What qualities should a professional designer possess?

Any designer wants his design works to be accepted and wants to negotiate with customers.

Get success, strive for all kinds of effective methods and success secrets.

First of all, the designer's own image is very important. A well-educated person has a certain artistic accomplishment.

People, their beautiful and elegant appearance is not for showing off and showing off. It represents the image of the company.

In the actual negotiation and transaction process, designers of the same company use the same skills.

Customer evaluations vary widely, and usually the reason for this evaluation comes from the designer himself. excellent

Designers will leave a good or high evaluation for customers in communication with customers, otherwise, they will lack ability.

Designers will leave many misunderstandings when communicating with customers, which will make customers feel the same way about designers and companies.

Lose confidence. Customers learn about the company by talking to designers, whether they are in the company or not.

Status represents the overall image of the company.

Secondly, all designers should learn to recommend themselves, and most designers will learn from the company in the negotiation.

About the situation, but one thing must be carefully remembered: you must promote yourself while introducing the company.

In actual negotiations, customers are most concerned about price, project quality and after-sales service, so we need to get customers.

Learn more about our designers' own abilities and the company's operation policy.

In today's increasingly fierce market competition, companies are working hard from all aspects, then

How to let customers choose your company with the same price, quality and after-sales?

As their designer, you should start from our personal advantages and the overall advantages of the company and learn how to.

Self-promotion, how to add additional factors to produce better results. What customers need is

Excellent designers with strong ability, strong sense of responsibility and high quality can meet their requirements.

In daily work, we should avoid disheveled clothes and listlessness, and avoid bling and heavy makeup.

Heavy, the first impression brought to customers is not good, and the designer's own temperament and image are lost. ask

Actively create a good conversation atmosphere for yourself. Male designers had better wear suits and shirts, necklines and cuffs.

It must be clean and flat, and the tie should be neutral, not too flowery or too black.

Female designers should not dress up too gaudy, don't wear heavy makeup, and don't wear too much jewelry.

Elegant and generous professional femininity.

Language use is very important. In the conversation with customers, it is very important to use warm and confident language.

You need to treat every customer with full spirit.

The cadence of expression will increase the persuasiveness of your expression, so it is necessary to talk to customers.

Speak loudly, avoid phrases, avoid speaking too slowly, and avoid slurring. There is an old saying in China.

Many people don't blame. "A designer's image should not only pay attention to clothes and colors, but also pay attention to his own.

Self-cultivation and polite behavior will contribute to your success.

In the conversation, let customers fully express their ideas and be good at listening to their conversations, which will help you learn more.

More information and real ideas will also help to build mutual trust with customers; You should relax during the conversation.

For example, the state of mind expressed. Being too nervous will reduce the weight of constructive suggestions and weaken them at the same time.

Your persuasion.

Second, character and character.

1, positive attitude towards life

Designers should have a positive attitude towards life than anyone else and face achievements, setbacks and failures calmly. set back

It is difficult for depressed people to succeed. They regard failure as valuable experience and actively summarize it. The more frustrated, the braver.

The quality of goal challenge is what an excellent designer should have.

Step 2 be patient

Repeated visits to some potential customers are also one of the means to achieve the goal. We can do it at

Every time I visit, I constantly get the real needs of customers, and then I will visit them with targeted reception, which will definitely decrease.

Reduce the rejection of the other party and accept it patiently for three or four times. Maybe the client has already planned to cooperate with you.

Therefore, in order to avoid failure, it is very important to cultivate endurance.

3. Intelligence

For a designer, intelligence is very important, which enables us to respond quickly to customers' problems.

The basis of reflection is also the basis for us to adopt clever and appropriate coping methods.

4. Steady attitude

An excellent designer is not only a debater, but also a person who can explore the needs of customers from the heart.

, and respond appropriately to the owner.

In talking with customers, we hope that the other party will understand our point of view and tell customers that we know him.

Demand, and can be met. We don't want customers to agree with us, and finally don't agree with us.

Work. Therefore, a stable attitude is necessary, and we advocate not blindly obeying customers without principles and.

Being true to customers is a way of doing things based on understanding and respecting customers and taking care of the overall situation. basis

The foundation is respect, truth, not hypocrisy.

5. Reliability

In the market situation of oversupply, designers often face the ambiguous situation of customers wandering around. Duike

For users, if they want to accept a new company or its market popularity, they need designers.

Can cooperate in all aspects and give full play to their expertise. The most important thing is to make customers willing to accept that a designer is

Trust in him requires designers to take actions to make customers trust, and both sides are not only temporary.

When trading relationships. Only in this way will customers be willing to advertise for you and bring more customers back.

Step 6 be considerate

An eloquent person is not necessarily a good designer, because such people often indulge in their own arguments.

Talent and thinking, while ignoring the real needs of customers, excellent designers will continue to explore customer needs.

Seek, with delicate sensibility and compassion, judge the real needs of customers and meet the final transaction.

Step 7 imagine

A good designer should also be able to describe the company's prospects, and imaginative statements can not only eliminate

In addition to the rejection of residents, it can also bring satisfaction and self-confidence, enhance persuasiveness and promote transactions.

Success.

Third, the basic body language that a designer should have.

Look directly at each other and rest on their eyebrows. One cubit from the other side, hand from

However, droop or take information, sit upright and smoothly in the chair, fold your legs and put your upper body forward slightly.

Fourth, the shortcomings that designers should overcome

A successful transaction is actually the result of a series of negotiation skills, experience and policy support. It's one.

A systematic project. Any problem in this project will affect other aspects from

And lead to failure or incomplete success, so designers must avoid any mistakes.

1, to be honest

Some designers are used to written and rational exposition. Will make customers feel that their suggestions are not operational.

Strong, the efforts to achieve the goal are too difficult. So cooperation or suggestions are often rejected.

2, the tone is outrageous

This will destroy the relaxed communication atmosphere, enhance customers' disgust, and make reasonable suggestions impossible to implement.

Discuss it.

3, like to refute at any time

If the designer keeps interrupting the customer's conversation and refuting every objection, he will lose himself.

There is a chance to find real objections in a short time, and when this rebuttal is not accompanied by suggestions,

Refutation is only a temporary pleasure, which easily leads to customers' anger and interrupts the conversation, which is right or wrong for both parties.

I am always sorry.

4. The conversation has no focus

If the focus of your conversation is not practical, and the customer can't perceive or find it difficult to perceive your request, then there is no way to talk.

. Therefore, making statements around the key points in the conversation can help you succeed.

5, insincere compliment

We should be honest with our customers and sincerely agree with their correct judgment on the market.

Flashy compliments on the signing will reduce the credibility of designers and companies and will be accepted in the future.

Take the consequences.

Verb (the abbreviation of verb) explores the customer groups and consumer psychology we face.

(A), market segmentation, customer base selection

The needs of consumers are diverse, and it is impossible to eliminate them all with a specific design scheme or price.

Can meet the needs of users. This requires grading customers according to the results of market research.

Class standards, customers are divided into several categories, discovery and mastery.

(B), customer types and consumer psychology

1, customer type

First, analytical and rational consumers

This kind of customer is usually more rational when choosing a company, and will weigh from many aspects and integrate various factors.

Consulting many companies in the past, comprehensively considering the price, quality, service and their own affordability, and then

Before deciding whether to make peace with you.

B. Independent and controlled consumers

This kind of person's way of thinking, behavior habits, preferences, etc. Are relatively fixed, very independent, and usually affect the outside world.

If you were interested in your company, you wouldn't run away.

C, phenotype. Impulsive consumer

Such people usually like novelty and high-end things and spend a lot of money to show their status.

E. Friendly and hesitant consumers

Such people have no opinions, sometimes they don't even know their own needs, and they are hesitant to act.

Fixed, capricious

2. Consumption level

A, for analytical and rational consumers.

Usually, most working class people want not only good quality and service, but also low prices. We just ...

It is necessary to highlight the advantages of the company and help them analyze their own situation, analyze the advantages of the company and eliminate them.

Care.

B, for self-controlled consumers.

These people's preferences are relatively fixed, and they usually have unique needs or higher aesthetic requirements for design, or

There are special requirements for engineering quality. When negotiating, we need to skillfully combine their demands. These people are usually somewhere.

On the one hand, it is highly professional, such as art and architecture.

C, for phenotypic and impulsive consumers.

General requirements are more casual, less questions, do not want to show ignorance of home improvement, you can praise.

Zhang. Stimulation and other ways highlight the uniqueness of our company, stimulate its desire to pursue novelty and high-grade, and guide it.

Consumption completes the transaction.

For friendly and hesitant consumers

You can publicize the company's characteristics at the same time, understand the needs they don't understand, and compare them horizontally through the company.

Think of what he can't think of, let him see the value and benefits of cooperating with our company, and be him.

Assistant.

III) Factors affecting cooperation with customers

1, price, quality, service, enterprise consciousness.

2. Consumer psychology: preference and income.

3. Social factors: family members, close friends, colleagues and neighbors.

(4) Matters needing attention in the whole transaction process and various environments.

1, the process of completing a transaction.

Visit customers, prepare before negotiation, handle objections during negotiation, and complete post-transaction services.

2. Telephone answering skills (consultation or feedback)

Polite language, tone, intonation, speaking speed, listening carefully, giving affirmative and inaccurate answers to confirmed questions.

Be flexible when answering some questions.

3. First contact consultation and communication

First, the designer should have negotiation knowledge.

First of all, we must understand our company and relevant departments. Secondly, the characteristics and development of our own company.

Objective, process flow and its benefits to customers, master the professional knowledge of decoration industry and peers

Grasping the company's operation and defining our company's position in the same industry, the whole market is fair to us.

What is the acceptance of our company, who is our main rival, and what are the advantages and disadvantages of both sides?

B. Investigation of counterparties

Learn as much as possible about the natural situation of customers, such as name, age, marriage, occupation, hobbies, background, etc.

Scene. Economic situation. Family situation. And understand the preferences and behavior habits of family members.

C, try to imagine all kinds of problems that may be encountered in the negotiation process, find out the contingency methods and choose them.

A few are better, so as to be prepared.

D, if possible, try to agree on the time and place of meeting with the customer first, so as not to waste time.

Pay attention to your appearance, tidy your hair and dress appropriately before the meeting.

Six, face-to-face negotiations

1, overcoming communication barriers and effective communication skills

Make detailed and comprehensive preparations before the negotiation, improvise, start with appropriate topics, and get to know customers objectively.

The needs of households, to avoid self-assertion of subjective judgment. Choose enough trading reasons and emphasize that choosing our company is a matter.

Worthy, avoid aimless introduction; Strive for customer recognition and avoid "losing customers"; Honest and reliable,

Avoid exaggerated false information; Show interest and enthusiasm and avoid indifference; Offer

Problems, take the initiative to attack, provide a variety of options, and avoid unscrupulous means.

2. Negotiation skills

Know yourself (company and your own analysis and understanding), know each other (customer's behavior analysis motivation) and find out both sides'.

Relationship (need and hidden matters, build a win-win situation).

3. Eight preparatory processes before negotiation

A. preparation before negotiation.

B, set big goals and prepare contingency methods.

C. Ask enlightening questions to get a deeper understanding of the truth.

D, grasp the initiative, turn customers' problems into their own problems, and turn their objections into positive interests.

.

E. introduce the benefits.

F. handle objections.

G, establish an elastic space.

H, achieve the goal.

Seven. Grasp the negotiation scene

The opening remarks depend on the situation, avoid copying mechanically, take pains to ask customers, publicize moderately, and don't

Exaggerate, pay attention to the other person's expression, language, body language and other signals. Understand the psychology of customers, yes.

The established principle, the answer should be firm and affirmative. In the process of negotiation, add some personal feelings in due course.

Topic, be good at creating opportunities for yourself, grasping opportunities, completing transactions, and controlling advance and retreat,

Leave room for the next conversation.

Eight, how to deal with objections

Objection is that customers object to the design scheme or the company's system and price for some reason. but

This is not to say that customers will not cooperate with us, but that there are still some concerns, ideas and things that have not been done.

Satisfied. There are two main ways to handle objections:

1, reducing the probability of objection.

Understand the customer's needs objectively in the negotiation process, provide a variety of choices, and emphasize value for money.

Strive for the recognition of customers with their honesty, reliability and enthusiasm, and avoid the occurrence of objections.

.

2. Effectively handle objections.

(1), attitude towards handling objections

Relax, don't get excited, be sincere, pay attention to listening, repeat questions, answer carefully, and don't digress.

Be kind, respect customers and be flexible.

(2), the first way to deal with objections

When the customer raises an objection, find out what the other party is not satisfied with, put forward the correct point of view, and make it public actively.

The advantages of the company to make up for the shortcomings, the specific methods are:

First, the question method

You can directly ask why you disagree with customers.

B, right ... but

Accept the opposition of the other party and then turn it into a counterattack.

C, example method

Illustrate the customer's objection with examples, and relieve the customer's worries.

D, turn a deaf ear method

Don't take the other person's words completely seriously, but change the subject.

E, data transmission method

Attract customers' attention to information and other sales tools.

F, negative method

Deny what the customer said.

Echo method

Like an echo, I will repeat it in square characters.

(3) Method of Handling Objections 2

A. quotation

Emphasize that the quotation is different from other companies, and it is really worth the money, which is exactly what the other party needs.

Competitor of quotation

Emphasize the accuracy of your quotation, which is incomparable to other companies.

C. Satisfied quality and after-sales service

Emphasize the company's commitment and bring new feelings and benefits to customers.

D, receive preferential treatment

Tell our customers about our company's preferential policies.

E, your company has never heard of it.

Tell customers the scale of our company's influence and emphasize the company's popularity, but customers just don't notice it.

Stick to your point of view.

Designers should show modesty, praise each other's views and achievements, and then elaborate step by step.

Your own opinion, in order to achieve the purpose of successful negotiation.

G, don't give a definite answer

Designers can directly ask questions related to the introduction until they are answered, or they can ask customers questions related to the introduction.

Questions that have nothing to do with the transaction but customers are willing to answer, when customers are interested, they can take the opportunity to return to the transaction questions.

Come on up.

H, maybe next time

Designers can ask customers to reconsider, make an appointment to talk again, or ask each other frankly, where is the failure?

Are you online? What can't satisfy customers? Sometimes you will get unexpected success.

I've decided not to cooperate.

In a very regretful tone, I hope the other party can reconsider and emphasize the benefits that our company brings to customers.

Benefits, we will cooperate again at the right time in the future.

J, tap new customers

If customers don't want to cooperate with their own companies, they can also find new customers and introduce them from other places.

The channel of households is also the secret of your success.

Nine, complete the transaction

Grasp the signal of successful negotiation. All negotiations are aimed at reaching a deal, and designers should pay attention to customers.

Grasp the response signal of residents and close the transaction in time.

1. After the designer explains the details and quotation of the scheme in detail, if you see the customer, you will suddenly

When the eyes are focused and show serious expression or silence, the designer should ask about the transaction in time.

2. After listening to the introduction, the smiling customer suddenly becomes nervous or changes from a nervous expression to a smile.

Yes, indicating that the customer is ready to complete the transaction.

After listening to the introduction, customers will look at each other and exchange views through eye contact. Show him.

When people seek advice, they should seize the opportunity to make a deal.

4. At the end of the introduction, the customer leans forward on the back of the chair, gently spits out a sigh and looks.

When staring at the documents on the desk, the designer should deal with them in time.

5. During the introduction, you found that the customer showed neurotic behaviors, such as scratching his hair and licking his lips.

When the face is reddish and fidgety, it shows that the customer's inner struggle is fierce, and the designer should put

If the customer's worries are made clear, then the transaction is not far away.

6. When the customer leans back in the chair, looks around and suddenly looks straight at you, indicating that he has been hesitating.

It was definitely ordered by people.

7. When the designer asks detailed questions and reads the materials during the introduction, the customer starts to calculate the cost.

It is not far from the success of the transaction.

8, when the designer in the introduction process, the customer has a child-like excited reaction or nodded frequently.

The customer has decided to complete the transaction.

9. If the customer in front is eloquent and starts to ask some related questions and actively discuss them, then say

The customer is proud of this transaction.

10. If a customer who listens attentively to a few words asks about the payment, it means that this customer has the intention to make a deal.

Yes

1 1. If the customer hangs his eyes and looks puzzled, the designer should introduce and demonstrate more details.

We will reach an agreement.

12. After the introduction of the designer, the customer unexpectedly pulled a chair over. Or drink the water you prepared for him.

This also shows that the customer is ready to close the deal.

13. When the customer wants to establish the price and payment method from the language, he asks about the company's services and other companies.

When comparing and seriously talking about the topic of money, I said' temporarily impossible', but I still asked the main points and so on

When, you can make a deal with the customer.

X. words and deeds that hinder transactions

1, panic

When the transaction is coming, the designer's forehead is slightly sweaty and trembling, and the neurotic action will make the customer feel heavy.

If customers lose confidence, new problems and worries will emerge. Then you will lose customers' trust and orders.

2. It's no use talking more

Now that the transaction is ready, it shows that the customer's objection has basically been satisfactorily explained. We should be careful at this critical moment.

Pay attention to words and deeds, and remember that silence is golden, so as not to complicate customers and raise new differences because of arbitrary opening.

The discussion led to the failure of the transaction.

Step 3 control your excitement

It is very important to keep a straight face when closing a transaction. At this time, a smile will make customers feel uncomfortable.

Good feeling.

4. Don't make negative statements

At the moment when the transaction is completed, we should convey positive news to our customers so that they can sign the contract with confidence.

5. The sooner the better.

Don't talk to customers for a long time after the transaction to avoid falling asleep.

XI。 Closing method

1, direct operation completed

Determine the details and arrange the payment method.

2. End of the programme

Ask the customer to choose one from various schemes.

Step 3 reward the ending

Provide additional benefits to make the other party take immediate action.

Twelve, after-sales service

The transaction was successful, but the post-service designer should carry it through to the end.

Thirteen. abstract

Transaction negotiation is a systematic project, and designers should sum up the reasons and experiences of success, which may be the case.

Only accidental or isolated success, after each transaction is completed, the designer should make the following summary:

1. During the negotiation, do I know clearly what the customer needs and what he doesn't need?

2. During the negotiation process, do I try to let customers know about myself and the company?

3. Did I get information from my competitors during the negotiation?

4. In this process, do I pay too much attention to my personal relationship with customers?

5. If the talks are unsuccessful, what are the reasons and crux of the failure? In a word, I think a good designer should have not only professional technical level but also negotiation skills. In the negotiation, he should not follow the way of asking and answering questions, so as to become an excellent designer. Personally, I think: firstly, your "Excellence" has been recognized by people you know and don't know, and secondly, at least one of your design concepts and some works you think are satisfactory must have been praised or won prizes. Then there are those statements that others have answered. In fact, whether a designer is excellent or not depends on whether he is unique and recognized by customers. Other so-called qualities, interpersonal skills and knowledge are all empty. As long as you can design works that catch others' eyes, you are excellent.