Tips for selling furniture and sofas

The material and functional characteristics of each piece of furniture can be written as a small poster and placed next to the furniture or next to the price tag, so that customers can see the characteristics of these pieces of furniture when looking at the furniture. I will do the following for you. Let’s take a look at the tips you’ve compiled for selling furniture and sofas. Tips for selling furniture and sofas Part 1

An excellent furniture promoter (or salesperson) not only sells products, but also sells the benefits, trust and care of products to customers. Therefore, if you want to become An excellent furniture promoter must focus sales on customers, quickly build trust with customers, find customers' needs, use effective techniques to introduce products, and then promote the completion of transactions. In addition, when furniture promoters communicate with customers, the proportion of their communication time is as follows: building trust ---- 40%; discovering needs ---- 30%; introducing products ---- 20%; facilitating transactions --- -10%.

1. Furniture sales skills to establish an emotional marketing atmosphere

The core strategy to build trust is to establish an emotional marketing atmosphere. The best voice in the world is a voice full of concern. The most respected service concept in the furniture industry is a friendly and natural smile, attentive and thoughtful service, and constant care. Emotional communication and concerned voices are the most effective ways to build trust and make customers moved by you. Smiling, complimenting and appreciating are common ways to build trust and infect customers with a good mood. Because everything is good when you are in a good mood, understand customer needs with a voice full of concern, and use the power of customer testimonials (content including customer purchase information, newspaper reviews, award certificates, inspection reports, picture albums, etc.) to convince customers.

Opening remarks to establish an emotional marketing atmosphere:

"Hello! Welcome to ×× furniture store, we are happy to serve you!" The shopping guide asked: "Excuse me, how can I What is a more appropriate name for you?" The customer replied: "Just call me Teacher Wu." The shopping guide introduced himself: "Hello, Mr. Wu, I am our shopping guide. My name is ××. I will be responsible for your shopping guide service in the mall this time, and I will serve you throughout the process."

Decryption: Repeat the brand and business name multiple times, and call the customer the name he introduces himself to create a sense of intimacy. The shopping guide introduces himself to let the customer know you and create an emotional atmosphere with the customer. This is full of concern. 's opening remarks.

2. Furniture sales skills for finding customer needs

Find and explore customer needs. Why do customers buy our products? Or to solve problems, or to achieve happiness! Understand The simplest way to meet customer needs is to "put yourself in the other person's shoes" and the rest of the sales process is just to give customers a reason to buy.

The formula of humanized marketing: recognition + praise + transfer + rhetorical question. Agree means sympathy, understanding and tolerance. Agree does not mean complete agreement. The language patterns of agreement are: "That's good!", "What you said makes sense!", "This is a good question!" , "I can understand what you mean!" etc.;

The highest state of praise is the principle of harmony. The highest level reached by the principle of harmony should be: the listener is very happy and the people next to him are not disgusted; transfer is to quietly push the meaning to be expressed one step further. The five commonly used transfer patterns are: breaking down the subject: do you mean... or...; changing the concept: this means... just...; explaining examples: actually...actually...for example...; reasoning along the lines : So...; Reductio ad absurdum guide: If... of course...;

Rhetorical question When we talk face-to-face with customers, using question marks at the end has more benefits. Commonly used rhetorical question types include: "What do you think?", "What if...?", "Do you know why?" and so on.

The most effective words to understand customer needs and recommend products are as follows:

(1). Have you heard of our brand before?

(2). When choosing furniture, do you pay attention to brand, quality, price, and style?

(3). I know that buying furniture is not easy. You can compare carefully and I will give you some suggestions!

(4). Do you know how to identify the difference between good and bad products?

(5). This brand of sofas uses good materials and has the largest sales volume recently.

(6). I know all the issues that you pay most attention to when choosing a product, so I solemnly recommend to you several products that meet your requirements.

3. Furniture product introduction skills

We must establish the concept of "what we sell is not the product, but the benefits the product brings to customers" and repeatedly ask ourselves: What can the product satisfy customers? What kind of needs do we have? What benefits can we bring to customers?

Shopping guides can be divided into 4 levels:

(1) Low-level shopping guides talk about product features and hope that customers will buy them. ;

(2) Intermediate shopping guides talk about product advantages and let customers know;

(3) Senior shopping guides talk about product benefits and make customers tempted;

(4) The value of products sold by top shopping guides proves that the products can meet the needs of customers.

The most effective way is to shape and enhance the perceptual value of furniture and use the "beautiful idea" method to let the furniture enter the hearts of customers. During the sales process, furniture shopping guides should skillfully guide customers, allowing them to use their imagination, experience home aesthetics and art, and feel the lifestyle and comfort they want to have, so as to form a beautiful idea that can Introduce "family space atmosphere" by combining it with furniture. Excellent shopping guides often use this method to fill customers with unlimited expectations for future home life and let customers feel the psychological experience of "choosing quality furniture is designing your future home."

The trick to introducing products is to highlight the benefits and product quality advantages. When each new product is launched, excellent shopping guides will recite and memorize the core points of the product information provided by the manufacturer (memorize the original text). Only in this way can the introduction of the product be convincing, but most ordinary shopping guides never memorize it. The original text is just a description. In this way, the beauty and characteristics of the product will be lost, and the product experience of "beautiful ideas" cannot be formed. The following is a case of text introduction for a certain brand of sofa:

(1) In addition to the fashionable metal accessories, this product uses the original materials of wooden legs and wooden frames as the main image and strong foil, revealing nobility in its tranquility. The elegant aristocratic temperament contains deep connotations of neoclassicism. The moderate cross-square seat cushion not only increases the elasticity and beauty of the sofa, but also makes the care of it less difficult. Coupled with the grand and calm shape, it embodies the nobility and elegance of retro and the leisure and comfort of modern life.

(2) The sofa seat is deep and comfortable, and the armrests are straight and square. The carefully arranged round armrests add a lively flavor to the entire sofa, making the tradition no longer monotonous. The wooden frame can also be changed to walnut, cherry wood and other colors according to the theme of the living room.

(3) Whether it is in a splendid painted beam or a gentle building, ZY-1302 can show its unique flavor.

Decryption: Only by reciting a lot of the original text of classics and informing customers, plus some descriptions, can you become a master of product introduction. Just like ancient poetry, you cannot recite the original text, but just describe it. The connotation and beauty of such a product will be It will be gone! Remember, read the lines of excellent furniture shopping guides every day, and soon practice makes perfect and your skills will be extraordinary!

4. Tips for promoting furniture sales

The most critical tips for promoting sales The transaction is completed quickly and a deposit is collected. When the time comes, an excellent shopping guide will act decisively to close the deal and make a quick decision to avoid hesitating and losing customers. Pay attention to the following three key points:

(1) Create an emotional space and allow customers to participate in decision-making and purchase;

(2) Do not actively create new problems;

(3) Try to facilitate multiple times and quickly conclude the deal.

5. Furniture sales skills to retain customers

The chance of customers returning is too small. Excellent shopping guides will usually try again to find opportunities for customers to return and retain customers. Commonly used phrases:

(1) Do you have any comments or suggestions about my service?

(2) Please talk about the decoration of our store, products and services, and give me Can we give us some opinions?

(3) Is there something we haven’t done well enough? Can you give us your valuable opinions?

(4) Can you leave a comment? Would you like to contact me? If there are any discounts on the products you are interested in, I will notify you as soon as possible.

(5) You can listen to this kind of product purchasing skills. Even if you don’t buy it now, it will be beneficial for you to purchase similar products in the future.

(6) It doesn’t matter, you must choose carefully. This is my business card. If you have any questions, I will be happy to answer you.

Customers have not purchased, but leave customer contact information:

(1) Hello, here is the product information and my business card. By the way, we also provide services for all customers who come to the store. The customer has prepared a small gift, can you register it for me? In addition, if you are willing, we will regularly send you some new product or promotional information via text message.

(2) You believe that I am professional. You can rest assured that whether you buy or not, I will provide you with free consultation. Can you leave a contact information? We have any promotions and I will Notify you first.

(3) For these products you like, I will apply for a special price from the company. Please leave your contact information and I will notify you then.

(4) This is my business card. Can you leave your phone number? We can help you come to your home to measure and produce demonstration effects for free.

Decryption: Sales is a process. Obtaining a customer's contact information means that the customer is willing to include you in his selection plan, which increases the possibility of successful sales. Stores are the most important units for collecting customer information, and the collection of store information must be strengthened.

6. Tips for finding business opportunities in furniture sales

Customer recommendations contain unlimited business opportunities. After the product is sold, excellent shopping guides should not forget to ask old customers to recommend new customers. The so-called customer chain is the continuous extension of old customers to form our new customers. Standard line for customer recommendation: Thank you for trusting our company and trusting me. A successful person like you, a famous person, (or) a successful entrepreneur like you, must have many friends around you, (or) like you People who are popular must have a lot of friends. I wonder if you have any friends around you who also need our company's products. If so, please help me make a recommendation so that you can help me further expand the market and serve more customers. , and can you help your friend choose a good product? Don’t worry, I will definitely provide him with the same high-quality service, (or) Don’t worry, if he doesn’t want to buy it, I won’t force you to do it. What do you think? ...

Decryption: Excellent shopping guides often use customer recommendation methods to acquire many new customers. This is the secret to their exponential growth in performance. Because you serve a customer well, that customer is likely to recommend at least 5 new customers.

7. Furniture sales techniques to increase customer transaction rate

Use sales records to obtain transactions. When the shopping guide introduces products to customers, he should record all the products that the customer is interested in on the sales sheet, including model, style, color, price, etc., and write as much as possible. Then find a quiet place, communicate with the customer while drinking tea, and ask the customer to cross out the unnecessary products. Naturally, what remains will be the products that are very interesting. This method can quickly determine the customer's intention and improve the transaction. Rate. Tips for selling furniture and sofas Part 2

1: First of all, you must pay attention to your appearance and etiquette.

Dress and etiquette are very important for a salesperson of durable goods, which determine the first impression you will leave on customers. The quality of the first impression is related to whether you can successfully establish a relationship of mutual trust with customers. "Trust" is an important factor that affects customers' purchase of products. If customers trust you, then details will not hinder your sales. But if the customer doesn't trust you, it will be difficult or impossible to carry out subsequent sales work.

Two: How to greet customers.

What should be emphasized here is that you only need to be polite to customers who come to the store for the first time, and do not need to be overly enthusiastic. At this time, it is very important to maintain an appropriate sense of distance between each other, and strive to create an atmosphere that allows customers to Comfortable and relaxing environment. The standard response and speech skills are: stand up, take two steps forward with brisk steps (to show welcome to the customer), nod and smile at the first moment when looking at the customer, greeting: "Hello! ×× Specialty "Please take a look around the store first", leaving an important way forward for customers.

Three: How to follow up with customers.

After the customer enters the door, the shopping guide must follow the customer to select a sofa.

The main purpose of following up with customers is to understand customers, observe customers, analyze customers, actively seek opportunities to communicate with customers, and stimulate customers' desire to buy. How to follow up with customers? Generally, the distance from the customer is about 2 meters, but it varies from person to person and depends on the situation. If the customer feels uncomfortable, then naturally increase the distance or even pause. Generally, stand to the side of the customer so that the customer's peripheral vision will not touch you. Do not follow directly behind the customer. When following up with customers, always observe the customer's eyes and footsteps, and judge and analyze the customer's behavior.

Four: Response measures for different types of customers

1. The first type of customers: customers who understand and collect information in the early stage. The main purpose is to see more houses to learn more about the situation, and the stay will not be too long. Or the customer may find that the style of the sofa is too different from their own preference and style, but they have already come in, so they take a quick look and then go out.

Due to the short stay of customers, when selling products to customers, the amount of information should not be too much. Some key information should be captured, such as product features, product design concepts, brand concepts, number of customers, etc. Let customers leave a general impression of the product. Correct words: "We XX have been operating locally for 8 years and have sold more than 5,000 sets of various sofas"; "The design concept of XX products emphasizes environmental protection and comfort"; "The biggest feature of XX products is their height. Customized, completely customized according to your needs” etc. When the customer leaves, be sure to deliver a piece of information to the customer and leave him his business card and contact information. Send customers to the door politely.

2. The second type of customer: After the customer comes in, he turns left and looks right. He has the intention to buy, but it is not very strong. Facing this type of customer is the moment to reflect the level and ability of the shopping guide. Turning hesitant customers into actual customers is the most successful sales tool. The main manifestations of this type of customer are: slowing down significantly in front of a certain sofa, paying more attention, taking the initiative to touch, looking at the sofa, looking for price tags, but not speaking or taking any more active actions. . For the second type of customers, it mainly induces and inspires the customer's desire to buy. Don’t give up on every customer easily. You can keep following, create communication opportunities, and look for sales opportunities. Here are some specific methods taught in sales skills training:

Technique 1: Start recommending products at lower prices that customers can accept or products that they are more interested in, so that customers are more acceptable. . For example, "Sir, how about this? We have a relatively cost-effective product that is currently being promoted and is selling very well. I can recommend it to you first."

Wording Technique 2: Customers are right Words such as new, strange, special, activities, discounts, and special offers are very interesting. You can use this mentality to stimulate customers, such as: "Sir, you are so lucky, we are now running a full-site discount event." "Madam, actually I think that for a person with such taste as you, our baroque-style sofa will definitely suit you.”

Word 3: Grasp the customer’s psychology, and the guidance effect will be better. Worry about the environmental protection of the sofa, for example: "Auntie, you have children at home, right? I suggest you focus on this sofa, because they are all made of materials that meet European environmental standards, which is very beneficial to the healthy growth of children." < /p>

Word 4: Guide customers to experience it themselves. You can consciously guide customers to see, touch, smell, knock, step on, weigh, lie down, etc.

3. Third Three types of customers: Targeted customers

The third type of customers are customers with strong goals. Shopping guides should be as enthusiastic as possible for such customers and provide warm and thoughtful service introductions. Because the probability of this type of customer becoming a customer is very high, they are usually received by experienced shopping guides or salespeople who have been trained as sofa shopping guides. The third type of customers has the following characteristics:

1. After entering the store, they have a happy expression and will say: "I have heard of this brand" and "I have seen your advertisements".

2. Directly inquire about a certain type of product, pay more attention to details, and have no interest in other products.

3. Take the initiative to ask for product description materials and inquire about product-related information.

4. Pay close attention to and inquire in detail about after-sales service, delivery time, installation, etc.

5. Come with the home decoration designer.

And measure the direction, position, and size of the sofa.

6. Discuss product prices with shopping guides and bargain. Tips for Selling Furniture and Sofas Part 3

1: Prepare your troops with force

The art of war says that you should never fight an unprepared battle. As a terminal salesperson, the truth is the same. Many new terminal sales staff usually have a misunderstanding, thinking that sales means being able to speak well. In fact, it is not the same thing at all.

I like to go to various stores: first, I will investigate the market and be aware of it. Nowadays, customers always like to mislead terminal sales staff, telling them how cheap things are and how much discounts they offer. If you cannot clearly understand these situations, you will be very passive when facing customers. Secondly, you can learn the skills of other terminal sales staff. Only by learning from the strengths of each one can you become invincible!

Second: Pay attention to details

Now There are many books on sales techniques, and they basically talk about terminal sales staff being proactive and enthusiastic in their hospitality. But in reality, many terminal sales staff cannot understand the essence of it, thinking that enthusiasm means smiling all over the face and speaking proactively.

In fact, this is also wrong. Everything must be done in a mode. Excessive enthusiasm will have a negative impact. Enthusiasm cannot be expressed simply through external expressions. The key is to do it with your heart. The so-called sincerity leads to gold and stone! Sneaking into the night with the wind, moisturizing things silently. Real sincerity means thinking about what customers think, using the company's products to meet their needs and benefit them.

Three: Leveraging strengths

Sales is a process of integrating resources. How to rationally utilize various resources can help sales performance. As a terminal salesperson standing on the front line of sales, this is equally important.

We often encounter scammers committing fraud on the street. There is usually a role among them - commonly known as the swindler. His important role is to set off the atmosphere. Of course, we can't do anything illegal, but can we get some inspiration from it? When I was a promoter, I often used a very effective method, which was to play the oboe with my colleagues. Especially for some customers who are very interested in buying, when we are stuck on price or other issues, I often ask the store manager to help. Firstly, it shows that we really value him and the leader has come forward. Secondly, it is easier to negotiate. As long as the leader gives him a little benefit, the customers will usually pay for it. It has been tried and true! Of course, if the leader is not available, anyone can also make a temporary guest appearance. Take the lead. The key is to satisfy the customer's vanity and the bad habit of being greedy for petty gains.

Four: Stop when you see a good outcome

The biggest fear in sales is to be procrastinating and not make decisive decisions when the opportunity arises. According to my experience, at the sales site, the best time for customers to stay is 5-7 minutes! Some terminal sales staff are not good at observing words and emotions. When customers are willing to buy, they cannot seize the opportunity to promote sales and still chatter about introductions. product, resulting in sales failure. Therefore, we must keep in mind the mission of our terminal sales staff, which is to promote sales! Whether you are introducing products or making other efforts, it is ultimately to sell products. Therefore, as soon as you reach the edge of sales, you must immediately adjust your thinking, brake suddenly, and try to conclude a contract. Once a good opportunity is missed, it will be more difficult to arouse the customer's desire again. This is also the most common mistake for new terminal sales staff to make.

Five: Give you a ride

There is a saying in sales that the cost of developing a new customer is 27 times the cost of maintaining an old customer! You must know that the cost brought by old customers There is more business than you think. Help the customer pack his bag carefully and say a sincere farewell. If it is not very busy, you can even send him to the elevator. Sometimes, some trivial actions can make customers extremely moved!