Mattress sales skills and vocabulary

Familiarity with product information and understanding the advantages and disadvantages of products are the qualities that every shopping guide must have, and then many shopping guides don't know how to push these advantages out. Let's briefly introduce the skills needed in the process of shopping guide with cases.

Case:

When introducing the mattress, the shopping guide must crouch beside the bed and say: Our mattress fabric is Belgian imported constant temperature cloth, also called lycra fabric. Its characteristics are antistatic, breathable, moisture-absorbing, sweat-absorbing, antibacterial and mite-removing. Please feel it (customers must feel the mattress fabric at this time). At present, many high-grade underwear in shopping malls are made in lycra fabric. YSMS, the contact surface between the mattress and the human body is wavy, in order to fit the human body better. The mattress is divided into two layers, and the weight of the person lying on the mattress can be dispersed in all directions through the first layer of material, thus reducing the local pressure on the human body. When introducing professional knowledge, we must slow down, emphasize our tone of voice at the right time, and sometimes pause appropriately, because we are all talking about professional terms. If we speak quickly, customers can't keep up with their ideas and can't understand them. Even if we do, we won't be too impressed. )

The first mattress contains 3 cm thick natural latex. Latex mattress is a popular product in the world at present. The raw material of latex is a kind of white natural latex juice collected from natural rubber trees in Malaysia. Each rubber tree only produces 30CC of rubber juice every day, which is made into natural latex through special processing. It has the following characteristics, (the following characteristics latex name has 2-3 selling points according to the actual situation, mainly 1, 3, 6).

1 Ultra-high elasticity

The super-high elasticity and fit of natural latex can make latex mattresses adapt to people with different weights, naturally adapt to any posture of sleepers, and the fit with the body can reach 95%, while the fit with the body of ordinary mattresses can only reach 60-75%. Natural latex can also improve backache and insomnia caused by sleep.

2 Orthopedic function

The contact area between latex mattress and human body is 3-5 times that of ordinary mattress, which can evenly disperse the bearing capacity of human body weight, automatically adjust bad sleeping posture to relax and recover the spine, and has orthopedic function.

3 breathable antibacterial

Latex has a special molecular structure, good comfort, air permeability, mildew resistance, dust mite prevention, and inhibition of bacteria and parasites. The open latex porous air bag structure has 250,000 interconnected air holes per cubic inch, so that air can circulate freely in the mattress, which can dispel the hot air and sweat generated by the contact between the skin and the mattress during sleep and keep the body comfortable and dry during sleep. Therefore, sleeping on latex mattresses in summer will be much cooler than ordinary mattresses, and there will be no sultry and irritable phenomenon of sleeping on mattresses.

4 Super quiet

Pure natural latex can absorb the noise and vibration caused by turning over during sleep, so that sleeping partners will not be disturbed during sleep, and can effectively reduce the number of turning over, making you sleep more stable and sweet.

5 Independent and comfortable

Every inch of latex is designed according to the human body structure: the head accounts for 8% of the body weight, the chest accounts for 33% of the body weight, and the buttocks account for 44% of the body weight, which conforms to the ergonomic principle and ensures the reasonable dispersion of the body weight.

6 Electronic Edition-Biology

Latex is made of natural rubber juice, which can effectively prevent the formation of magnetic field and achieve complete insulation and antistatic. 100% natural latex has the characteristics of comfort, naturalness and gentleness, contains no chemical components, and will not produce adverse chemical reactions when contacting with skin. It is high-tech and natural and environmentally friendly, thus ensuring health and comfort, allowing you to experience Eskimo and return to natural sleep.

Shopping guide terminology: Because latex has many functions, a latex mattress with a thickness of 18 cm on the market costs 20,000-30,000 yuan (to shape the value of latex mattress).

Buying a mattress is not as expensive as possible. You can't measure it by price. The most important thing is to experience it yourself and choose the product that suits you. You lie on the mattress and experience it. Let me tell you some key points in choosing a mattress. It doesn't matter whether you buy it or not (we speak from the customer's point of view and choose products for her, not fool her into buying the most expensive products)

(When the husband and wife are alone, let the woman try to lie down first, and it is best to take off her coat when trying to lie down. When introducing the 258 mattress, the customer must lie down and experience it, otherwise the customer can't experience the comfort of the mattress, which is not conducive to showing a perfect introduction process. After lying flat, the customer asked in a guiding way, "Do you think the mattress fits your body?" Because people's backs are relatively flat when lying flat, the mattress will fit the body very well.

But when people sleep, sometimes they lie flat and sometimes they lie on their side, so you can fully feel the support of the mattress to the body. Guide customers to lie on their side, so as to facilitate the introduction of the concept of sleep. When you lie on your side, you must have passion and proper body movements. When people lie on their side, the curves of hips, shoulders and waist fluctuate greatly, which is the best way to test the fit between mattress and body. When it comes to key issues, you can relax and feel the fit between the mattress and your body. We stand up and put our fingers together, and the back of our hand bends upward and slowly inserts into the customer's waist. ) Ask the customer: Do you feel this way? (Customers usually say that you feel it. ) Yes, it proves that this mattress is more suitable for you, because it fits your figure very well, and you will obviously feel uncomfortable when my hand is placed on your waist.

If the mattress is too soft, the whole body will droop when you lie on it, and you won't feel your hands on your waist. Bending the spine for a long time will cause oppression to the internal organs. After a long time, it will cause cervical spondylosis and lumbar disc herniation, which is also bad for the body. This mattress doesn't suit you.

Then we stood up, pressed the mattress with one hand and said, how do you feel now? Is your waist empty (customers will say it is empty or a little empty)? If you want to sleep on a mattress that is too hard, this is the effect. When people lie on it, only the four points of head, back, buttocks and legs bear the body weight, and other parts of the body are not fully and effectively supported. The spine is actually in a state of rigidity and tension. The next day, they will have backache and back pain, and their bodies will not be fully supported. (Use the knowledge of professional sleep consultants to choose mattresses for customers, and customers trust experts)

Especially now, many young people have cervical spondylosis, that is, they often surf the Internet during the day and don't have a good rest at night. Therefore, it is said that "a good mattress is not bad for sleeping, and a bad mattress is not bad for sleeping." Besides, there is a lot of work pressure now, and poor sleep will affect your work status and mood. They only have a good rest at night, and they will have plenty of energy to work the next day. Everything will be fine after a good sleep. Fear marketing magnifies the painful effect of using mattresses that are too soft or too hard, and reminds customers of the serious consequences of using mattresses that are not suitable for them.

Another feature of our mattress is the five-zone design, and the elasticity of each zone is accurately calculated according to the weight of each part of the body. As we all know, a person's body has a natural curve, and the weight of each part varies greatly. If you lie on the same elastic mattress, some parts of your body can't be fully supported, especially your waist and neck, and you can't relax when you sleep. The biggest feature of the five-zone mattress is that it is divided into five zones according to the different spring hardness. Hips are the heaviest, and this area is designed with the greatest elasticity, middle waist and legs, and high elasticity, while the head and feet are the lightest, and hard springs are used, so that all parts of the body can be strongly supported, thus obtaining healthy and comfortable sleep. When talking about each area, compare it with your hands and let customers know how to divide it into five areas.

Its springs are different from ordinary mattresses. Ordinary mattresses are fine steel interlocking springs, and the springs are connected by steel wires. This model uses independent pocket springs, and each spring has a bag outside. The spring is not connected, mainly through the connection between bags. (Speaking of springs, there should also be gestures to describe the difference between ordinary springs and independent pocket springs. The biggest feature of independent spring is that it can reduce noise and vibration, and two people do not affect each other when they sleep and turn over. So you lie still and I'll show you the non-interference effect. (When the customer lies on the other side of the mattress, his legs kneel inward 30cm from the extension of the mattress, facing the customer's waist, and his hands are straight and move up and down. The strength of the legs is small, and the amplitude of the hands is large, so that customers can see our strenuous exercise and feel the effect without interference. Because there is a steel wire sticking out of the mattress, don't press it, otherwise it will affect the non-interference effect. ) What's the difference if I move so hard? (At this time, a customer said no, but said yes or a little. The shopping guide said: Because the fabric and latex of this mattress are integrated, you will feel a little touched. Usually we turn over when we sleep, and you can't feel the movement at all. If you try another mattress, it won't have this function (immediately let the customer lie on the mattress of 359, mainly pressing the edge line, and we will move hard according to the above action, and the customer will.

The shopping guide said: (key) Men and women have different constitutions and different requirements for mattresses. Men fall asleep in bed, but women are different. The older you get, the higher the requirements for sleeping environment and mattress. You see, some women have good complexion and temperament. First of all, the quality of sleep is good. Now we are under great pressure to go to work. If we don't sleep well for a day, the direct impact is dark circles in our eyes. If we don't sleep well for more than ten days, our skin color will be dark yellow. Long-term poor sleep will also affect endocrine, long spots and acne on the face, and women's skin color is not good, which can not be changed by cosmetics of several hundred thousand yuan. Cosmetics can only cure the symptoms, not the root cause. To improve themselves from their sleep habits, women should be better to themselves (fear marketing: expanding the unfavorable factors of poor sleep and increasing the painful effect, beauty marketing: every woman loves beauty, wants to have a good complexion and good temperament, and is always young and beautiful, especially middle-aged women.

People's sleep is divided into three stages: the first stage is light sleep, and they fall asleep when they lie in bed with their eyes closed; the second stage is moderate sleep, and they can wake up at any time when they have fallen asleep; the third stage is deep sleep, and they will never wake up. People of different ages can have a good rest after 3-5 hours of deep sleep, but there are many factors in reality that make people unable to have a good rest (noise, lighting and work pressure in the car). You can't get a deep sleep for 3-5 hours, which is why many people feel particularly tired every day. If you use this mattress of YSMS, you can reduce the number of turns every night and increase the deep sleep 1-2 hours. Sleeping for four hours is equivalent to sleeping for six hours.

It will take us at least ten years to decorate our new home and buy a bed. If you want to choose this mattress, it may be 2-3 thousand yuan more expensive than other mattresses, with an average of less than one yuan a day. You can have a good sleep, so you can look good and sleep well. Do you think it's particularly worthwhile? This mattress fits your bed, otherwise you will regret it.

When a woman wants to buy it, when a man hesitates, the shopping guide can say: Sir, for the sake of your wife's youth and beauty, you must choose this mattress, which is also the embodiment of love. Choosing a mattress is as important as choosing a bed.

We cannot change people's habits, but we can change people's thinking. As long as customers realize the importance of sleep, they will take action. There is no best product, only the most suitable product. Customers don't care what you sell, only what they need. Change yourself, improve yourself, break through yourself and surpass yourself until you succeed.

Extended content: example of furniture sales speech

1. When customers ask the following questions, how do you answer them? (The best answer is attached)

1 Customer: What brand are you?

This is one of the top ten furniture brands in China. You must know how much you love furniture, right

(Ordinary shopping guides will directly answer: I love furniture. )

Customer: Where is it made?

Shopping guide: One of the largest furniture manufacturers in China.

(Ordinary shopping guides will directly answer: Guangdong Province)

Customer: Are your products environmentally friendly?

Introduction: This is an absolutely environmentally friendly product produced by top domestic furniture enterprises. Please check the latest certificate here.

(general shopping guide answer: it is environmentally friendly)

Customer: How about your after-sales service?

Introduction: Our sales are among the best in the country, not only because our products are excellent, but also because we have excellent after-sales service.

(Ordinary shopping guides will answer: Don't worry, there will be no problem with after-sales service. )

Customer: Why is the product so expensive?

Guide: Only the best quality can sell the most expensive price, don't you think? Because it is expensive, it is very cheap, because buying the right set is better than buying the wrong three sets. In fact, like you, I also want to buy the best quality products at the lowest price, but I have never found any company to provide the best quality products and services at the lowest price, just like Mercedes-Benz cars can't sell Santana's price, don't you think? If you spend less money on inferior products, you will eventually spend more money. what do you think?

(Ordinary shopping guides will answer: This price is very cheap. )

Customer: Does this set of furniture suit me?

Guide: People with taste like you, only big brands with first-class quality like us are suitable for you. Now there are many successful people like you all over the country who have chosen the furniture of the master of life. And according to our after-sales survey, 99% of customers are satisfied, so I believe you will be satisfied with this really good brand, right?

(General shopping guide answer: absolutely suitable)

Second, what is furniture?

Answer: It refers to an appliance and equipment for people to sit, lie, support and store things in life, work or social practice. It is not only a simple functional material product, but also a widely popular popular art, which should not only meet some specific purposes, but also be appreciated by people, so that people can have some aesthetic taste in the process of contact and use.

Can you tell me how you understand the following article?

"Shopping guides are divided into three levels: low-level shopping guides talk about the characteristics of products, intermediate shopping guides talk about the advantages of products, and advanced shopping guides talk about the benefits of products."

A: It is not difficult for us to understand the characteristics and advantages of the product, but what are the benefits of the product? For example:

The man who bought the drill. What he wants to buy is a hole.

Bread buyer. What he wants is a comfortable stomach.

A lady who buys cosmetics. What she wants is beauty and hope.

People who buy Mercedes cars. What he wants to buy is identity and status. A feeling of being respected.

What about the people who buy furniture? Clever as you may have guessed, the buyer of furniture actually wants to buy the benefits that furniture brings him, that is, the benefits of products, a lifestyle, a family atmosphere, freedom and relaxation, a comfort and a convenience.

Fourth, the composition of the furniture terminal?

A: The brand of the store director.

5. Please answer the difference between veneer and sticker in panel furniture decoration materials?

A: Wood veneer and stickers are commonly used, but the grades are completely different. Wood veneer furniture is rich in natural texture, beautiful and durable, but the price is relatively high, while sticker furniture is easy to wear, afraid of water and not easy to collide, but the price is low, which belongs to popular products. At present, some furniture varieties that are not worn and close to water sources are mainly stickers, such as shoe cabinets and bookcases.

Wood skin-wood grain and wood ray are clear. There should also be natural flaws. Because the veneer has a certain thickness (about 0.5mm), when making furniture, two adjacent interfaces usually don't turn over, but stick one piece each, so the wood grains of the two interfaces usually shouldn't be connected together.

Stickers-wood grain and wood rays are clearly visible. Even imported high-grade paper can imitate even wood defects, but it is still different from natural wood bark and looks fake. Sticker furniture often has flaws in the corners. In addition, because the thickness of wood grain paper is very small (0.08mm), it will be directly wrapped at the junction of two planes, resulting in the wood grains of the two interfaces being connected together (usually in longitudinal section).

6. What kinds of furniture can be divided into in style?

1, a: modern furniture, European classical furniture, American furniture, Chinese classical furniture, neoclassical series furniture popular in recent two years, etc.

2. What kinds of furniture can be divided from the materials used?

Answer: Solid wood furniture, panel furniture, soft furniture, rattan furniture, bamboo furniture, steel wood furniture and furniture made of other artificial materials (such as glass furniture and marble furniture). )

3. What kinds of furniture can be divided into from functional use?

Answer: Living room furniture, bedroom furniture, study furniture, kitchen furniture (equipment) and auxiliary furniture.

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