The most comprehensive furniture sales skills and vocabulary

No matter what sales, it is very important to first study the psychology of the target consumers and explore a set of sales skills combined with actual sales experience, so is furniture sales. So, how can we quickly build customer trust in furniture sales? Facing a customer who comes to see furniture, how to ask questions to better understand his thoughts? In the process of communicating with customers, once customers have objections, how to deal with them? These problems are often encountered by furniture shopping guides. How to solve these problems? Have any predecessors summed up some furniture sales skills and vocabulary? You can take this!

First of all, the furniture shopping guide must understand the consumer psychology: "It is not a happy thing for customers to buy furniture, but it is very painful. Why? Because so many brands of furniture are dazzling. I don't think anyone would want to visit the furniture city if it wasn't for home decoration or lack of furniture when moving. Therefore, shopping guides must first have such a mentality. I'm helping clients solve their pain. The highest level of sales is "serving the people."

Secondly, to do furniture sales, you will definitely use the skills and words of furniture sales!

First, build trust quickly:

He looks like an expert in this field.

(2) Pay attention to basic business etiquette.

(3) Customer witness (customer letter, list and information)

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

5] Authoritative witness (honorary certificate)

(6) Ask questions (questions)

Ten Skills of Effective Listening:

(1) Be sincere and listen attentively.

② Stand/sit on the customer's left to take notes. It is easy for customers to see you and what you write on the left, but it is difficult to see what you write on the right.

(3) eyes staring at each other's nose 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 identification and speed up the signing of the bill).

⑦ Ask questions if you don't understand (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 in your head how to ask and answer questions)

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)

Praise (the beginning of all communication, the most effective way to capture people's hearts and build trust)

Sincerity comes from the heart.

(2) Shine (praise the customer's shine)

(3) Specific (exactly, the scope is not large)

(4) Indirect (indirect praise will be more effective)

(5) a third party (by praising children, clothes, etc. )

6. Timely.

Classic sentence:

You really have an eye/not simple/generous/generous/attractive/generous.

You are really different; I admire you; I admire you very much (superior to subordinate)

Effective imitation in praise will strengthen trust, because people are more likely to trust people who are similar to themselves.

Second, the method of asking questions

What brand of furniture are you using now? What style?

Are you satisfied with that set of furniture? How long did you buy it?

Did you know anything about furniture before buying that set of furniture?

(4) What are the shortcomings of the furniture used now and what needs to be improved?

⑤ Is the set of furniture purchased at that time at the scene?

6. If you want to buy furniture again today, do you have the final say or invite guests or friends?

⑦ If I introduce a set now, it can meet your original needs, fill the deficiency of the original furniture, and within your budget, do you want to have it?

Examples of popular words for asking questions:

What's your name? Where did you buy your house? Would it be bad to ask your last name? )

Are you moving to a new home or adding furniture, or is someone in your family getting married?

Have you seen it in other stores? This is a difficult journey. Have a cup of tea.

Did you bring the drawings? Let me take a look at it for you.