What skills do home improvement salespeople have when negotiating orders?

The conclusion of any order depends on the comprehensive strength of a company, not what a salesperson can complete alone! Because home improvement salesmen are not selling watermelons, you can sell them with the owner’s nod. There must also be the participation of designers, construction quality, and company reputation. Let’s talk about some of my own reasons first. (The reasons why some companies have lost orders and the issues that need to be paid attention to will be added later. There are also lessons from the failure of the company I worked for! I hope my boss can see it)

First, I am not mentally prepared enough!

I always feel that after studying interior and furniture design for three years, I feel sorry for myself and my professional teachers when I start running a business! And attitude is everything! The negative attitude planted the seeds of failure in my early days as a salesperson! At the same time, we warn those students who just graduate and go out to do business. I hope you can calm down and run with your heart, because doing this is really a workout! Being a designer starts with communication! If your business is done well, then your future career can be said to be half successful! (This is what the boss of my company in Xi'an told me. She has very strong professional skills! She has the ability to control the situation. I can't say the specifics after seeing her once, haha.)

#So , Business people must have a positive attitude!

Second, you are not thick-skinned enough!

I originally thought my face was fleshy enough, but it wasn’t! There is usually a misunderstanding here! When you see me say I'm not thick-skinned enough! What was going through your mind at this time? Embarrassed to take the initiative to talk to the owner? Still shy? In fact, most people only think about this. It is just the beginning for business people to take the initiative to talk to the owners without being shy. The best place to reflect the value of real thick skin is in the phone call after the first contact with the owner and the in-person contact after the second time! It’s going to be thick and level here! What did you say when you called the owner? What should you say when you meet the owner again? How should you behave? In the community I was in those days, there was a geothermal seller who was so capable that he ended up playing guessing games with the owner! Can I ask you to bargain? In addition, when you are thick-skinned to a certain level, you lose your shame. Then it is no longer called shameless, but moved. Why do you want to decorate it all of a sudden? From one perspective, it can also be said that it is touching or moving!

#So, business people must not only be thick-skinned, but also have thick-skinned skills!

Third, the lack of professional knowledge!

This is easy to understand, but I can’t answer some of the owners’ questions! Maybe, you can talk nonsense if you don’t know how. But when you encounter an owner who is deliberately testing you, you just need to say to the order: "886". The professional knowledge here is quite broad! (It involves environmentally friendly quotations for interior design, construction, and structural materials. When it comes to quotations, I will add detailed instructions later.) Haha, some of you have learned! Can you guarantee that the owner will suddenly have a very strange problem?

#So, business people must have a good grasp of professional knowledge!

Fourth, you are not familiar with the situation of your company!

This is a very low-level mistake! For example, my company’s quote for painting one square meter of latex paint! How much is the management fee? ==It can be said that the salesperson is more familiar with the company than your boss!

#So, business people should understand themselves first before running out!

Fifth, the source of the information is not well written!

Faced with various problems during the decoration process, it is impossible for the owner to fully know. At present, the most important sources of knowledge for owners about decoration are firstly from listening to others, secondly from newspapers (I remember that the question one owner asked me was an article about home decoration in our local "Chinese Business News" yesterday), and thirdly is the website. As a business person, you must have a wider access to information than the owners. Your hunt for information is much greater than that of the owners! Haha, this will be an excuse if your boss asks you if you read newspapers online at the company.

The information war in the home decoration industry has also begun~haha

#So, being a business person is also very important for intelligence collection!

Sixth, persistence is victory!

Being a salesperson is hard and depressing, especially when you don’t see orders. The physical and psychological pressure is huge and long-lasting. Even though I don’t have gray hair, I have one. I still have it now! Not willing to pull it out.

#The ancient idiom of perseverance still makes sense!

Seventh, the work intensity is not enough!

It can also be said that it is not cruel enough! Let’s give an example to illustrate the point that it’s almost time to eat! The working hours of salesmen are generally 8:30~17:30. Many owners will choose to go to see the house after lunch after 18:00. At this time, there are almost no salespeople in the community, and no one is causing trouble! This is your SHOW TIME (haha, but you’ll have to figure it out on your own if you don’t have any spare time!)

#Success is, in a sense, self-sacrifice!

Some suggestions for the company to improve its order negotiation rate:

1. Improve its overall strength (I know this nonsense myself)

2. Treat salespeople well , especially fresh graduates. This kind of people are firstly psychologically immature, and secondly, they have no financial pressure (most of them). If there are four salesmen in a company, the chance of being relaxed for 25 points is gone! Haha, considering the chance of losing 25 yuan, is it better to give 400 yuan (or less)?

3 Fraudulent money was already a beautiful fairy tale a few years ago! Nowadays, the key to success and making money is integrity!

4. The quotation must be flexible, not only for the owner to accept it, but also to kill the opponent. I believe that friends who read the post have more experience than me about the specific operation. I hope you can teach me when you reply to the post! Thank you in advance~

Haha, after a while, my face started to turn red. If I write any more, I will be laughed at by the experts. I hope everyone can add it themselves!

The above points are things that my company and I have not done well before!

Finally, here is an appendix: (more casual, maybe a bit messy)

First, teach you how to defeat those so-called big companies in the decoration industry!

Fame?

The wool comes from the sheep, and the advertising fees will ultimately be paid to the owners!

Construction quality?

Currently any decoration company does not have its own workers. They were all picked up on the street. The difference lies in the length of cooperation with the construction team. Our company also has its own set of acceptance standards for decoration quality. I can tell you that they are no more relaxed than those big companies in quality control! So our quality is still guaranteed.

Exclusive materials?

You can try asking those companies that say their materials are designated, but none of them have production capabilities! The so-called exclusive materials are some large companies that have relatively large demand for materials, so manufacturers are willing to OEM for them! And the materials you use from our company are products directly produced by manufacturers on the market and have a certain reputation and credibility! What kind of material makes you familiar with it?

＊＊＊The company said that this material has been eliminated. Why are you still using it?

If this material is really eliminated! How do you know this material? Why are people still using it a lot? The reason why this company says this is because they have cooperation with this brand of materials. If you buy it, your profits will be maximized! As for the comparisons you mentioned, I can tell you that what he told you was only the advantages of their materials compared to the disadvantages of others! The existence of any material must have its advantages. You just have to choose between comparisons to see which one is more suitable for you!

＊＊＊How many branches and designers does the company have across the country?

Only a few of them are real branches, and most of them are just franchise companies! How many designers ultimately implement it into home decoration is the designer's one-to-one service, sometimes it can only be reflected in work clothes!

I see that there are many ****** company stores in Xi'an and they are quite large.

To put it bluntly, we are not as good as them in terms of funds. Because we are poor, we cherish every order. Provide the most perfect service! Only in this way can we form a good cycle to develop and strengthen ourselves! Therefore, we need to have a pleasant cooperation with you!

Second, teach you how to kill companies that are neither big nor small.

Most of these companies have just started. The design ability is average, and most of the pictures shown to the owner are copied. If you communicate with our company's designers, you can understand our company's design capabilities!

These companies have small capital investment, coupled with the brutal competition in today's decoration market. Who can you turn to for quality assurance after the project is completed?

And I saw that the quotes quoted by these companies are very unreasonable, and some quotes are simply impossible to make. Where do their interests come from? This is really suspicious!

Teach you how to say dead guerrillas:

Are guerrillas really cheap?

Yes, guerrillas are cheap! But if you add up the money you spent on buying materials and the energy you put into it, is it really cheap? Are you mentally comfortable with the workers living and eating in your new house?

Guerrilla can guarantee you that it is based on personal integrity! The company is a natural legal person. Who do you think is more reliable if something goes wrong? In addition, if there is a dispute! Have you ever thought about it? Guerrilla is based on migrant workers! They are a vulnerable group. Even if you are justified, it will be difficult for you to be "reasonable"! The risk of choosing a company is passed on to the company!

Construction quality?

Haha, you chose the guerrillas because they are cheap! But the results you get cheaply are good? Workers are not Leifeng! Do you know if there are fewer processes? Maybe it looks good on the surface, but you don’t know how many secrets there are! The company has strict self-discipline because it has to guarantee quality for at least one year!

Is it cheaper to buy the materials yourself?

Maybe you will say that the company will get kickbacks when buying materials! But even after the company takes the rebate, the price it gives you is cheaper than the price you paid for some items! (It’s not convenient to say more here) Why can’t you understand the relationship between wholesale and retail?

In addition, let’s talk about the current business personnel! Today's salesmen are basically personnel outside their majors. Because students like me studying this major are not willing to do this even if they don’t know anything! Even if I do it, I will leave this stage because of my huge room for appreciation.

Therefore, training of business personnel is very important! Has your company done this? Also, for those companies that cannot guarantee the basic livelihood of their salespeople every month, I want to say something - you are all rubbish! A salesperson's orders are a reflection of a company's overall strength! If you don't have any orders, take away half of the salesperson's basic salary and ask them how they can survive this month? How can you get results if your life is not guaranteed? Motivated by pressure? P~You try to run it by yourself for two months~

For designers, you have to remember not to let the customer lead the way, but to play a leading role in the conversation. In fact, most customers know very little about it, but they will try their best to pretend to know it very well, thinking that by doing so, they will not be fooled by the designer. But they don't know that after a few words, the designer will know most of their details. When talking to customers, try to find topics they like as much as possible, because home decoration is a relatively big thing for customers, and they will go to many home decoration companies. Therefore, only the customers will be left with a deep impression. In the end, the customers will You will be considered when choosing. At the same time, ordinary customers often only have time to go to home improvement companies on weekends. The longer you chat with the customer, the fewer other companies the customer will look for. Relatively speaking, the greater the possibility of successful negotiation. The charm of a designer's language plays a large part in whether he can be honest with his clients. Of course, without solid basic skills (knowledge of materials, approximate prices of materials, construction techniques), nothing will work. As a designer, you should always put yourself in the customer’s shoes and think about him. But not blindly. For customers, there are three things that matter most to home decoration. In order of importance, they are: quality, price, and effect. If it is a particularly wealthy and generous customer, it may be quality, effect, and price. Talking about customers is not something that can be accomplished overnight. It requires learning. When negotiating with other designers, pay attention to absorb their conversation methods. At the same time, you must be bold and careful, and dare to communicate with customers. The knowledge of negotiation is very deep, this is just scratching the surface of it, I hope it can be helpful.