20 ways to close deals in beauty salons

In order to close deals with customers in beauty salons and achieve sales, beauticians should adopt different closing strategies based on different customers, different situations, and different environments in order to take the initiative and close the deal as soon as possible.

When the beautician is trying to close a deal, he should end the negotiation as soon as possible once he seizes the opportunity to close the deal. Because the customers are still hesitant at this time, but it doesn’t matter. As long as you encourage consumption while the customers’ desire to consume is still strong, the beautician’s chance of closing the business is still very high. The 20 transaction techniques that will be introduced next can be used flexibly for different beauty salon customers.

After receiving the customer’s buying signal, the sales staff of the beauty salon directly propose the transaction. Beauticians should try their best to avoid being too hasty when using the direct request method. The key is to get clear buying signals from customers. For example, "Mr. Wang, since you have no other opinions, let's sign the order now." When the beautician makes a request for a transaction, he must remain silent and wait for the customer's reaction. Do not say any more words, because the beautician's One sentence is likely to immediately attract the customer's attention and make the transaction fail.

The sales staff of the beauty salon provide customers with two solutions to the problem. No matter which one the customer chooses, it is the result that the beauty salon wants to achieve. When beauty sales staff use this method, they should try their best to avoid the "want it or not" question, and instead ask the customer to answer the question "do they want A or B". For example: "Do you like white or red?" "Are you signing today or tomorrow?" "Are you paying by card or using cash?" "Are you bringing friends here, or are you here by yourself?" "I'll help you stay. Two seats or one seat? "

Note that the beautician should not propose more than two choices when guiding the customer to complete the transaction, because too many choices will make the customer confused.

The beautician should display all the actual benefits brought by the transaction between the customer and himself in front of the customer, sort the matters that the customer cares about, and then combine the characteristics of the product with the customer's concerns, Summarize the interests that beauty customers are most concerned about, and encourage customers to finally reach an agreement.

For example, the model of "hair accessories customer acquisition" will not only help your store absorb more new customers and stabilize old customers, but also help you promote consumption to the greatest extent. Sister Wang, don't you see? If she has any objections, we will sign the order so that we can bring greater benefits to your store as soon as possible."

Also known as the concession transaction method, it refers to a method in which beauty salon sales staff encourage customers to buy immediately by providing preferential conditions. It is recommended that when beauty salons use these preferential policies, sales staff should pay attention to three points:

(1) Let the customer who comes to the beauty salon feel that she is special, and your discount is only for her. Customers feel that they are very distinguished and extraordinary.

(2) Never give discounts casually, otherwise customers will make further demands until the bottom line is unacceptable to you.

(3) Show that your power is limited and you need to ask for instructions from above: "I'm sorry, Sister Wang, within my processing authority, I can only give you this price." Then the conversation changed, "However, because you are my old customer, I can ask the manager for instructions and give you some additional discounts. But our kind of discounts are difficult to get, so I will try my best." In this way, the customer's expectations will not be too high. Even if she doesn't get a deal, she will feel like you did your best and won't blame you.

Before the beauty salon customer makes a request, the sales staff will determine the good results for the customer, and at the same time recognize and appreciate the customer, so that the customer will do what they say, such as: "Our course is for Used by those who are determined to break through and improve their sales performance. I believe you are not the kind of person who doesn’t like learning and doesn’t seek to improve, right? As a successful beauty salon owner who continues to improve himself, break through himself, and improve his sales performance, I believe you are definitely not the kind of person who doesn’t like learning and doesn’t seek to make progress, right?”

Jijiang? The method is for beauty salons to use the competitiveness and self-esteem of beauty customers to urge them to buy products. A well-known Hong Kong couple went to a large shopping mall to buy jewelry. They were very interested in a jadeite ring worth US$90,000, but were hesitant because of the high price.

At this time, the salesperson who was watching her words came over. She introduced to the two customers that the wife of a president of a Southeast Asian country had seen this ring when she came to the store. She liked it very much and couldn't put it down, but she didn't buy it because the price was too high. After being provoked by the salesperson in public, the Hong Kong couple immediately bought the jade ring because they wanted to show that they were more powerful than the president's wife. For example: "You guys have really good eyesight. I saw this ring when the president's wife of a Southeast Asian country came to the store a few days ago. She liked it very much and couldn't put it down. In the end, she didn't buy it because the price was too high. I can tell you at a glance. If you are of equal strength, this is definitely not a problem. Then I will help you pack it together!”

(Note: When irritating the other person, the salesperson should appear calm and natural to avoid the other person seeing that you are “irritating”. "She.)

Beauty salon customers are reluctant to take risks when purchasing products. Beauty salon customers are generally skeptical of new products that have not been tried by others and do not dare to use them easily. They tend to trust and like products that are recognized by everyone.

For example: A customer has taken a fancy to a microwave oven, but has not decided whether to buy it or not. The salesperson said: "You are really discerning. This is the most popular microwave oven at present. On average, more than 50 units are sold every day. In peak season, you have to make a reservation to buy it in stock." The customer looked at the microwave oven and was still hesitating. The salesperson said: "Our employees in the mall are also using this kind of microwave oven, and they all say it is convenient and affordable." It is easy for customers to make a purchase decision.

Beauticians take advantage of the "fear of not being able to buy" mentality. The more people cannot get or buy something, the more they want to get it and buy it. This is the weakness of human nature. Once salon customers realize they have a rare opportunity to purchase this product, they will take action immediately.

The method of cherishing the loss is to seize the customer's psychology of "gaining things with joy and feeling pain with losses", and exerting a certain amount of pressure on beauty salon customers to urge them to make timely purchase decisions. Generally, you can do this from the following aspects:

(1) Limit the quantity, which is mainly similar to "the purchase quantity is limited, so hurry up if you want to buy".

(2) Limited time, mainly enjoying discounts within a specified time.

(3) Limited service, mainly to enjoy better service within a specified number.

(4) Price limit is mainly for products that are to be increased in price.

?In short, we must carefully consider the consumer target and consumer psychology, and then set up the most effective transaction method to avoid losing money. Of course, this method cannot be abused casually or made out of nothing, otherwise you will eventually lose customers.

The big mistake is to emphasize that it is a big mistake for beauty salon customers not to make a purchase decision. Sometimes even a small mistake can lead to the worst results. Through this kind of pressure that strengthens "bad results", customers are stimulated and forced to close the deal.

If you sell health care products, you can say this: "If you save this investment in health, if you are not in good health and get sick in the future, the money you will spend on treatment will be tens of dollars now." Times, hundreds of times!" This statement is actually the application of the Dharma in daily life. In such an example, the customer is faced with two choices, one offering potential benefits, while the other implies great risk (if she does not make a purchase decision).

Many salon customers tend to procrastinate before making a purchase. They will say: "I'll think about it again." "I'll think about it again." "Let's discuss it." "Let's talk about it in a few days."

When excellent salespeople in beauty salons encounter customer pushback, They will first agree with them: "You should be as careful as you are when buying things, and think carefully first. You are still very interested in this product, otherwise you wouldn't take the time to think about it, right?" They can only agree with your point of view. .

At this time, you press again: "I'm just out of curiosity and want to know what you want to consider, is it the credibility of my company?" The other party will say: "Oh, you The company is good." You asked her, "Is that because of my character?" She said, "Oh, no, how could it be?" Finally, let the other person share her concerns. As long as you can solve the customer's questions, closing the deal will become a natural thing.

Even if many beauty salon customers are interested in buying, they don’t like to sign the order quickly. They always have to pick and choose, and keep going back and forth on product color, size, style, and delivery date.

At this time, the salesperson has to change his strategy. He will not talk about the order for the time being, but instead enthusiastically help the customer choose. Once the customer selects a certain product, you will get the order.

For example, "Which model and color do you want? Can I help you choose?"

Write down both the pros and cons. This is a method of using written comparisons of pros and cons to convince salon customers to make a purchase. The beauty salon salesperson prepared a pen and paper and drew a "T" form on the paper. Write down the positive reasons why you should buy on the left, and write down the negative reasons why you shouldn't buy on the right. Under the design of the sales staff, there must be more positive reasons why you should buy than the reasons why you shouldn't buy. In this way, you can take the opportunity to persuade the customer to make up his mind. Make the decision to buy.

For example: "Sister, do you think this is good? Now I will help you write down the reasons why you should buy and what you should not buy. After making a comparison, you can decide whether to buy it or not. Okay. ”

Buy some and try it out first. When beauty salon customers want to buy your product but can't make up their minds, you can suggest that customers who come to the beauty salon buy less to try. As long as you have confidence in the product, even if the order quantity is small at the beginning, after the other party is satisfied with the trial, they may give you a large order.

For example: "Sister, it's like this, because everyone's skin is different, so that's good. You can buy a small one and try it out first. If it feels good, can we cooperate again? ?”

Some beauty salon customers are naturally indecisive. Although she is interested in the product, she procrastinates and hesitates to make a decision. At this time, you deliberately pack up your things and act like you are leaving. This This act of pretending to say goodbye sometimes prompts the other party to make a decision to buy.

When you have exhausted all your words and tried various methods to no avail, and see that the business cannot be done, you might as well change the topic and stop selling to the beauty salon customer, but ask her about her own sales experience. problem.

"I am very sure that this product can bring you many benefits. Unfortunately, my eloquence is too poor to express what I really mean. It is really a pity. If I could make it clearer, you You will definitely enjoy the benefits. Could you please do me a favor and tell me what I am not doing well so that I can improve?" Then, the customers who came to the beauty salon expressed their dissatisfaction. Your answer: "Did I really not mention this?" You apologize sincerely, continue to explain, reassure the customer, and of course offer to close the deal again. When you apologize, you must be sincere, otherwise if the customer doubts your sincerity, he may immediately issue an order to expel you.

At the end of the salon sales conversation, you want to ask the customer if they have any questions or concerns that have not been clarified. If the customer says there are no other problems, you take out the contract, turn it to the signature side, make a mark where the customer signed it, then push the contract over and say to her: "Then, please approve it here. , we can get started right away."

The word "approval" trumps "signature." At this time, you push the entire sales contract in front of the customer, put your pen next to the mark on the contract, smile, and sit there with your back straight, waiting for the customer's reaction.

When the sale in the beauty salon is about to end, take out the order or contract and start filling in the information. If the customer does not stop it, it means that she has decided to purchase. If the customer says they haven't decided to buy yet, you can say: "It doesn't matter, I just fill out the order first. If you change it tomorrow, I will tear up the order and you will have enough time to think about it."

< p> "Mr. Wang, there is no problem with the delivery date, other conditions are also good, and we have also solved the payment problem. In this case, can you fill in your name on this document?"

You pass by a pet shop and see a cute puppy looking at you with its big dark eyes. Unknowingly, you walk into the pet shop. Smart salesman, gently put the puppy in your hand. You can never let go. This is the pet transaction law.

Many beauty salons are using this kind of transaction method, such as: test drive a car; 30-day free membership; 7-day trial at home; free first issue of magazine; send the copy machine to your office for trial Two days.

In fact, there are many beauty salon customers who consider themselves to be the most important people in the world and always ask for special treatment, such as the lowest price that is exclusive to them.

You can say: "Mr. Wang, you are our big customer, let's do this -" This technique is most suitable for this type of customer.

Everyone loves to listen to stories.

If a customer wants to buy your product but is worried that there is something wrong with your product, you can say to her: "Sir (Miss), I understand how you feel. If it were me, I would be worried about this too. Last year There was a Mr. Wang who was in the same situation as you. She (she) was also worried about this problem. However, she (she) decided to rent our car and drive it for half a year. But within a few weeks, she (she) decided. I found out that this problem was nothing at all-" The beauty salon salesperson must emphasize the satisfaction of the previous customer, as if letting the customer experience it personally.