Steps of furniture sales process

The steps of furniture sales process, as a salesperson, not only have corresponding words, but also have corresponding processes. Different sales industries have different processes. For example, the furniture sales industry has special process steps, so what are the steps of the furniture sales process?

Steps of furniture sales process 1 The first step is to make preparations before sales.

Sales champion's strategy: full preparation,

Physical preparation-well dressed, healthy and energetic.

Psychological preparation-happy, confident and determined to sell products.

Preparation of professional knowledge-list the questions that customers often ask and the questions that you can think of yourself, get the best answers to the questions through various channels, and memorize them.

Preparation of store image-neatness, standardization, atmosphere and tool placement

Description: Furniture shopping guides spend only 20% of the total working time persuading customers to buy products face to face, and 80% of the preparation time. The quality of preparation determines the sales volume of products.

The second step is to build trust and understand customers' problems, needs and wishes.

Judge the customer's motivation:

Do customers want to know about furniture and buy it, or are they curious about it? In the latter case, you don't need to give him a detailed introduction.

Is it the first time or how many times does the customer come to see the product? If you are a customer who has been here several times, you should spend more time and energy. They are usually potential customers.

What kind of products do customers want? Knowing this, you can further introduce the products to him.

When do customers want these products? Understanding the deep-seated reasons why customers choose this kind of shopping guide can be more powerful;

What aspects of the product do customers value most? Combine the advantages of your product with the concerns of customers.

The strategy of selling champions:

Observation and judgment method: observe the speed, eyes, expression and language of customers.

Questioning: Questioning is the most powerful weapon in sales.

Set a basic goal secretly.

The third step is to recommend suitable products to customers and shape the value of products.

The strategy of selling champions:

Combine customer needs with USP (unique selling point) of products.

If there is no product the customer wants, guide him to accept the substitute.

Before talking about USP, it is important for the customer to know the USP of the product.

We must shape the value of products.

Step 4: Eliminate customers' objections.

Steps to eliminate customer objections

Express empathy, such as "Mr. Chen, I know what you mean, and some customers will think so."

Ask questions to find reasons: for example, "You said it was too expensive. Is it compared with other families?"

Eliminate objections according to customers' answers.

Determine the other person's thoughts, such as "Do you think so?" You have the same opinion, right? "

Strive to improve

Step 5: Record customer information.

The strategy of selling champions:

Get customer contact information

Correctly record customer information

Check the customer record book every day.

Contents of customer purchase intention record form:

Name, telephone number, basic information and meeting minutes of each negotiation.

Step 6: Track the intended customers in time.

The purpose of tracking customers:

Understand the customer's thoughts

Eliminate customers' doubts

Make an appointment with the customer for another interview.

Precautions:

A complete telephone recording.

Don't promise easily

Avoid bargaining with customers on the phone.

Step 7: dispel the customer's last doubts

Sales champion strategy:

keep one's patience

Key buttons to stimulate customers to buy

Restrain one or two tricks (when teaching a craft or skill)

Ignite customers' desires

Emotion, the coordination of my body movements

Step 8: Deal.

Four beliefs about the transaction of house buyers;

First: The key to clinch a deal is to dare to make a deal.

Second: A deal is usually made after five rejections.

Third: Only by closing a deal can we really help our customers.

Fourth: Failure to close the transaction is a huge loss for the customer.

Sales champion ending method:

"price decomposition" transaction method

"One penny, one share" transaction mode

"It may be cheaper elsewhere" trading method

Suppose the trading method chooses the trading method.

Accidental transaction method, bold transaction method

Three-question trading method overlord trading method

Step 9: Customer service after the transaction.

Customers are moved by you.

Step 10: Ask the customer to help you sell.

Care about customers outside of work, please introduce them.

The second step of the furniture sales process 1: How to satisfy and retain customers

Greeting customers is the first and most critical step in sales, but the key is not how to greet customers. I think the most direct purpose of greeting customers is to keep them.

Due to the characteristics of home building materials products, consumers seldom pay attention to their daily lives, but their participation in purchasing is high. Many home building materials products are completed by buyers. Under such circumstances, retaining customers has become the most important step for us to meet customers. So how to retain customers? Several methods are summarized below.

Direct inquiry method: on the one hand, the purpose of making an inquiry is to understand the needs of customers, and another important purpose is to make customers interested and willing to stay. For home building materials products, we can ask three questions to retain customers.

The first question: to what extent is your home decorated?

This question is a very clever one. Through this question, we can divide customers. For this question, customers will generally answer: under renovation, not yet renovated, or already renovated.

For those who are being renovated, they can be positioned as super VIP customers, because they buy now. Therefore, shopping guides should be vigilant and take this kind of customers seriously. For customers who have not been decorated, it is obvious that they come to the terminal to understand the products, so that they can choose easily in future purchases.

For such customers, we should try our best to publicize our core selling points and try our best to make customers remember our products or brands.

The last one has been decorated. For this kind of customers, they have finished decorating and are now buying home products. For home stores, this is their super VIP customers.

Second question: Do you know our brand?

The purpose of the shopping guide asking this question is to understand the customer's understanding of home building materials products. If the answer is clear, it means that the customer has done some homework.

We have some preliminary knowledge about the product, so the shopping guide should pay attention to it when introducing it. For customers who don't know our brand, this is a good opportunity for the shopping guide to introduce the brand actively.

A shopping guide can introduce the core selling points of his brand to customers by introducing the brand. Let customers remember our brand or product.

The third question: Do you have any requirements for the style of the product?

Knowing the style helps to recommend products. In the current decoration, more customers pay more attention to their own decoration style, so understanding the decoration style can recommend our home building materials products more accurately. Make sales more targeted and efficient.

Inviting participation method: As customers are not particularly familiar with products, it is a good opportunity for customers to get to know our products at close range, and it is also a good reason to increase their stay in the store. Therefore, the shopping guide should make full use of the promotional props in his store and try to let customers participate in the trial of the products as much as possible.

2, how to understand the needs of customers?

Understanding the customer's needs is the most critical step to do a good job in sales. For customers in the home building materials industry, their demand for home building materials products is more focused on decoration, comfort, health, safety and value. Then for the customer, we need to determine the customer's demand for the above content.

First of all, we must understand the decoration grade and budget of customers. When the shopping guide knows the decoration grade, we can recommend products with matching prices.

3. How to introduce our products?

The successful launch of their own products will play an inestimable role in consolidating consumers' purchasing determination. So how to introduce it as a home building material commodity is more reasonable?

First of all, make clear the value of the products you sell. For shopping guides, knowing the value of their products is more important than memorizing the functions of those products. Therefore, to introduce their products, the first step is to know the value of their products, so how to introduce the value of their products?

It can be summarized from the company's brand, product characteristics and some special selling points.

In addition, when introducing products, we should be clear about the relationship between the home building materials products we sell and other supporting products. For example, when we sell building materials products, we must be clear about the relationship between the building materials we sell and other supporting building materials. For example, we should consider the relationship between the color of the product and other products, so as to ensure the consistency of the decoration color and so on.

Dajiaju education platform

4. How to successfully realize the transaction?

Closing a deal is the ultimate goal of sales, and any sales behavior is to close a deal. For transactions, shopping guides should give customers more confidence and make customers feel that only transactions can get the expectations they want. Only transactions can meet the product purchase plan. For the transaction, the shopping guide should give the customer some sales pressure and let the customer take the initiative to propose the transaction plan.

Value exchange method: use the value presentation of your own products to make customers fully feel the value of your own products. This will strengthen their determination to buy. Only when the value of the product sold by the shopping guide is higher than the price of the product itself, it is easier for customers to firm their determination to buy and decide to buy.

Time waits for no one: selling products at a certain price within a certain period of time has become a common sales method in the home building materials industry, so for terminal sales, shopping guides can also make full use of such sales reasons to tell our customers.

Only at this time can you enjoy a certain price, and only when you place an order now can you enjoy such a price. For customers who need to buy, they can only enjoy such a price if they really buy it. So many customers will take the behavior of buying.

As a home shopping guide, in addition to being familiar with the products, you need to have a correct sales plan, so that you can get twice the result with half the effort.

Step 3 of the furniture sales process1. It is necessary for the shopping guide to know the basic knowledge of the materials, styles, techniques, sizes, prices and selling points of the goods sold. To introduce the core characteristics of product brands to customers, we should first attract customers with a few simple and incisive sentences, promote products from the customer's point of view, and help customers make up their minds to solve problems.

2. When greeting customers, you need to stand on all fours, stand with your feet apart, cross your hands naturally, and put them in front of your abdomen with a calm tone. After welcoming customers into the store, you should take the initiative to greet them, and the welcome speech should be concise and clear, highlighting the brand.

Customers who come in don't necessarily buy furniture, some will ask about the specific situation of furniture and show their desire to buy. After judging the customer type, we should actively and enthusiastically receive the target customers.

Customers buy furniture for several purposes: discounting old furniture, moving to a new home, getting married, etc. Understand the purpose of customers buying furniture, so as to better recommend the corresponding products. If you buy furniture when you are newly married, you almost prefer holiday furniture with fresh colors. If you trade in the old ones, you may pay more attention to high-end products. People who move to a new house are easier to get along with.

Therefore, it can be recommended according to the purpose of customers buying furniture. Salespeople should use more hot words or warm words when communicating with customers. Try to communicate with customers in a positive tone. Avoid using some cold words or blunt words to communicate, so as not to cause psychological burden.