How to sell building materials well

First, the change of personal concept.

1, everything is people-oriented, and so is sales. As the first productive force of an enterprise, the importance of shopping guide is self-evident. In the process of sales, the shopping guide should first establish the concept that the customer is a friend, instead of our traditional saying that the customer is God. Only in this way can buyers and sellers have no sense of distance and truly build trust.

2, become a customer's procurement consultant, such a shopping guide is professional in front of customers, can help customers solve problems, and will have higher trust in you.

3. Be the person that customers are most willing to talk to, who are willing to communicate with you, who are willing to tell you things, and who are willing to consult you if you have questions. By this time, the customer has completely handed over the business to you. Customers like the products you introduce, often because they like you. The most important condition for successful sales is self-confidence.

4, sales to build self-confidence, we must grasp several key issues: First, rich professional knowledge, familiar with the products they sell, memorized by heart; The second is repeated drills. Only when the sales presentation to customers is impeccable, what to say and what not to say, what to say, what to focus on, and what to briefly introduce, should we be prepared in advance; Third, sales skills, only through unremitting efforts, sincere professionalism, good at summing up in practice, thinking more than others, can we obtain the necessary skills for success; The fifth aspect is to be good at selling yourself: in any sales, the customer's first impression of the salesperson is very important. Whether a shopping guide can make customers agree with you depends largely on the first impression he gives customers, so a shopping guide should always pay attention to his personal image and manners.

A real professional shopping guide should pay great attention to his personal cultivation, be extremely accurate in what he says to customers and attract customers to listen carefully. Because everything you say makes customers feel that you are sincere, not bragging. If you can do this, you are half successful. Therefore, as a salesperson, we must persist for a long time, so as to exercise this skill and successfully sell ourselves in the sales process.

Second, keen observation.

Many people visit the store every day, but not everyone will buy our building materials products. Not everyone is our customer, so the shopping guide needs to have correct judgment and good observation ability, and be good at finding your real customer. Usually, we can make an evaluation and analysis of customers first, listen to what they say, observe what they do, analyze their identity and analyze their needs, so as to ensure that they are people with purchasing needs and can make purchasing decisions. Don't give up any customers, including potential customers, but don't waste time with people you think may be customers.

Third, products.

As a salesperson, you must first understand the products you want to sell. You must be sure that the products you want to sell can meet the basic requirements of customers and may even bring a sense of added value. Then we are required to know our own products first, have enough confidence in their sales, and understand the characteristics, advantages and benefits of their products, as well as the * * * sound between them and their target customers. Of course, we should always pay attention to the products of competitive brands, compare our own products, and summarize the advantages and benefits of our own products and their unique selling points.

Fourth, dare to speak.

Smart building materials shopping guides will make some observations before customers make a simple opening statement after arriving at the store, and then make a formal promotion according to customers' reactions. When customers feel that they can learn new and interesting information that is beneficial to them, they are very willing to take the time to listen, give customers detailed product information, and highlight the advantages and uniqueness of products. All these require us to recite our lines in advance and design our every move, including what customers say when they first enter the store, what they say when they look at the products, what they say when they have a comparative experience, what they say when they have objections, and so on. All efforts are only for one goal: to sell your products to customers.

Verb (abbreviation of verb) sales suggestion

You can't successfully sell building materials products to everyone in the sales process, because everyone has their own consumption concepts and aesthetic perspectives, but you can and must let every customer understand your sales suggestions. In fact, most customers don't know much about building materials products before buying, so the shopping guide must seize the opportunity to communicate with customers as much as possible, so that they can really understand what products they should buy and what products are suitable for their home decoration style. After understanding, even if they don't buy our products for the time being, they will definitely choose products according to our suggested sales standards. If customers finally don't find the standard products we suggested, they will naturally come back to buy them.

Sixth, dare to clinch a deal.

Closing a deal is every shopping guide's favorite. It is the inevitable result of your careful planning, careful arrangement, professional sales promotion and hard work. When the customer's objections and questions have been solved one by one, the shopping guide must not be embarrassed to say it at this time, but dare to make a deal and let the customer make a purchase decision. At the same time, give him more confidence, encourage him to make up his mind and use it as skillfully as possible-create a sense of urgency and let customers buy your products on the spot. If customers are interested in buying your products and have a sense of urgency, your sales will not be far from success.