How to become an excellent furniture shopping guide

Are you tired of endless sales promotion? Are you afraid of the rejection and indifference that will follow? Maybe furniture sales make you feel tired, but your ability and performance will never improve. In fact, furniture sales is a creative job. Only by changing for the sake of success can we become the top furniture shopping guide. This paper is based on the marketing practice of nearly 80 excellent furniture shopping guides, combined with the effective success strategy of furniture sales scenes, I believe it will double your sales performance.

1 Professional sales model of furniture shopping guide

In the increasingly competitive furniture market, every shopping guide must establish the concept that there are no customers who can't make a deal, just because the shopping guide doesn't know enough about the customers; No customers can't make a deal, just because the method and strategy of shopping guide are incorrect; There are no customers who can't make a deal, just because the shopping guide can't win the trust of customers.

These ideas will help you improve your shopping guide. An excellent shopping guide is not only selling products, but more importantly, selling the benefits of products to customers, and selling the sense of trust and care. To be an excellent shopping guide, you must always take the customer as the center. The most important tasks are: quickly enhance the trust of customers; Find and tap the customer's demand points. The specific time allocation ratio for communicating with customers in the sales process is as follows:

Building trust-40%;

Find the demand-30%;

Introduce products-20%;

Facilitate the transaction-10%;

1. 1 The core strategy of building trust is to establish an emotional marketing atmosphere.

The most beautiful voice in the world is a caring voice, and the most respected service concept in the furniture industry is: kind and natural smile, thoughtful service and all-time care. Emotional communication and caring voice are the most effective ways to build trust and impress customers. Smile, praise and appreciation are common ways to build trust and infect customers with a good mood. Everything is beautiful because you are in a good mood. Understand the customer's needs with a voice full of concern, and convince customers with the power of customer witness (including customer purchase materials, newspaper comments, award certificates, inspection reports, picture books, etc.). ).

1.2 Find and dig the customer's demand points.

Why do customers buy our products? Or to solve the problem, or to be happy! The easiest way to understand the customer's needs is to put yourself in the other's shoes, that is, put yourself in the other's shoes. The rest of the sales process just gives the customer a reason to buy.

The formula of humanized marketing: approval+praise+transfer+rhetorical question

Identification means sympathy, understanding and tolerance. Identification does not mean complete identification. The identification type is: "That's good!" ""What you said is very reasonable! " "That's a good question!" "I can understand what you mean! "Wait a minute.

The highest state of praise is the principle of harmony. The highest state of the principle of harmony should be: the people who listen are very useful, and the people next to them are not disgusted.

Transfer is to quietly push the meaning to be expressed. The five commonly used types of transfer are: break down the topic, do you mean … or …; Interchange concepts, which shows that ... only ...; For example, in fact ... in fact ... for example ...; Homeopathic reasoning, so ...; Guided by absurdity, if ... of course. ...

When we talk face to face with customers, there are more beauty in using question marks at the end. Common rhetorical questions are: "What do you think?" "What if ...? ""Do you know why? " Wait a minute.

1.3 Persuasive product introduction

We must establish the concept of "we are not selling products, but the benefits that products bring to customers" and ask ourselves repeatedly: What kind of needs can products meet customers? What benefits can it bring to customers?

According to the marketing level, shopping guide can be divided into four levels:

1. Low-level shopping guides talk about product features and hope customers will buy them.

2. The intermediate shopping guide talks about the advantages of the product and lets customers know.

3. Senior shopping guides talk about the benefits of products and make customers tempted.

4. The value of the products sold by the top shopping guides proves that the products can meet the needs of customers.

The most effective way is to shape and enhance the perceptual value of furniture, and adopt the method of "beautiful creativity" to let furniture enter the hearts of customers. In the process of sales, the furniture guide should skillfully guide customers, let them expand their imagination, experience the aesthetics and art of home, feel the lifestyle and comfort he wants, thus forming a beautiful idea and introducing "family space atmosphere" with furniture. Excellent shopping guides often use this method to make customers full of infinite expectations for future home life, and let customers feel the psychological experience of "choosing tasteful furniture is to design your future home".

1.4 Promote sales

The key to promoting sales is to close the transaction quickly and collect the deposit. When the time is ripe, excellent shopping guides will make a decisive decision to avoid losing customers because of hesitation. Attention should be paid to the following three points:

1. Create an emotional space and let customers participate in the purchase decision.

Don't create new problems on your own initiative.

3. Try to facilitate many times and reach a deal quickly.

2 outstanding furniture shopping guide actual combat marketing case decryption

2. 1 preface

"hello! Welcome to xx Furniture Store, glad to serve you! " The shopping guide asked, "Excuse me, what should I call you?" The customer replied, "Just call me Mr. Wu". The shopping guide introduced himself: "Hello, Mr. Wu, I am the shopping guide of our store. My name is XX. I am responsible for your shopping guide service in the mall, and I will always serve you. "

Decrypt repeated brands and commodity names; Calling customers by their own names creates a sense of intimacy; Guide to introduce yourself and let customers know about you; Create an emotional atmosphere with customers. This is an opening statement full of worries.

2.2 Understand customer needs and recommend the most effective products.

1. Have you heard of our brand before?

2. Do you pay attention to brand and quality or price and style when choosing furniture?

I know it's not easy to buy furniture. You can compare it carefully and I'll give you some advice!

Do you know how to distinguish superior products from inferior products?

This brand of sofa is made of good materials and has sold the most recently.

6. I know the most important problem in your product selection, so I solemnly recommend several products that meet your requirements.

2.3 Product introduction skills

The key to introducing products is to highlight the benefits and product quality advantages.

An excellent shopping guide will memorize the core points of the product information provided by the manufacturer when each new product goes on the market, so that it will be convincing when introducing the product. Most ordinary shopping guides never recite the original works, but only describe them, which will lose the beauty and characteristics of the products and prevent customers from forming a "beautiful idea" product experience. A brand sofa text introduction case is as follows:

In addition to fashionable metal fittings, this product takes wooden feet, wooden frames and other original materials as the main image and powerful foil, revealing noble and elegant aristocratic temperament and profound neoclassical connotation in tranquility. Moderate cross-shaped cushion not only increases the elasticity and beauty of the sofa, but also is not easy to take care of. Coupled with the calm style of the atmosphere, it reflects the elegance of retro and the leisure and comfort of modern life.

This sofa seat is deep and comfortable, and the armrest is straight and square. Carefully configured circular handrails add a little lively flavor to the whole sofa, so that tradition is no longer monotonous. The wooden frame can also take the living room as the theme and be transformed into walnut, cherry and other colors.

ZY- 1302 can show its unique charm in both magnificent painted beams and gentle buildings.

Decryption only by reciting a large number of classic original texts and telling customers, plus some descriptions, can we fully generate "beautiful ideas" of products in the hearts of customers and make you a master of product introduction. Introducing a product is like introducing an ancient poem. If you can't tell the original text, just describe it, the connotation, aesthetic feeling and unique sense of realm of the product will disappear! Remember, reading the lines of excellent furniture shopping guides every day will soon be perfect and make you charming!

2.4 Keep common customer phrases

The chances of leaving customers to turn back are too small, and excellent shopping guides will generally try again to find opportunities for customers to turn back.

1. Do you have any comments or suggestions on my service?

Would you please talk about the decoration and product service of our store and give us some suggestions?

Is there anything we haven't done well enough? Can you give us some valuable suggestions?

4. Can you leave your contact information? If these products you are concerned about have preferential activities, I will inform you as soon as possible. eight

You can listen to this skill of selecting products. Even if you don't buy it now, it will be beneficial to buy similar products in the future.

6. it doesn't matter. You must choose carefully. This is my business card. I'll be happy to answer any questions you have.

2.5 If the customer does not buy, leave the customer contact information.

1. Hello, this is the product information and my business card. By the way, we also prepared small gifts for all customers who came to the store. Can you register for me? In addition, if you like, we will send you some new products or promotional information through SMS regularly.

You believe I'm a professional. Don't worry, I will provide you with free consultation whether you buy it or not. Can you leave your contact information? If we have any preferential activities, I will give priority to you.

I applied for a special price for these products you like. Please leave your contact information, and I will inform you then.

Here is my business card. Can I leave your phone number? We can help you measure and make a demonstration for free.

Decrypting sales is a process. Getting the customer's contact information means that the customer is willing to include you in his choice plan, which increases the possibility of successful sales. Stores are the most important units to collect customer information, so it is necessary to strengthen the collection of store information.

2.6 Customer recommendation contains unlimited business opportunities.

After the products are sold, excellent shopping guides should not forget to ask old customers to recommend new customers. The so-called customer chain is that the old customers continue to extend and form our new customers.

Standard lines for customer recommendation: Thank you for your trust in our company and myself. Successful people and celebrities like you, (or) successful entrepreneurs like you must have many friends around you, or (or) people with wide connections like you must have many friends. I wonder if any friends around you also need our products? If yes, please make a recommendation for me, which will help me to further explore the market and serve more customers. Don't worry, I will provide him with the same quality service. Don't worry, if he doesn't want to buy it, I won't force you. what do you think?

Decryption excellent shopping guides often use customer recommendation to get many new customers, which is the secret of doubling their performance. Because of serving a customer well, customers may recommend at least five new customers.

2.7 Use sales records to obtain transactions.

When introducing products to customers, shopping guides should record all products that customers are interested in on the sales list, including models, styles, colors, prices, etc. Write as much as possible. Then find a quiet place to communicate with customers while drinking tea, so that customers can cross out unwanted products and naturally leave products with great intentions. This can quickly determine the customer's intention and improve the transaction rate.