From Entering The Store To Making A Deal, You Just Need To Do These 8 Steps.

There are some key links in the purchase process of customers. In different links, customers' psychology and expectations are different. These psychological activities will be manifested through changes in some industries.

The eight paragraph of sales is guided by the psychology of customers at different times.

Sales Section

When customers enter the store and begin to notice the merchandise sold on the store, it marks the first stage of sales. This is the first step in the success of sales.

Customer psychology: "blind browsing" refers to the fact that customers come into the shop knowing and browsing at will. At this time, there is no "demand" and the desire for goods is very low.

Sales focus: "pay attention" is to break the balance of "no demand" and find a breakthrough.

The best selling method at this time is "one word sale", that is, to summarize the highlight of every commodity in one sentence, and to arouse his interest by attracting the attention of customers.

With the eyes of customers, explain in time.

Sales two paragraph

Customer psychology: "curiosity", open mind, indicating curiosity about goods, willing to let sales personnel to introduce.

Behavioral characteristics: stop, watch, stretch your hand to touch the merchandise, ask simple questions.

At that time, customers were impressed by the store and sales staff. Customers began to stop in front of a certain commodity, and even touched them with their hands and asked some simple questions:

For example, "what is this material?" "are these people selling?" sometimes they also ask, "how much is this?" what we should pay attention to is that the enquiry at this time is not serious and rational, but it is only a signal of interest to commodities.

At this point, if the salesperson hastily quoted the price, the other party will say "too expensive" in the 99% case, because the customers' cognition of the value of the goods is relatively low, maybe less than 50%. At this point, it is obviously at a disadvantage to talk about the price salesperson.

If sales personnel fail to communicate effectively, they will probably fall into the mire of price negotiations too early, and this will have a negative impact on the results.

Sales focus: "brief introduction", on the basis of the sale of a sentence just now, we further use the succinct language to say several selling points of this commodity, and strengthen the strength and credibility of the sale of a sentence with the support point of view.

At the same time, the most important thing in this stage is to stimulate customers' interest through commodity perception. They can invite customers to participate in the demonstration process, namely "experiential sales", ask customers to touch them, take a closer look, put them on the hand and compare them with each other to fully experience the use of commodities.

Only when customers fully perceive the goods, can they further generate the desire to buy.

Customers will never buy goods that they do not yet know very well. The use of large durable goods is generally relatively complex, and if they are only listening to salesmen, the perception level is only 10%. Touch, demonstration and trial can make the perception of goods reach 90%.

Sales three paragraph

Customer psychology: "generate interest", have a sense of goodwill toward commodities, and begin to unconsciously imagine: "if I also have..."

Behavioral characteristics: "ask" follow salespeople, show interest in listening, sit down and chat, read picture books, talk more, and ask questions related to merchandise.

At this stage, customers sometimes reveal a lot of their personal information, such as occupation, family, hobbies and so on. The more active customers talk about such topics, the better the salesperson's goodwill and trust, the greater the positive influence of sales communication.

Therefore, if salesperson politely shows interest in listening and encourages eyes, the conversation will be more intense.

These seemingly unrelated dialogues have great influence on the success of sales, which is the halo effect of psychological research, that is, to spread the advantages of one person to other aspects.

Because of "negotiation", they spread to the "recommendation" of salesmen, believing that they have the same taste, and then believe in the proposal and design of salesmen. This is the reason why customers like to buy the salesmen who talk about the industry.

Sales focus: "auxiliary Association", that is, using all available sales props to help customers associate.

For example, if customers want to be interested in costumes and costumes, they will show customers some pictures of interest costumes. After you wear them, they must be very attractive and attractive. Customers will naturally imagine what this dress is wearing on themselves.

Sales four paragraph

Customer psychology: "expressing likes", showing the likes of commodities, but without purchasing power, namely, "heartbeat but not action".

Behavioral characteristics: the asking price of "serious price" at this time indicates that customers measure their needs through price.

Sales focus: "enhance desire", emphasize the brand and quality of goods, and explain the price wisely, for example:

1, "enhance the value of the" price interpretation method, that is, more in-depth and more professional description of the selection of goods, design, workmanship is the best, the best, the best, indicating value for money.

2, the "deepening demand" price interpretation method, that is, the price of this product is higher, but it can solve the very important problems of customers and meet the very urgent needs.

Sales five paragraph

Customer psychology: "desire to buy", at this time, customers through the understanding of the past, the goods have already had the desire to buy.

Behavior characteristics: "the consultation desk sits, talks about the price and the need", the customer takes the initiative to sit at the consultation desk, makes the comprehensive appraisal to the commodity price and own demand.

Sales emphasis: emphasize the brand of goods, emphasize the evaluation and recommendation of professionals.

For example, if you invite all kinds of merchandise in the shop, if you can't make an order when you sell five customers' head fever, but enter the six paragraph of sales, then the progress of sales is slowing down instead of speeding up. The difficulty is increased rather than reduced. More often, it means that the customer is not simple, but a complex rational consumer.

However, as long as the customer is still in the circle of purchase, hope is still there through the efforts of salesmen.

At this time, the appropriate use of "white skills" can also achieve unexpected results.

1, "implied epilogue": that is, to make some actions that will only affect the customers who pay the bill, and imperceptibly affect the prospective customers.

"First, help you make the two plan, so that you have more choices, and it doesn't matter if you don't choose one."

This gentle and courteous speech does not know how many customers have moved, which has contributed to the success of sales.

2, "ultimatum epilogue": create a sense of crisis, that is, without immediate decision, it is possible to lose the commodities that have been selected.

For example, "our store has only two goods in the warehouse."

It can also deliberately create "crisis", for example, knowing that a certain product is in stock, but when the customer is about to calm down, he will call his colleagues to go to the warehouse to check the stock of this product, and then cheerfully tell the customer: "OK, there are goods!"

Sales six paragraph

Customer psychology: "produce hesitation", repeat the choice, take an uncertain proposition.

Behavioral characteristics: "bargaining and counter-offer" requires members to give members price or gifts, and to pick out a lot of "defects" and "problems", complain about inconvenient use, and refuse to say that they are not in urgent need, and achieve the purpose of bargaining and counter-offer by reducing the evaluation of commodities.

Sales focus: "dispel concerns" list the recent purchases of people who are close to his / her identity and role.

Sales seven paragraph

Customer psychology: "purchase decision", when purchase decisions have been made.

Behavior characteristics: "care about after sale service", ask some questions about product usage, life cycle, return, warranty.

Sales focus: "herd effect", at this point is only a major decision made after the release of a psychological pressure, customers just want someone to tell him that he has made a correct decision, when the salesperson can tell him that this product has many customers have bought, and the evaluation of this product is good, there is no problem.

There is no need for a positive response. We only need to make a sincere commitment to ensure the after-sale service to appease the anxiety of customers after paying the bill.

Sales eight paragraph

Customer psychology: "satisfaction, dissatisfaction", at this time customers will make a re evaluation of goods and services, feel satisfied, mood will rise, feel bad, mood will be low.

Behavioral characteristics: smile when you are satisfied, and ask other questions with the salesperson. For example, "how do you sell your business, do you sell more people, sell more men or sell more women"?

Sales focus: the sales work at this stage is what we often call the "human connections" business. If we do well, the pulse will spread in all directions, not well done, and the main pulse will be pmitted to the entire interpersonal network.

People will tell happy or unhappy experiences to more than 10 friends. Positive influences will bring new customers to repeat customers and new customers. The communication of new customers brought by word-of-mouth is very easy. Sometimes, it will be concluded without selling five paragraphs. Many salesmen have a deep understanding. "Customers say it is more useful than 100 sentences."

So this stage is very critical. Experienced salesmen will give their contact numbers to customers, ask the other party to ask questions at any time, and ask customers to leave telephone numbers, visit them regularly, solve problems that can happen in time, send a picture album, and send visitors away.

The eight paragraph of sales is mainly aimed at the whole process of customer purchase and shopping guide. Sometimes, it may skip a few paragraphs and sometimes return to the stage that has already been done. It is more desirable to make a paction before customers enter the "hesitation period", such as paying the bill first.

However, even in the five section of the sale, it is necessary to build "word-of-mouth" work, because this is the best selling state of the customer service customer.