Sales skills of selling lamps

Only when the salesperson successfully breaks through the customer's psychological defense line can the transaction be in sight. Below, I will introduce the sales skills of selling lamps for your reference. Welcome to browse!

First, the lighting industry sales skills

1. Establish a correct career development plan.

Some salespeople who are very prominent in sales often complain to me that salespeople have no status and are doing the hardest and most tiring work, but they have not received the respect they deserve. Difficult customers make a hullabaloo about, and sometimes even the boss scolds himself. Her complaint is absolutely true. This kind of situation seems to be commonplace. Every salesperson has had this experience. I just want to ask a question, do the waiters in the restaurant have such complaints, and do the bus conductors have such complaints? As long as you are engaged in sales work and dealing with people, the above problems can always be encountered. It depends on how you face them.

Our front-line sales staff, who put products and services in the hands of customers, will not automatically flow out without turning on the faucet in the coarse water pipe. Sales is the key faucet. So, from today, please pay attention to your work. Every day, you are a key person in the company's sales process. In such a platform, you can not only get rich sales commission, but also become an expert in the same industry through unremitting efforts. You may also run a store independently and become an excellent retailer in the lighting industry. Set a goal, and then approach it with accumulated efforts. Starting today, you are one step closer to success.

2. Have professional product knowledge.

High-rise buildings have sprung up without a solid foundation, and even the best salespeople can only look at the flowers in the fog and look at the moon in the water. In the lighting industry where consumers still need guidance, it really doesn't make sense if we are not professional enough as salespeople. Because most consumers still don't know how to choose lamps and how to make the best lighting effect, the guiding role of sales staff is very important. Www.hs 13.cn In the market, we also heard people introduce products to customers like this: "Our lights are bright enough", "Our products are of the best quality", "Our after-sales service is the best" and "Our price is the lowest". I was very angry when I heard these words. After all, the core function of the lamp lies in the use of light, rather than a simple comparison of physical properties and prices.

In the lighting industry, it is obviously not enough to know only what materials the products are made of. You also need to know how to design lighting for customers and how to achieve the best lighting effect, so as to create a harmonious and comfortable lighting environment. Clothes sellers often tell customers how to match clothes to taste better, and restaurant owners often remind diners how to match meat and vegetables to eat more happily. Therefore, the possibility of guiding customers to consume is far greater than the simple product introduction.

3. Follow the standard operating procedures

I like the taxi service in Shanghai very much, especially Shanghai Volkswagen. Every time I open the car door, the driver will politely say, "Hello, where are you going?" After arriving at the destination, the driver will immediately ask, "cash or credit card?" Please take your receipt. Please don't leave your luggage in the car. Although there is a computer voice reminder, the driver will seriously remind him every time. It is such a set of standard service terms and service processes that move me.

Details determine success or failure, yes, the way experts solve problems is so simple and fast. Top sales staff must have mastered this sales process, because good process and communication language can not only impress customers but also save you sales time. Experts give people the impression that they are trustworthy, and one of the conditions for becoming an expert is to follow the process.

Step 4 impress customers with your heart

Sales depends more on your professionalism or your in-depth communication with customers, which is a big problem worth discussing. What I want to say is that it is difficult to instill all the product knowledge you know into the customer and let him accept it. Think about how obscure those technical terms are to a person who knows nothing about light and lights. For example, energy-saving lamps have bridges and no bridges, and laymen don't know what it means to have no bridges. Obviously, he doesn't need to know, he just needs to know the lighting effect, just like we bought a TV and didn't study how it was made.

The most direct way to improve transaction efficiency is to impress customers with your heart, not to convince them with your mouth. It is easier to impress a person than to persuade one. What's the joke? "The purse is centrifugal, far from the head", so touching the customer's heart is equivalent to opening the customer's purse.

Second, the sales skills of lighting stores

1, full of enthusiasm for shop work.

This is the basic requirement for a successful shop assistant. Even if you are in a bad mood because of other events, you should show a smile, enthusiasm and easy communication every time you contact customers. I am willing to let people who come to the lamp shop for consultation benefit from your knowledge and advice.

Seize every opportunity to attract your customers.

The sales place should not be confined to the reception hall of the lamp shop, and the sales opportunity will not only appear at work. You should engage in your work in a wider time and space, such as banquets, bars, clubs and other opportunities.

3. Be the master of your own time

Lighting store staff should always carry their own bags, business cards, in-store lighting publicity materials, appointment forms and other reception materials. To finish what you can do today, try to make full use of the evening or lunch time and do some auxiliary work for sales.

4. Think of yourself as a client's consultant.

The purpose of the staff of the lighting shop is to make customers accept our products, and it is best to make themselves consultants to customers. So you must master the latest information and fashion trends of lamps and lanterns products, and make yourself more professional in lamps and lanterns knowledge, so as to gain the respect and trust of customers. In this way, you will have more chances of success, guide customers' demand direction and sell lamps in your store better.

Don't write a bad check, but listen to the voice of customers.

When you don't know what customers really think and their doubts about our products, you must restrain yourself, don't say more and don't give any explanation. We should patiently and sincerely ask customers what they need, guide them to show their needs, and show their sincere desire and tireless enthusiasm to listen to customers' opinions.

6. Trust your service

We should have confidence in our products, always explain why our products are in line with our customers from their standpoint after understanding their needs or problems, and make assertions that are in line with the service situation.

7. Become a real expert in the service of lamp shop.

In this way, store employees can make appropriate answers to questions and objections, transfer different opinions and doubts to the actual benefits of services to customers, and successfully place orders.

8. Never urge customers to order.

Don't try to complete the sale as soon as possible, and urge the customer to make a decision. Once the customer is willing to sit down and talk to you or consult you, it already shows that the customer is interested in your product. However, it takes a process from interest to behavior, so customers should be given enough time to think and choose. During this time, customers can place orders through their own professionalism and efforts.

Third, lighting sales skills and words.

1. Will the wire leak?

All our lamps, including wires, have passed the UL, CE and 3C certifications in China. Please rest assured.

2. Why are all your materials made of iron? I want copper (or resin, stainless steel)

Neither iron nor copper will rust if the surface treatment is done well. If it is not done well, copper will also be oxidized and discolored, and patina will appear, and the price of copper will be many times more expensive than that of iron, so it may not be as heavy as iron in materials. Compared with resin, the bearing capacity of iron is obviously better, and the texture and thickness of iron are also better than resin. We have no stainless steel products. Iron treatment has the same effect as stainless steel.

The lamp I saw in the next house just now is made of copper, which is similar to yours. Why is your iron more expensive than others' copper?

The value of a lamp depends not only on the price of raw materials, but also on its manufacturing technology and style.

4. How many lamps should be used in the dining room (living room/bedroom)?

Can you tell me the size of your dining room (living room/bedroom)? When designing our lamps, the matching factor between the number of lamp holders and the lighting size has been considered. You should choose XX lamp holder for this space size (Note: The specific answer depends on the matching relationship between the surface area of the ceiling and the lamp diameter. )

5. How to match the lights in the dining room with those in the living room?

The collocation of lights should consider the collocation of lights and the collocation of lights and home decoration styles (including the collocation of furniture materials and colors). Can you roughly describe your home decoration style?

6. My living room covers an area of 30 square meters and is 2.8 meters high. Will this light be too low to receive? www.hs 13.cn

The height of this lamp is less than 60 cm (note: most of our lamps are less than 60 cm. If the other person is looking at a lamp more than 60 cm, he should make different answers according to the height of the other person's living room. In this example, the customer should be advised to choose another one); There is still 2.2 meters of space, which will not affect normal use and visual effects at all. We have taken these factors into account when designing this lamp.

7. There are many warm colors in my home decoration. What kind of lamp should I buy? Warm colors will make you feel warmer. I suggest you choose a warm light source. As for the material of lighting, it has a lot to do with the decoration style of your home and the material of furniture.

Seize every opportunity to attract customers:

The sales place should not be confined to the reception hall of the lamp shop, and the sales opportunity will not only appear at work. You should engage in your work in a wider time and space, such as banquets, bars, clubs and other opportunities.

Be the master of your own time:

Lighting store staff should always carry their own bags, business cards, in-store lighting publicity materials, appointment forms and other reception materials. To finish what you can do today, try to make full use of the evening or lunch time and do some auxiliary work for sales.

Build trust quickly:

1 seems to be an expert in this field.

2. Pay attention to basic business etiquette.

3, customer witness (customer letters, lists, messages)

4, celebrity witness (newspapers and magazines, professional media)

5. Authoritative witness (honorary certificate)

Step 6 ask questions (consult)

7. Ten Skills of Effective Listening:

(1) Be sincere and listen attentively;

② Standing/sitting on the customer's left to take notes; On the left, customers can easily see you and what you wrote, but on the right, it is not easy to see.

3 Look at each other's nose tip and forehead;

(4) Don't interrupt, don't interrupt (try not to interrupt when the customer is talking);

⑤ Don't make any noise (just nod and smile);

⑥ Reconfirmation (when recording, asking the customer to confirm what he said can enhance the sense of accomplishment, promote psychological identity and speed up the signing of the bill);

⑦ Don't know how to ask questions (there is always something you don't understand and don't know, so ask questions in time);

Don't organize the language (don't think about how to ask and answer questions in your mind);

Pet-name ruby pause for 3 ~ 5 seconds (at the beginning of speaking, pause for 3 ~ 5 seconds, to let the customer catch his breath, and to sort out his thoughts. );

Attending nod and smile (keep nodding and smiling during the conversation)

Any commodity must first find the target market, that is, predict the market potential! For example, which areas in Inner Mongolia have demand, big cities or small towns? Is it centralized sales in big shopping malls or decentralized sales in small shops? What class of people have a great demand for your goods? At what stage of the year is it possible to increase demand? Every year, there are Nadam in every city in Inner Mongolia, and there are material exchanges. These special activity days are also good opportunities to promote and sell products! Be flexible when selling regularly. Are you afraid that your product won't sell?

Get to the point, get to the point.

When selling products to customers, the shopping guide must introduce the products. How to introduce products? Skills are needed here. Be sure to pick the key points and get to the point. Not to mention some technical terms. Try to make your introduction easy to understand and highlight the advantages of the product to a great extent. Advantages can be said in terms of performance and price.

Impress customers with your heart

If you want to convince customers to buy products, you need to learn to impress them with your heart. If you just sell lamps mechanically and instill some product information into the customer at once, it will be difficult for the customer to accept it, and he does not need to know some professional knowledge. You should treat customers as your friends or family and try to bring them closer.

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