In general, the first sentence is like this: "Hello, welcome to XXX !" Tell your brand out, because the customer may be visiting the mall, maybe there are a lot of shops on the side of the road, he just came in to see, maybe not know your brand, now you want to tell the customer your brand!
Another reason is that you need to make an advertisement in front of the customer in his ear. This advertising effect is much better than that on TV, because you really told him! He may not buy it today, but when he wants to buy it, there will be a sound in his ear, "XXX counter !" I will think of you.
The second sentence is to attract customers and let them stay!
How can we attract him?
That is to give him a reason to stay!
There is also a reason for girls to marry boys, even if the reason is far-fetched!
"Marry me! I will give you 20 million !" This is a reason!
The second sentence is generally like this: 1. "This is our new version !" People like new things, such as new daughter-in-law! This is a human nature, but the new version is not highlighted, so we use an image to highlight the new version, because there are too many counters to say it is new!
How can we highlight the new style? I will discuss it in detail later when talking about the diagram!
The second statement: "We are engaged in XXX activities here !" We use activities to attract customers, but never say this: "We are engaged in activities here !" Because every family is engaged in activities, there are too many activities! The customer has been numb! In this case, we need to talk about the activity content: "We are buying three thousand million yuan for the Maldives !" In this way, the customer will be interested! I will pay attention to you!
The third statement is uniqueness. The fourth statement is to create a hot atmosphere. The fifth statement is time limitation! I will not talk about it here. Friends can organize their own languages!
Remember: you must be familiar with one of them and blurt it out.
In fact, the customer's psychology has gone through my analysis in seven stages. As long as we solve each stage, there will be no problem. No matter what we sell, it will be the same. I would like to talk about it again: selling computers is no different from selling popsicles!
What is the third sentence?
Many shopping guides, including my previous ones, also said: "Hello, welcome to XX! We are working on a three thousand million event in the Maldives ." The third sentence immediately becomes: "Would you like to know ?" "Can I introduce it to you ?" This is a wrong language!
When you ask the customer in this way, the customer's answer goes back to the origin. "Let me take a look !" "No! No !" All rejected by customers! I usually call this kind of shopping guide superfluous courtesy! People have already been attracted. You have new choices for customers! This gives the customer a chance to refuse!
A girl slapped a man on the bus and asked him why he was beaten. He said, "I don't think the zipper behind her is pulled. I helped her pull it, she turned and gave me a slap, and she beat me. I thought she liked not to pull the zipper, And then I pulled down the zipper behind her! She slapped me !"
This male's mistake is superfluous courtesy!
So the third sentence is to introduce the product!
So, "let me introduce you !"
Pull it directly. Don't ask whether the customer is willing or not!
Don't ask if the customer can introduce it!
Since he has been attracted by you, he just wants to know. When you ask, he will be in trouble again when he is awake!
Tomorrow's content is: the customer said it was too expensive! How can we solve this problem!
When customers look at the door, they often say, "How much is this ?" We said, "888." "It's too expensive !"
Many salesclerks will say this: "This is the price set by the boss. I can't help it !" Customer: "apply to your boss !" Sell your boss! Do you dare to fight? Even if you dare to fight, what does the boss think of you!
"This is the price we have already paid off !" It means you are too expensive to take off! In fact, if you say this, you are dead, because he still thinks it is expensive when you make a discount!
"Sir, I 'd like to offer you some convenience !" This kind of shopping guide is also common to me. Anyone who sells cheap goods will sell it. Even if you make a discount, the customer will ask you to get a discount!
When the customer says it is too expensive, nothing can be said above, especially "Sir, I 'd like to make it easier for you !"
Because the customer did not tell you to make you cheaper, you will take the initiative to make it cheaper!
The customer said it was too expensive! Didn't you say you could make it cheaper?
So you cannot take advantage of it!
So when the customer says it is too expensive, what we need to do is to tell the customer why it is so expensive?
It is not cheap for customers!
How to tell? That is about commodities.
However, many people do not talk about products, and many people will say, "We are worth the money! The price is high !" It's very general, or it's about quality!
In fact, the product is comprehensive. A product has many components: quality, price, material, service, promotion, function, style, shopping guide, there is even a store location (you can solve it directly if there is a problem close to it). When we talk about products, we will explain these aspects! We cannot talk about the quality of products!
I am not familiar with traditional F-A, which can also be used, including features, features, advantages, and benefits. Please forgive me!
After the lecture, the customer will immediately say, "Can you make it easier ?"
"Can you make it easier ?"
First, we cannot say: "No !" A strong rejection will make the customer highly dislike you!
Boys chase girls: "Are you going to dinner together ?" "No !" "Are you going to watch a movie together ?" "No !" "Take a walk together ?" "No !" As long as a girl rejects a boy like this, one day the girl will get a saying, "Do you think you are a woman in the dark ?"
So when we encounter such a problem, we need to bypass the customer's questions and do not answer them directly, because as long as we enter the price negotiation, we will be relatively passive, because the money is in the hands of the customer! Our advantage is that we know products better than customers!
Any customer who buys things will make a price. You need to be prepared, so don't be afraid!
Do you buy things at ordinary times without making a price? Sure, even if I say something casually, if I don't feel the price, I am like a big enemy! It must have been killed!
However, when you cannot make your own prices, sometimes you don't want to buy them if you don't get them. But when you get halfway through, you regret it and turn it back, the result is sold out! I regret it!
As a result, the customer's price is normal. We will first bypass the price and let the product attract him, instead of worrying too much about the price! As long as something is worth something, he is not afraid not to buy it! Of course, you are not too proud to be in front of customers!
So how to answer the customer? So,
"Can you make it easier ?" If you are an apple seller, don't answer him directly. You ask him, "How much do you want ?"
At this time, he will have an idea: I want more, and he will be much cheaper!
If you are not selling Apple, but you are buying apple, how do you answer: "How much do you want ?"
You should not directly answer the question, but ask him: "How much can you be cheaper ?"
At this time, I should think about selling Apple: I want to be much cheaper, and he wants more. You have taken the initiative again!
What if I sell clothes? "Can it be cheaper ?"
You replied, "You don't need it if you try it on first. If it doesn't fit, you don't need it if it's cheaper ." Let him try on it!
"You should check the quality first. If the quality is not good, you will not buy it ."
"You should first check whether you like it or not. If you don't like it, you certainly won't ."
Move the price around and talk about the product.
Generally, when customers enter the door, they will ask: "How much is this ?" "1888." "cheaper !" Many customers haven't even finished reading the product, but they just read a rough picture. Before customers like it, you must lose money on the price! Introduce products to make customers feel new!
If I like the product after reading it, how can I talk about the price?
The first technique is commonly used periodic decomposition!
"Miss, a dress costs 720 yuan. You can wear it for two years and only pay two yuan a day. This is very affordable !"
"Miss, a mobile phone sells for 720 yuan. It can be used for two years and only two yuan a day. It's worth something !"
This is the most commonly used. The following is a rare trick!
Replace "less" with "more "!
What does it mean?
We often hear this sentence: "You just need to buy less clothes ." "Just smoke two packs of cigarettes !" "I went to the internet cafe twice less ." "The makeup will be removed twice ."
This is what we often hear or often say, but it is very wrong!
It makes him think of pain!
It's hard for a smoker to smoke less than a cigarette, let alone two packs! Internet fans steal money to access the Internet. Don't say they have to go twice. It is not feasible for a girl to make up makeup twice. She would rather stay at home than go out without makeup! All these make them feel very painful.
Then we turn these pains into happiness!
To put it this way: "You smoke two more cigarettes ." "It's like you go to an internet cafe twice ." "Just as you went to the beauty salon twice more ." And so on. Let him think of happiness. Smoke more, smoke more, and have a good time in the beauty salon. It is even happier for internet fans to go to Internet cafes!
In this way, we avoid pain and yearn for happiness.
When you said it, he thought of happiness! When you are happy, it's not that hard to sell.
I know your boss. It's cheaper !"
But how do you answer this question?
Many shopping guides said: "If you know our boss, you can call our boss. If you give it to your boss, you will do it ."
Your boss has been sold out relentlessly!
Some shopping guides say, "let's say something to your boss ."
The customer said that I went out to give your boss a call and would never come back again!
Because he doesn't know your boss at all!
You can't say, "You don't know our boss at all. You just fooled me !"
He certainly won't buy it!
In fact, if the customer says he knows your boss, does he really know him?
I don't know anyone 99%. I have a chance to contact your boss at most. He doesn't even have a phone number from your boss. How do you ask him to make a phone call!
Some people say, what should he do if he really knows?
How can we find people we know to buy things?
Directly call: "Lao Zhang, I'll pick up a dress in your shop. You'll give me a discount ." Say hello in advance.
So do not expose people who do not know or know your boss in person.
What we do is to give him a face, but never cut the price!
In this case, "I am honored to receive friends from our boss," admitted that he is a friend of the boss and felt honored. The following is a turning point: "However, at present, the business is normal. If you come to our store to buy things, I will tell our boss to thank you!" You can.
Note that the turning word cannot be used, but it has become quite annoying. It is replaced by: only, at the same time, there is also a word, and this word is not commonly used, but the effect is very good, you can try it!
"Are there any discounts for old customers ?" What should I do if the customer is an old customer and asks for a discount?
"You are an old customer, and you should know that we have never been at a discount !" Error
"If you know that you are an old customer, the quoted price is the reserve price !" Error
"You are an old customer, and you are not given any more quote !" Error
"Are there any discounts for old customers ?" Many old customers asked this question.
As a matter of fact, it is not because old customers come to you to buy things because you are cheaper than others!
Today's society is an era of oversupply. Many shops can be found for any commodity.
A Nokia mobile phone has no changes in Gome and Suning. It is a Nokia mobile phone.
The difference is you!
Because he liked you, he became your old customer. If he hated you, he would not buy it for the first time, nor become an old customer.
In a word, he thinks that you are not only a sales relationship, but also a friend relationship!
The customer thinks that you are a friend!
He may even say this to his friends: "If you want to buy a Nokia mobile phone, you will go to the xxx store to find the john. I am a friend with him. You will mention my name, he must take care of you!"
Therefore, when an old customer offers a discount, we cannot directly refuse: "You are an old customer and should know that the discount is not available here !" If you say this, the old customers will be attacked. The old customers will think, "I have been here for so many times. Do I know I cannot offer a discount? That's why I asked you, and you directly refuted it. What do you mean? I should know that there is no discount. Shouldn't I ask such an idiotic question ?"
So how can we answer this question?
First, you must give your face to the old customers so that they can feel your sincerity!
So, "thank you for taking such care of me all the time. I am very happy to be a friend like you, but I do not have such great rights, if you have any gifts next time, I will apply for one more gift." That's it!
Old customers come because they have feelings with you, not because they are cheaper than others!
As long as you are no higher than other places! Old customers can be retained!
20% of old customers create 80% benefits. Never be familiar with it!
"How many years have your brand been running? Why have I never heard of it ?"
"You may seldom visit this street ." Error
"Have you ever heard of such a big brand ?" Error
"You may not see it when you go shopping ." Error
"You have not heard of many brands ." Error
"The style is outdated !" How can we answer this question?
There are two kinds of problems: one is actually out of date! The other is the new model, but the customer is wrong and sees it as outdated.
Let's talk about the first situation-it's really out of date!
Things are out of date. The customers are right. Many shopping guides will say, "This is a classic model. Good things will always become popular !" Or: "Yes, good stuff will be sold for so long !"
None of these statements can be considered wrong! Because we didn't deny the customer, and we made things better.
That's not what I said!
The customer said, "it's out of date !" My statement is: "So buy now is the most affordable !"
The second type of customer is wrong. The new product is regarded as outdated!
First, we cannot deny that the customer "this is a new product. You are wrong !"
Second, you cannot admit that this is an old model because it is indeed a new model!
So what should we do?
We say this: "Yes, this is indeed similar to the previous one, but we have made some innovations here ...., some innovations have also been made here .... There are also some innovations ...." Finally, let the customer come to the conclusion: this is the new version!
Do not deny your customers. Even if they are wrong, they must first identify and guide them!
Boss, I don't need such a good thing !"
When we recommend a product that we think is good for customers, the customers also think it is good, but it is too expensive, there are a lot of functions to use, or they are not planning to buy such a good thing, customers often say, "I don't need such a good thing!"
Many salesclerks will say, "this is actually not that good !" A single sentence denies all the previous statements!
He just thinks that the price is high or he has exceeded his budget.
If you like it, you feel the price is high,
My answer is: "it is the most cost-effective to buy such a product at such a price !"
My budget is exceeded !" "I don't have enough money !"
After you have introduced the customer, the customer said, "I have exceeded my budget ." At this time, one of the things that many shopping guides will do is to introduce commodities, and some shopping guides also say: "We have cheap products here. Please take a look !"
The customer looks at him casually and leaves, because you make him feel a little insulted, as if he can only buy cheap goods.
So remember, introducing products is the last move!
I can't introduce it again!
The customer said, "my budget is exceeded !" What should we do?
He just said that the budget has exceeded!
If you are an old shopping guide, you can feel whether or not he can afford his clothes, manners, and manners.
What if you are a new salesperson?
Question!
Ask directly!
"Sir, what is your budget ?" In this way, the customer will report a number to see what the number is!
If your item is 1000 and he says that my budget is 800, you will know that it is not beyond the budget, but that he wants to be cheaper than 200 yuan.
What we need to do is to continue to introduce the product. Don't get entangled in the price. Let him put it easy by means of diagrams and touch.
If your item is 1000, he said that my budget is 200, then it is really beyond the budget. At this time, we will switch products.
But don't say, "This is cheap. You can check it out here ." The dignity of customers must be taken into account.
Let's say this: "Sir, we have some new models here. I will introduce them to you ."
When a customer looks cheap in the past, he will understand it. In this way, you give the customer a face and earn goods.
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