How to do sales to achieve performance?

How to do sales to achieve results? The stronger the personal ability. Below, I sorted out the ways to do a good job in sales. Welcome to the reference 1.

How to do sales well

First, the preparation work before the sale

1, familiar with the goods in your store, able to clearly know which products are suitable for which customers, and it is estimated that every product can be kept in mind.

It is the most difficult to master the psychology of customers. We can judge what kind of products customers want by the clothes they wear when they enter the store and the browsing after they enter the store.

3. Professional support; Do professional advice and collocation, so that customers can choose products that not only satisfy themselves, but also satisfy their friends.

4. Increase your knowledge, master more knowledge related to your work or relative to the customer base, and find the same topic when chatting with customers.

5, customer files, leaving customer information, so as to better serve customers.

Second, understand the customer's situation.

When promoting their own products, potential users often have various psychological changes. If the salesperson doesn't carefully figure out the user's psychology, he won't take it out? Watching kung fu? It is difficult to understand each other's real intentions.

How to promote products to different users and see what kind of people can take different measures for different types of users? Targeted? Thereby getting twice the result with half the effort.

1, pretentious:

No matter what products such people have, they always show good understanding and always treat them with disapproving eyes. Generally, these people have superior economic conditions and are mostly intellectuals.

● Countermeasures: This kind of person likes to listen to compliments. You should praise him (her) more and cater to his (her) self-esteem. Never laugh at or criticize him or her.

2, grumpy, naysayers:

I have a bad temper, I doubt everything, my patience is particularly poor, I like to teach others lessons, I often lose my temper for no reason, and sometimes I like to chat with you? Play the devil's advocate

● countermeasures: smile, impress others, first admit that the other party is reasonable, listen more, and don't be influenced by the other party? Threats? Do it again. Kiss up? It is advisable to impress him (her) with supercilious words and impress him (her). When the other party has a sense of superiority in front of you and understands the benefits of the product, they will generally buy it.

3, indecisive type:

I mean to buy, and my attitude is sometimes warm and sometimes cold, and my mood is changeable and unpredictable.

● Countermeasures: First of all, gain the trust of the other party. When this type of person thinks calmly, it will appear in his mind? Negative thoughts? Induction should be adopted.

4. Cautious type:

This kind of people have economic strength, sometimes they will keep silent and observe on the spot, sometimes they will have endless questions, speak slowly and carefully, and usually stay on the spot for a long time.

● Countermeasures: To cater to his/her speaking speed, speak as slowly as possible to make him/her feel credible. When explaining the functions of products, it is best to use experts' words or real facts, while emphasizing the safety and superiority of products.

5, greedy and cheap:

I hope you can give him (her) a lot of discounts before you want to buy and bargain.

● Countermeasures: Talk more about the uniqueness of the product, give him or her a product or make a free list, highlight after-sales service, and make him or her feel that it is cost-effective to accept this product. More common in women.

6. Come and go in a hurry:

Check in a hurry and always say that he (she) has limited time. In fact, this kind of people are most concerned about quality and price.

● Countermeasures: praise him (her) as a lively and full person and directly tell the benefits of the product. Get to the point and don't beat around the bush. As long as he (she) trusts you, this type of person usually does things very quickly.

7, economic deficiency type:

Such people want to buy, but they have no extra money. They just don't want to buy it for many reasons.

● Countermeasures: As long as you can really make him (her) interested in the product or want treatment, and you can't get the money, you should try to stimulate his (her) desire to buy, and compare it with others, which will create an unbalanced psychology. You can also let him (her) buy in bulk.

Third, product-related knowledge (hot features)

1, novelty

This is the most striking feature of fashion. Is the emergence of popularity based on consumers' psychology of pursuing change? New? The expression. People hope to break through the tradition and look forward to the affirmation of new students. This is mainly manifested in the three major changes in style, material and color of products. Therefore, enterprises should grasp people's? Fickle? Catering to the psychology of consumption? Seeking difference? Need.

2. Short term

? Product? It won't be popular for long; If a style is accepted by everyone, it denies the original? Novelty Characteristics, so that people will start a new one? Curiosity? . If a popular style is abandoned by most people, then this style of fashion has entered a recession.

3. Popularization

Only when a style is accepted by most target customers can it really become popular. Following and imitating are two popular behavioral characteristics. Only a few people use it, and it can't afford fashion trends anyway.

4. periodicity

Generally speaking, a style will appear with a new look in recent years from popularity to disappearance. In this way, fashion presents a cyclical feature.

Fourth, sell yourself to customers.

In sales activities, people and products are equally important. According to the statistics of new york Sales Association, 7 1% people buy from you because they like you and trust you. Therefore, the shopping guide should win the trust and goodwill of customers.

● Shopping guide needs to do the following:

1, smile

Smiling can convey sincerity, and charming smiling is a long-term practice.

Step 2 praise customers

A compliment may keep a customer, promote a sale, or change a customer's bad mood.

Step 3 pay attention to etiquette

Etiquette is respect for customers, and customers choose people who can make them like shopping guides.

Step 4 pay attention to the image

Shopping guides appear in front of customers in a professional image, which can not only improve the working atmosphere, but also gain the trust of customers. The so-called professional image is to guide the buyer's clothing appearance, manners, mental state, personal hygiene and so on. , can bring good feelings to customers.

5. Listen to customers.

A common mistake made by inexperienced shopping guides is to talk about products as soon as they come into contact with customers until they get bored. Listening carefully to customers' opinions is one of the most important ways for a shopping guide to establish a trust relationship with customers. Customers respect those shopping guides who can listen to their opinions carefully.

Verb (short for verb) sells advantages to customers.

The common mistake of shopping guide is characteristic sales? They introduce materials, quality, characteristics, etc. Our products are given to customers, but they just don't tell customers what benefits these features can bring. Shopping guides must remember that we are not selling products, but the benefits that products bring to customers? What kind of demand can the product meet and what benefits can it bring to customers?

Shopping guide is divided into three levels: low-level shopping guide stresses product characteristics, intermediate shopping guide stresses product advantages, and advanced shopping guide stresses product benefits.

● How does the shopping guide sell benefits to customers?

1, interest classification:

(1) product benefits, that is, the benefits that products bring to customers.

(2) Enterprise benefits, the benefits brought to customers by the technology, strength, reputation and service of the enterprise.

(3) Differentiated benefits, that is, benefits that competitors cannot provide, that is, unique selling points of products.

2. Emphasize the main points of promotion

The benefits of a product are various. Shopping guide can't cover everything, but should focus on what customers are most interested in and care about. What is a basic principle of promotion? Instead of discussing all the features of a product at length, why not focus on the issues that customers care about most? .

The main point of sales promotion is to express the purpose of the product in short words, and the part that can best stimulate customers' desire to buy in design, performance, quality and price.

Although the products promoted by shopping guides are various, the main points of promotion are nothing more than the following aspects: applicability, compatibility, durability, safety, comfort, simplicity, popularization, practicality, beauty and economy.

3.FABE promotion method: transforming product characteristics into customer benefits.

F stands for feature;

A stands for the advantage generated by this feature;

B stands for the benefits that this advantage can bring to customers.

E stands for evidence (technical reports, letters from customers, newspaper articles, photos, demonstrations, etc.). ).

FABE method simply means that after finding out the feature that customers are most interested in, the shopping guide analyzes the advantages of this feature, finds out the benefits that this advantage can bring to customers, and finally produces evidence to prove that the product can really bring these benefits to customers.

Six, the seller's sales methods

1. Be confident when recommending clothes to customers. When recommending clothes to customers, salespeople must have confidence in themselves, so that customers will have trust in clothes.

2, suitable for customer recommendation. When presenting goods and explaining them to customers, we should recommend suitable goods according to the actual objective conditions of customers.

3. Use gestures to recommend to customers.

4, with the characteristics of goods. Each product has different characteristics, such as function, design, quality and so on. When recommending to customers, we should emphasize the different characteristics of products.

5. Focus the topic on commodities. When recommending to customers, try to lead the topic to products, and pay attention to customers' reaction to products, so as to promote sales in time.

6. Tell the advantages of various products accurately. When explaining and recommending products to customers, we should compare the differences of various products and accurately tell the advantages of various products.

7. Start with 4W. It is beneficial to the success of sales to make good purchase suggestions from the aspects of applicable time, applicable occasion, applicable object and applicable purpose.

8. Keep the main points short. When explaining the characteristics to customers, the language should be concise and clear, and the content should be easy to understand. The most important characteristics of clothing products should be stated first, and then spread out layer by layer if you have time.

9. Specific performance. According to the customer's situation, improvise, different, and say: Is this product good? ,? What is the best product for you? Too simple and general marketing language. Change the way of speaking according to the sales target. Introduce different content to different customers to suit everyone.

10, sales staff grasp fashion trends, understand fashion pioneers, and explain to customers that products conform to fashion trends.

Seven, sell products to customers

There are three keys for shopping guides to sell products to customers: first, how to introduce products; Second, how to effectively solve customer objections; The third is to induce customers to clinch a deal.

(A) product introduction method

1, language introduction.

(1) Tell a story.

Introducing goods through stories is one of the best ways to convince customers, and a wonderful story can leave a deep impression on customers. The story can be the details of product research and development, the fact that the production process pays attention to product quality, and the satisfaction that the product brings to customers.

(2) Examples.

It is more attractive to prove a truth with facts than to discuss a thing with truth, and vivid examples are easier to convince customers. Evidence can be honorary certificates, quality certification certificates, statistical data, expert opinions, advertisements, newspaper reports, letters from customers, etc.

(3) speak with numbers.

It is necessary to specifically calculate how much and how much benefits the product brings to customers.

(4) metaphor.

Compare what customers are familiar with with the products you sell, and explain the advantages of the products.

(5) Franklin persuasion.

That is to list the benefits that customers can get after buying products and the disadvantages of not buying products one by one, and to enhance their persuasiveness by listing facts.

(6) Image description of product advantages.

To bring the benefits of products to customers, let customers imagine that they are enjoying the products in their minds through vivid descriptions.

(7)ABCD introduction method.

A (authority), using authoritative organizations to evaluate enterprises and products;

B (better, better quality), the display quality is better;

C (convenience), which enables consumers to realize the convenience of purchase, use and service;

D (differences), vigorously promote their own characteristics and advantages.

Step 2 demonstrate

Shopping guides only use language to introduce products, facing two problems: first, many characteristics of products can not be clearly introduced in language; Second, customers are dubious about the introduction of the shopping guide. At this time, the demonstration of shopping guide and the application of marketing means are very important.

The so-called demonstration is to show the performance, advantages and characteristics of the product in some way, so that customers can have an intuitive understanding and personal experience of the product. Shopping guides can demonstrate by stimulating customers' sense of touch, hearing, sight, smell and taste according to the commodity situation. A well-designed demonstration method can create a sales miracle.

Shopping guides should always check: are the demonstration props clean and pleasing to the eye? Is there any special demonstration method? Have some good demonstration methods been implemented, or are they still stuck in ideas? Are you proficient in presentation methods?

3. Sales tools

Sales tools refer to all kinds of materials, utensils and appliances to help introduce products, such as customer letters, pictures, photo albums, product publicity materials, brochures, POP, statistical data, market research reports, expert testimony, authoritative organization evaluation, production licenses, award certificates, business department franchise certificates, appraisal books, newspaper clippings, etc. Shopping guides can design and make sales tools according to their own situation. A shopping guide who has prepared sales tools will certainly give satisfactory answers to various questions raised by customers, and customers will trust and buy with confidence.

The promoters of Tai Fang Company use the desk calendar or the renderings in the product manual to show the perfect combination of products and cabinets, and make customers want to buy. Under the background of cracking down on false advertisements, the company's products are real two-star products by using the two-star logo marked on products and leaflets. When introducing products, promoters hold leaflets, indicate the location of the introduction content on the leaflets while introducing them, and finally give the leaflets as gifts to customers seriously. In this way, the promoters can explain it in an orderly way, so that customers can clearly know the advantages of the company's products.

(b) Eliminating customer objections

Objection doesn't mean customers won't buy it. If the shopping guide can correctly handle customers' objections and eliminate customers' doubts, it will prompt customers to make up their minds to buy.

1, prepare carefully in advance.

Enterprises should collect and sort out customer objections encountered by shopping guides and formulate unified answers; The shopping guide should be skilled and can answer according to the standard answer when the customer refuses.

2、? Yes, but? Processing method.

If the customer's opinion is wrong, the shopping guide should first admit that the customer's opinion is reasonable, and then save face for the customer before putting forward different opinions from the customer. This way indirectly negates customers' opinions, which is conducive to maintaining a good sales atmosphere, and the opinions of shopping guides are easily accepted by customers.

3. Handling methods of consent and compensation.

If the customer's opinion is correct, the shopping guide should first acknowledge the customer's opinion, affirm the shortcomings of the product, and then compensate and offset these shortcomings with the advantages of the product.

4. Use treatment.

Turn the customer's objection into the reason for the customer's purchase, just like a shopping guide of the heater put forward in front of the customer? The product is too small and the use effect is not good? The question can be answered:? Small and exquisite is a great advantage of our products, which is very suitable for your children to keep warm when doing homework? .

5, ask the processing method.

Answer customers' objections by asking or questioning them 1. If the customer says: Your stuff is very good, but the real reason why I buy it now will help convince customers.