Sales discourse is a model information that sales personnel communicate with customers, depending on the sales industry category. The following is the furniture telephone marketing template I compiled. Let's take a look. First of all, the consumer psychology that the furniture shopping guide must understand: "Customers to buy furniture are not a happy thing, he is very painful. Why? because of so many brands of furniture , So dazzling. If it wasn't for the decoration or movement of furniture at home, I think no one wants to visit the furniture city. So the shopping guide must have such a mentality first, I will help customers solve the pain. The realm is "serving the people". Secondly, if you do furniture sales, furniture sales skills and words will be used! This learning! The legal 1. Quickly establish trust: ① sincere attitude and listening with heart. ② Stand Sitting on the left side of the customer, let the customer see it. ③ Eye stare at the tip of the opponent's nose and forehead, without interruption, no interruption. ④ Do not make a sound (nodded, smile), re -confirm the ⑤ do not understand the question, do not answer ⑥ stop pause for 3 to 5 seconds, and then start talking. Plashing customers, strengthen trust classic sentences: You really have vision/not simple/generous/generous/charming/bold You; . The method of asking questions ① What brand of furniture is now using now? What style? How long did you buy? Are you satisfied with that set of furniture? ② Did you understand the furniture before buying that furniture? What are the deficiencies used now and need to strengthen changes? The top words of question: ① What do you call? Where do you buy your house? ② Are you a new home or a supplementary furniture, or someone at home gets married? ③ Have you seen it in other stores? Hard work on the road, drinking a cup of tea. ④ Is there a drawing with drawings? Let me take a look. ⑤ Whether the graphic of the approximate graphics can be seen, I can help you see the size, how to place it. ⑥ Do you look at the sofa or the bed? ⑦ Do you use it yourself or for others at home? The steps to ask questions: ① Ask some simple and easy answers; ask the question of yes; ask the question of the second choice; try to say as little as possible. ② Think of the answer in advance. The most comprehensive furniture sales skills and words . Customer objection usually shows: ① price (customer always wants to buy the best product at the lowest price) ② Furniture of furniture ③ service (pre -sale, medium, back, on -site measurement, swinging field), guarantee and guarantee. Please remember: never solve all problems, only the proportion of continuous increase in transactions. . Do a top sales 1. How to answer objections: (Affirmation of Agreement) The first recognition, then asking, identification is not agreed. Keep nodding and smiling at the moment. The hot words should be used when dealing with objections. Do not use "cold words" hot words: I know (understand) ┈┈ ┈┈ ┈┈ ┈┈ ┈┈ ┈┈ ┈┈ ┈┈ ┈┈ ┈┈ I agreed (identity) ┈┈ ┈┈ Cold words: but, that is, but. The interrogation skills exercise: how much does this set of furniture cost? The question: How much money is not the most important. The most important thing is that you like it or not, is it suitable? What do you say? Is there a dark color? The question: Do you like dark colors? How fast can you get to the goods? Is ask: When do you want us to be the most appropriate? The method of answering the price cannot be acceptable: ① How much is it? It is not the most important thing. Do you like this set of furniture? If this furniture is not suitable for you, will you buy it cheaper? Have you heard of the green channel? So let's take a look at this suitable price if it is suitable for you. Is the size appropriate? Can't let go, do you need anything other than this? Let me write it down first, and calculate it together. I will give you the most satisfactory price. (Moving focus) ② too expensive a. Too expensive is a mantra. (You can pretend not to hear, it is the best way) b. Instead of question: What kind of price do you think is not expensive. c. Do you know what is the difference between cheap furniture and expensive furniture? d. The value of shaping is not easy from the production process, indicating that the product itself is expensive e. R n 2. Affirmation skills: ① What you say is very reasonable, I understand your mood. ② I know what you mean, thank you for your suggestion ③ I agree with your point of view. Your question is very good. The method of recognition of recognition can not only be applied to the customer's claims in the on -site sales, but also applies in the process of processing customer after -sales service and complaints. 3. The language signal of the transaction: a. When concentrated on a product, and ask if there are supporting products or gifts. b. Starting care of after -sales work, I always ask repeatedly to deliver the goods. Whether the original packaging, the after -sales service can be timely, there are problems with replacement, etc. In addition, there are some questioning signals: a. How about this kind of furniture sales? What is the minimum discount? b. How will you perform after -sales service? Is there any promotion now? Is there a gift? C. Is there any more detailed information? When can the order be delivered? d. I want to ask the opinions of my family? The behavior signal of transactions: a. When the customer's eyes are bright, seeing a certain product suddenly brighten the eyes and expose the joy. b. When suddenly stop asking questions, the customer looked at the goods, and asked about it. When the interruption was slightly thoughtful, he was considering whether to buy it. C. When comparing several products, customers compare a certain product to other products, or compare them with the same product. d. Take a closer look at the manual, carefully read the product description or publicity data, and ask questions. E. When customers pay great attention to the speculators, the customer's eyes are very sharp. They do not let go of the tone and content of a small movement, eyes, and conversation, for fear of being fooled. The method and technique of transactions: a. Bold transactions (anyway will not die) b. Ask the transaction c. R n d. Silent law (at a critical moment, when he is depressed, do not grab the wind, who will take advantage of the wind, wait for him to decide) e. After the transaction, transfer the topic.
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