The office furniture sales industry is the first choice of many friends who have just joined the work, but there are not many sales experts who stick to the end. How to improve sales capabilities and skills has become a common topic for sales personnel and business managers. Here are some for everyone. Office furniture sales skills, hope to help everyone.
There are many elements involved in office furniture sales, such as pre-sales, after-sales, users, managers, etc. For example, when companies buy office furniture, the chief executives are most concerned about furniture costs, durability, reliability and performance Whether to provide convenient maintenance services, etc. But for employees, the comfort of use and the aesthetics of placement may be their first consideration. Therefore, office furniture sales are often a long-lasting and hard process, which requires the office furniture sales staff to have sufficient patience and perseverance, as well as various sales techniques. Let's take a look at the communication skills in the sales process of office furniture.
Office furniture sales skills
According to the characteristics of the furniture in this mall, the sales staff should be proficient in using various techniques. To be familiar with the customer's purchase motivation, to be good at grasping the opportunity to display and introduce products to approach and persuade customers, create a deal opportunity, and even become friends with customers, and promote the formation of potential customers. The sales staff's grasp of the use of sales methods and skills is the key to improving the turnover rate and establishing a good image of the company. Sales skills include the following:
1. Trigger interest
Explain to prospective buyers that the products in this mall can meet their needs and the degree of satisfaction to draw attention. The main way to arouse interest; make frequent adjustments to the goods in the mall and constantly add new goods to make customers feel fresh every time they enter the store; create a novel and tasteful small environment to attract customers; For a long time, choose one of them as the key work object, and explain the questions patiently and meticulously to arouse the interest of other customers in the store.
2. Gain trust
Regarding the company's products and trust can further lead buyers to make purchase decisions. To limit the trust of customers, sales personnel should start with the following aspects:
Provide relevant product knowledge that customers need to know truthfully. When talking about issues, try to stand in the perspective of other people and consider it to be very persuasive. Respect customers, grasp their consumption psychology, and use good service knowledge and professionalism to enable customers to obtain psychological satisfaction as consumers in the shortest time. When communicating with customers, effectively use body language (such as eyes, expressions, etc.) to convey your sincerity. When introducing commodities, gaining customers' trust in our products by attacking other similar products will only be counterproductive, and even make customers feel disgusted.
3. Understand customers
When talking with customers, the sales staff can start to understand the customers' choice intentions in terms of their purchase motivation, house living area, home decoration style, personal color preferences, and general economic conditions, so as to introduce products in a targeted manner.
4. Seize the opportunity
According to the different intentions of customers, different reception methods are adopted. For highly purposeful customers, the reception should be proactive and prompt, use the questions of the other party, and take the opportunity to demonstrate the goods carefully; for the hesitant customers who are "comparing" , The sales staff should patiently explain the characteristics of this product to them, do not rush to achieve success, allow customers to compare and consider before making a decision; for customers who have become commodity buyers, continue to maintain contact with customers, you can focus on introducing the company ’s services And other supporting products, so as not to produce a feeling of being left out.
5. Guide consumption
When the customer already knows their favorite product, but is still considering it, the sales staff can help the customer to choose according to the knowledge of home decoration, tell them what effect this product can achieve, and can also talk about this kind of accidentally. The level of consumer groups of commodities is relatively high, in order to effectively promote the final transaction. The most important point to guide consumption is that the sales staff introduces the product with deep professional knowledge, and provides professional level advice to customers' consumption.
6. Handling opinions
In the sales work, the opinions of customers are often heard. An excellent salesperson should not be disturbed by the different opinions of customers. The salesperson should first try to provide buyers with the products they like, to avoid the appearance of objections or The objections are reduced to a minimum, and the sales staff should listen patiently to the objections that have occurred. If the customer's comments are incorrect, they should be politely explained; otherwise, they should be sincerely grateful.
7. Grasp after-sales
After-sales service is a more important link than sales, and it is an important part of the relationship between the company and the customer to handle the buyer. He can build consumer trust in the company, not only can strengthen the relationship between the merchant and the customer who has purchased the item , Prompting them to become "return customers", while old customers can also affect new customers and develop a wider market.
ZHONGSHAN G-LIGHTS LIGHTING CO., LTD. , https://www.glightsled.com