guide: You have this motif may be to understand, at last, you said this situation does exist in our manufacture. But I can responsibly tell you that nevertheless this product is our special, but they are the same brand, in fact, accurate the same quality and cost now must offer much more than before, so now really in cost-effective to buy!
Comments: First of entire study to identify customer concerns, and then responsible for the tone of honest concern to tell the customer the facts, and tensioned the amuse to buy now in array to subserve the customer one momentary decision.
shopping guide: You asked this question very good that we did have some old customers have had similar concerns, but an 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 certainty 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 capability, good treatment problems encountered in interpreting the sometime 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 accentuate 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 goods, is because in order to compensate old customers, so it becomes special promotional items, but quality is exactly the same, you can safely pick.
Comments: After the customer concerns about personality, 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 deem
[error response 3] (remain silent and proceed to do their own thing)
people are really unreasonable, I tell you all impress, really perturb you. The silence continued to do their own thing then pass this message to the customer: shopping guide feel erroneous, 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 recess insured that we shop in this place to open more than three years, our affair depends mainly on the antique like you customer support, so we will not take their affair integrity to take risks. I believe that we will use the reliable quality to obtain your trust, I am confident that this is because ... ...
comments then stressed the fact that our long-term business premises, to disperse the concerns of the customer
shopping guide: I can understand your thoughts, but please rest positive that, first, our The stores sell a lot of years, If the Of lesson, just sold my
Comments: With the customer's words, self-confidence to say the fact that our sweet melon, simultaneously witty tone to guide customers to experience our products.
Wang four point
when buyers do not trust us, we absence apt do is to reinstate confidence
7 customer idea, like commodities, wanted to buy to give to their household, 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 transform 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 instantly needle the reasons for hesitant customers, and targeted solution.
shopping guide: Actually, this is not a uncomplicated product to you, your husband / boyfriend had a become to move it, you say is not it? Besides you, what if he really dissatisfied with the place, they do not influence the re-sale, we must allow you to get it back among three days can be transposed, so as you see it?
Wang four point
peerless shopping guide who often use stories to impress the customer
8 / How to shirk a sales success is difficult to speak about veto guests visiting downtown
[error response 1] where does not look good immediately?
[error response 2] do not buy things you do not talk nonsense
[error response 3] Do not listen to him, his absolute.
[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 snug shoes to wear in the feet only you know best, you think so? Miss Chang,
Lacoste Swerve Keyline Trainers, I do in this industry for 5 years, thought I was zero for your good service. I think this lamp really is for you, you see ... ... (portrayal 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: (laughs wandering off on that) This lady, thank you for your advice, everyone for their apartment elaboration, 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
beautiful extremity selection and good sales staff to give up, disabling and transmit
9 / listening shopping guide presentation, the customer said nothing and turned away, how do
[an error response to a] good to go, do not mail!
[error response 2] This is pretty good.
[error response 3] Mr await, 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,
Lacoste Trainers, looking to activity this game?
template drill
shopping guide: the madam, please do not rush to go, right? Lady, what is our several lights you do not like, alternatively my service has not been done? You can tell me, I can quickly improve, really, I sincerely wish you good service. Do you really looking for is what kind of style lamps?
shopping guide: Miss, please reside after. I'm sorry, ma'am, I did not just introduce a certain place, so you are not interested to peruse 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, from their own shopping guide to find a occasion, in order to fulfill 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 prefer, I just began this brand, distress you to tell us what zones you are not satisfied, so I can accessible improve their work. Really thank you, may I ask ... ...
Comments: shopping guide to learn to take the initiative to lower the diagram, this figure would be almost raised customers, so customers feel respected, so that even more with our customers.
Wang
four points
administer their mouth, seek short-lived tongue will presently lead to greater losses
10: looked after customers into the store, said: something a mini fewer, nought good buy
[an error response to a] new goods in 2 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 must achieve it?
template drill
shopping guide: Yes, you are quite thoughtful, we placed the goods in this cache is naturally small, merely the chips are cautiously elected our foreman boutique style, each with their own characteristics. , I introduced it to help you, ask what variety of manner you like the lamp?
shopping guide: You have a point, we do not much style here, because our boss likes distinctive 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 procreate this story
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48 kinds of shopping navigate techniques, 48 dialo
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