Sales skills and language of furniture stores: grasping five psychological characteristics of customers

It is very important to study consumers in sales. Only by understanding consumers' buying habits can we make better use of sales actions. I take store sales as an example to talk about the five psychological stages of customers in the shopping process:

1, doubt, what is this?

This is the stage when customers are attracted, and customers are curious and spontaneously go to the goods. For example, when you see a lot of people gathered around you, you will go over curiously to see what happened.

As long as the customer has demand, we have the opportunity to sell the product to him. So in in-store sales, attracting customers is half the battle.

2. Oh, and then what?

This is the stage when customers want to hear the product introduction, and they want to know the relevant attributes of the product.

It is necessary to introduce products in a simple sentence or two, so as to seduce customers' greater desire and strive for more communication time.

3. Ah, I see.

This is the stage when customers begin to feel "as if it is necessary to buy" and "yes, I really want to buy" after accepting the product in their hearts.

This is a turning point. Demand salespeople stimulate customers through product display, product stories and other methods, and thoroughly stimulate customers' demand points.

Well, do you want to buy it or not?

This is the stage for customers to think and measure. Although they want to buy it, they won't do it right away. There will be "Is this expensive?" "Go back and think about it?" Questions like this.

At this time, it is necessary to sell a fire next to it. Simply put, it is to take away customers' concerns.

5. OK, I'll take it.

This is the stage when customers make up their minds to buy.

In the door-to-door to store sales, what we have to do is to let customers follow this psychological stage step by step, as long as there is no deviation, it is a perfect sales process. Ok, so how do we do every stage well? We will discuss it slowly when there is an opportunity in the future.

Recently, I read a book "I Tell You Everything" by Lan Xiaoyu, and the sales case in it is very practical. If you want to learn more sales skills or have a good sharing method, please join us for exchange study, group 3 1063208 1, remarks 136. There are some sales experts who have questions and answers, and there are many cases in which they share their experiences. Let's communicate and make progress together. Yang Jun is strictly managed, please fill in the remarks.