How to do a good job in bathroom sales

How to do a good job in bathroom sales

Bathroom sales work is very hard. The following are the articles I collected for you about how to do a good job in bathroom sales. I hope I can help you. If you feel good, you can share them with more friends!

How to do a good job in bathroom sales 1 How to do a good job in bathroom sales

Sales people always ask a question: how to get customers to bill? In fact, in sales, there is no secret of 100% invoicing, and no one can guarantee that sales can 100% invoicing. There is only one way to improve the sales turnover rate. Here are some sales methods of bathroom stores that I have summarized:

1, warmly welcome guests and considerate customers.

A warm smile is the best gift for customers to enter the door, which can make them feel relaxed. Then invite customers to sit down and have a rest, and send some juice and candy to further relax customers.

2. Do not actively promote products.

What we provide for our customers is not bathroom products, but decoration schemes. First, prepare 500 bathroom pictures with different styles (you can find them online or take photos on the spot, etc.). ), and then choose 65,438+000 items, and prepare 65,438+000 suggestions or precautions about bathroom decoration. Finally, draw the pictures and opinions into a book (one picture and one suggestion) and put it on the table. When customers sit down, we don't talk about toilets and showers. We only talk to customers about the bathroom decoration design and matters needing attention. Customers will think of the design of their bathroom when they look at the album, and then they will think of the products. When they think of the products, they will think of us. As long as they ask, our success rate will be great.

Step 3 attract customers' attention

We can't waste the 500 photos we found. You can prepare a larger LED display screen or computer display screen and put it in an eye-catching place in front of the store so that passers-by can see it at a glance, and then play 500 decoration pictures circularly. As long as the target customers see it and want to decorate themselves, they will naturally pay attention. If they can stop, the chances of entering the door will be great. By the way, I recommend Lan Xiaoyu's I Tell You Everything, which is a practical book for reading during the day at night.

Step 4 give small gifts

When we deliver the goods, we can leave small items in the toilet, such as toilet cleaning nets and floor mats. Think about it. Do customers feel warm when they open the box and see these common items in the toilet?

Necessary conditions for bathroom sales

storage location

The choice of store location is directly related to the flow of people and the sales performance of stores. The front position in a large store is more conducive to store sales. Every industry has a centralized market and different locations. It is very important to prepare for opening a bathroom franchise store in advance.

Image (door image)

The design of the door head is the first in the terminal design. The first visual impression and feeling of entering the store all start from the door. In reality, many bathroom franchisees do not pay attention to the packaging of the door. Just like the price tag that must be matched when selling bathroom products, it determines consumers' buying behavior and the value of brands and products in consumers' minds. Therefore, the image of the door is the price tag of the whole brand and terminal image, and it is the best advertising space for brand communication.

to promote sales

Promotion is not for promotion, but only to increase the atmosphere and increase the number of customers. Promotion is one of the main factors to increase consumers' desire for consumption, especially in the bathroom industry. Systematic and frequent promotion strategy can bring a lot of sales achievements to the brand, but it is not limited to a certain promotion method or a certain period, and various festivals and customs can be used as opportunities to choose bathroom products for promotion.

advertisement

This is necessary. All advertising resources, such as TV, magazines, newspapers, residential areas, outdoor, etc. Can be integrated and utilized. Small brands concentrate advertising resources and make targeted mainstream advertising forms for terminal communication. Bathroom franchisees can't airdrop advertising resources, otherwise the bamboo basket will draw water with a sieve; Because of its strength, big brands can spread on a large scale.

business

The division system of brand terminal sales of bathroom franchise stores is necessary for business development. It is necessary to establish the proportion expectation and execution level of each service type to standardize the expansion ability of terminal services. Without a standardized business development model, it will cause confusion and it is easy to lose sight of one thing and lose sight of another.

fame

Bathroom is an industry established by word of mouth. A survey shows that a customer can directly or indirectly bring a total of nearly 30 customer resources, which are passed on by the customer to relatives and friends, and then passed on to related parties. This is a chain reaction, and it is one of the most important forms of communication in the bathroom industry for many years.

Personal network

The whole relationship network of bathroom brands is collectively called personal connections, which requires enterprises to establish a complete personal relationship management folder, with emphasis on public relations ability and customer management ability. Every salesman must have his own system to serve the customers in time.

In order to do a good job in the business of bathroom franchise stores, entrepreneurs should seriously and practically analyze the promotion plan. In addition, you must also pay attention to the choice of store location, elaborate decoration and design, and always let customers have a refreshing feeling in order to gain high popularity!

How to sell bathroom 2 well? In the process of investigating specialty stores, we often find a phenomenon: when customers enter the door, our shopping guides can basically go up to meet customers in time and skillfully say "hello, welcome to xx specialty store". If the customer is cheerful or has no defensive communication, it is not difficult. At least, it can be introduced around the product. However, once customers become more alert, introverted or not good at communication, problems will arise, often showing numbness in expression and not knowing how to talk. He will introduce one sentence at a time, followed by customers, and occasionally ask customers about the decoration and basic information at home, but customers are basically at a loss or silent, and the final result is that customers come in and turn around and go out.

Communication is the lubricant between people, but what is communication? Literally speaking, there is no barrier between two people, and they can talk openly. For shopping guides, communication must be proactive and learn to befriend. No matter what kind of customers they face, they should try to pry their mouths open. In addition to using various skills, the most advantageous weapon is to use their enthusiasm to infect customers. In daily life, we see that some people are typical "self-righteous". No matter who they meet, they have endless words. Just like old friends, they can quickly make each other accept themselves. Why do they do this? The most fundamental one is: smile often, take the initiative to talk to eliminate barriers and guide customers to talk.

Therefore, if you want to be a qualified strong shopping guide, you must learn to ditch, otherwise everything will be impossible. What is the essence of sales in building materials industry? Instead of selling things to customers, we help customers choose products that suit them and be their home improvement consultants. Only by doing this can customers trust us and choose our products smoothly. At the end of the market, we often find our shopping guides selling their products to customers in a boastful way, boasting about their products. When customers look at Model A, they will talk about its selling points and advantages. When customers look at model B cars, they will talk about product B. When they look at Model C, they will start to analyze how Model C sells well. In short, they introduce everything they see, which makes customers dizzy. Another situation is that our shopping guide shows the customer around the store, or the customer shows the shopping guide around and explains that he is tired of his taste for two hours, but the customer looks confused. In a philosophical phrase, all good things are bad things. The reason for the above problems is that shopping guides regard themselves as tour guides of tourist attractions, rather than industry experts and consultants. Due to the particularity of the industry, building materials products have not attracted the general attention of consumers. Most of them choose products for decoration after learning some knowledge urgently. Even if we get some specific information from the shopping guides of various brands, it is basically "selling melons"-the credibility is not very high, especially for customers who lack decoration knowledge, it is more important to be a consultant. At this time, the shopping guide needs to remind the customer of some important points, and even help the customer choose one or two products suitable for him to recommend to him.

To reach this level, you must meet the following conditions:

First of all, the shopping guide needs to have a certain understanding of home improvement knowledge and building materials industry, at least the common sense of home improvement must be understood. We should be able to tell customers what progress to make, what problems to pay attention to when decorating, and how to match the colors of our products to suit the overall decoration style of customers. ...

Second, we can only recommend one product or two products after we know some information about our customers. This also involves previous communication. Through communication, we should at least know the customer's real estate address, decoration progress, decoration style, color, personal preferences, family members and so on. Without these facts as the basis, it is impossible to recommend.

Third, we should help customers choose one or two products that are most suitable for them and actively recommend them, so as to gradually narrow the scope of customers' choices. Of course, this choice depends on the actual situation of the customer's home and the preferences at that time. Only by using the knowledge we have, can we recommend customers' eye-catching points, and we can concentrate on choosing and understanding our products.

It is worth noting that the recommended number cannot exceed three. Too many customers still can't make a quick decision. Few customers lack choice. Usually, the alternative method is the most effective. Why don't customers buy your products? The answer of most shopping guides is: our products are too expensive, or customers just come for the first time and have to look around. Is it really expensive? Why do customers always say look around again? The fundamental reason is that these customers simply don't understand the products sold by the shopping guide. In this case, "it's expensive to resume the offer" has become an excuse for customers to leave, and it has also become the reason why shopping guides can't sell goods.

How on earth were they introduced? I found the problem after observing it in the specialty store for a while. For example, the author found the introduction of leather sofa in the shopping guide of furniture store A: our sofa is pure cowhide imported from Italy, with high color fastness, good elasticity and air permeability, high mechanical strength, warm in winter and cool in summer. Let's take a look at how the shopping guide of brand B is introduced: our leather sofa is made of the top skin of three-year-old calf imported from Italy, and it is all green. Only 10 cowhide can be selected from 100 cowhide. You can hold a place with your fingertips and drag it up. Is it flexible and powerful? Some leather sofas are made of buffalo hide or two or three layers of cowhide, and the quality is very different ... It sounds like the A brand shopping guide introduced them well, and they are all related to the company's materials, so the problem of transferring to several sofa shops comes out. It turns out that the shopping guides of every leather sofa shop are introduced in this way, saying that they are leather sofas and the general characteristics of cowhide.

Leather sofa corresponds to fabric sofa. If the customer chooses between the two, the shopping guide can say so, but now the customer is choosing between several brands of leather sofas, or this introduction is completely new, which does not reflect the differentiation of leather sofas between several brands. The introduction of brand B shopping guide is in place. What she said is the difference between her own leather sofa and other brands of leather sofas, and she deliberately emphasized the difference: her own is the first leather of a three-year-old calf, while others may be the cowhide of a four-year-old or five-year-old cow; Yours is cowhide, others may be buffalo hide; Yours is full green leather, others may be semi-green leather or ordinary leather; Yours is more than 100 cowhide, and others may choose fifty or eighty cowhide from more than 100 cowhide; Your own hands feel flexible and powerful, while others' hands may feel loose ... how to introduce the product?

First of all, contrast between your own brand and competitive brands, emphasizing differentiation rather than just introducing industry knowledge.

Second, on the basis of comparison, let customers know how their products are different from those of competitors and what advantages they have over those of competitors.

Third, at the same time of introduction, we should attract customers' attention and enhance their interest and desire to buy. Price is the biggest headache for building materials shopping guide. Every sales failure will be more or less related to the price. The basic situation is that as long as the customer starts asking about the price, it is not far from the end of the sale. In actual sales, customers usually have two ways to ask for prices. The first method is to ask how much this is and how much that is within one minute of entering the door. The second is that the customer knows about it and almost asks about the price again. Shopping guides who are easy to fall into the price corner usually answer immediately after the customer asks about the price, and then the customer naturally says: It's so expensive, please make it cheaper. The price game around this issue will be deadlocked from the beginning, and unless one party makes absolute concessions, the sales will fail. This situation is staged in various brand stores every day.

In order to avoid the price dead angle, there are usually the following methods to solve it:

First, the range price. After the customer asks about the price, the shopping guide can use a wide range to deal with it. For example, our prices range from 100 to 1000, depending on which one you prefer. Let me introduce you here. So we can hide the price.

Second, the expected price. In the face of the above situation, if the customer says, just say how much this is, I have to look at the price first and then at the product. We must quote at this time, but we can't quote directly. On the contrary, we must first give our customers an expectation: this product is our latest product this year. It is x meters long and x meters wide, and is suitable for a large bathroom with an area of X. The price is X. Although we have informed the price now, we first added value to the product, and then gave the customer a vaccination in terms of acceptance.

Third, dodge the price. For example, the price of kitchen cabinets is mainly determined by the size and configuration of the kitchen. How big is your kitchen? This kind of answer can directly transfer the price question to the region and end with the question, so that the customer can answer according to the question.

Fourth, go deep into the price. If the customer asks about the price after knowing the product, the shopping guide can take advantage of the situation to push the sales process to the next stage. For example, the price of cabinets is determined according to the size of your home and your own configuration. Why don't you sit down and I'll make a budget for you? In a word, using the above method may not completely solve the problem of price dead angle, but it can avoid the problem of price dead angle to the greatest extent.

Sales is an industry that cultivates people and needs initiative. If you want to be invincible, you must learn to take the initiative, whether it is active attack or active defense. In short, initiative is better than passivity. A characteristic of the furniture and building materials industry is that every consumer has to turn around twice or even three or five times in the market before finally deciding which brand to buy. At this time, a problem involved is how to make customers who leave the store come back again.

In this environment, most shopping guides choose to wait for him, thinking that if customers like him, he will buy it naturally, and if he doesn't like it or the price is really high, he will definitely lose it. This neglect of sales has also led to the loss of a large number of customers. If we make great efforts or take relevant measures, I believe that more than 10% of our customers will come back again.

How to avoid ignoring it, the author summarizes the following points.

First of all, try to leave the customer's phone number and strengthen tracking. If the customer is still in the selection stage, the shopping guide must call the customer back the next day or the third day after the customer leaves, understand the customer's purchase situation, understand the customer's views on its products, try to dispel the customer's doubts, and then arrange the next interview time. Even if the customer has paid the deposit, it should be tracked regularly to prevent the customer from regretting the return or being taken away by competing products.

Second, strengthen the connection between related product shopping guides and form mutual orders. Customer home improvement is a whole, including floor, tile, wallpaper, bathroom, cupboard, ceiling, etc. Will be selected one by one, almost all products with the same price and brand level will be selected. At this time, word-of-mouth marketing and relationship marketing are very important. Others say three words for themselves, so we must do a good job in the relationship between related product shopping guides. Once interacting with the bill, it is equivalent to one person becoming several people.

Third, customers should pay a return visit from time to time after installation, keep abreast of customers' usage, solve problems immediately, and ask customers to refer them. When customers are satisfied, the success rate of recommendation is quite high. As a qualified terminal shopping guide, it is not only the next step, but the daily progress. Every day, I will find and solve problems and improve my order taking rate. When problems are found, avoided or solved, the order taking rate will naturally increase.

How to sell bathroom 3 well? Guest: No, I'll have a look first.

A false statement

1) Ok, it doesn't matter. Please have a look.

2) Well, take a look first and call me if you need help.

Recommended practice

1) shopping guide: yes, installing a house is a big deal, so we must know more and compare more. It doesn't matter. You can have a look at it first and get to know our brand and products first. Where is your house? Maybe your community also uses our products.

2) shopping guide: it doesn't matter. You should look more when you buy something. It's not easy to make money now, especially for something as important as installing a house. It is absolutely necessary to know more about it. Whether you buy it or not, our service is first-class. However, elder sister, I really want to introduce our latest xx series to you. It sells well. You can have a look first. Please come here.

Customer: I'll discuss it with my family when I get back.

error processing

1) This really suits you. What else can we discuss?

2) It really fits, so don't think about it.

3) (speechless, start packing)

4) Well, you are welcome to come back after the discussion.

Recommended practice

1) shopping guide: yes, I can understand that you want to see more. After all, decoration is a major event at home, so you must discuss it with your family so that you won't regret buying it. Is this good? Please sit down for a while, and I'll introduce more products to you. You can compare more, so that you can consider it more comprehensively.

2) shopping guide: sir, if you are considering this matter, I can understand. But I want to tell you that this product is very suitable for your situation, and it is also very cost-effective to buy now. Look at its style xx, material xx and workmanship xx. Now there are only XX pieces in this product warehouse. It would be a pity if it is not installed in your home. How's this? I'll make a reservation for you temporarily, because this product is very suitable for the decoration style of your home!

Third, invite customers to experience the product.

A false statement

1) You can feel it if you like.

2) This is our new product, and its greatest advantage is xx.

3) This is not bad either. You can have a look.

Recommended practice

1) shopping guide: elder sister, I really admire your vision. This is our new product, which sells well! I think this brick is very suitable for your eyes and your requirements for room layout. Sister, let me promise. Come on, let's show it to you. Come and have a look. ...

2) shopping guide: elder sister, you really have an eye. This kind of brick is our latest model, specially designed for high-end customers! Come on, let me introduce you. This set of products is made of xx materials and technology, which is very suitable for people who have requirements for life taste like you. Of course, just saying yes is not enough. The product is for your own use, and what you think is good is the most important thing. Sister, come on, let's show it to you. You can experience this brick xx (directly guiding customers to experience touch and feeling).

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