Do interior decorating, how can I run to more business?

Don't understand what you want is the designer's or salesman's skills, to give you a "signing strategy" and "

Business people, salespeople, followers, must know the answer to the skills" text it:

Signing Strategy:

Must learn to analyze the customer, must go to the initiative to analyze the customer, less this step, no wonder you sign the single rate will not be too high.

How are we going to analyze the customer? We have to analyze what aspects of the customer? After analyzing the customer and how to take action?

The first step in analyzing the customer is to understand the customer, to collect relevant information about the customer, to learn to carefully observe the customer in the initial contact, to learn to use the customer's acquaintances to further understand the customer.

Familiar with the Three Kingdoms people know, Sima Yi in the Zhuge Liang sent messengers to talk, asked a "Kong Ming bed and food and the matter of the complexity of how," after the conclusion of Kong Ming life soon. We have to cherish every opportunity to collect detailed information about our customers in our dealings with them.

Since we can contact with the customer is not too many opportunities, so we should cherish the first meeting, to observe carefully, do not be careless, and finally the customer's important information are missed.

If the customer is introduced by a friend, we have to further understand the customer's information through the introducer, they must be more familiar than you, and the information they have is more comprehensive than you.

If there is no referral, it is necessary to rely on their own communication with the customer, through the conversation, strategically listening to the customer for more information. Be aware that every person has a strong sense of self-preservation, so the questioning should be particularly artful.

The best way to learn about customers is through the Home Improvement Questionnaire. Design a good questionnaire in advance, guide customers to fill out this questionnaire, not only can effectively reduce the customer's vigilance, but also to grasp more and more comprehensive information. So designers should learn to use the questionnaire, strategically guide customers to fill out, but also can not be too hasty, so as not to avoid customers refused to fill out or fill out the inaccurate. Home Improvement Questionnaire" is detailed in the "signing tools" folder.

Basic information

The basic information of the customer is relatively good to understand, through observation, communication will be able to understand more comprehensive. In general, to collect the following basic information about the customer:

Gender, age, ethnicity, height, culture, work unit, job title, specialties, hobbies, family members (number, age, height, culture, hobbies), contact information (home phone, office phone, cell phone, email, QQ) and so on

You can also learn about the customer's understanding of the renovation, such as: date of renovation (anxious) degree, when to move in), decoration options (construction team, the number of other decoration companies, the first few contacts)

Customer gender

This is the best to understand, but to be clear, you contact the customer, is not the home of the final decision-maker, that is, the final decision-maker, let's say, some female customers over to understand the decoration, and your contact with her, but she is not the final decoration Decision maker, therefore, you have to adjust the object of the customer.

Generally speaking, the gender is different, in the character of the psychological needs will be different, to pay attention to analyze.

Men tend to be more rational, the house is still a house for him, while women subconsciously, the house is home, men pay more attention to the furnishings in the house, women pay more attention to the atmosphere of the home, so women are more inclined to emotional. Women are happy to contact with her favorite people, tend to feel stronger, so the first sense of women is more important, contact with female customers, must shape a good first impression. For female designers, must not wear too fashionable, especially not more fashionable than the female customers, because women are naturally jealous, this point should be noted, at least in the next meeting to pay attention to their own image.

Most women pay special attention to the growth of their children, so the topic of communication with them can be the issue of children's education and growth, and impress her through the children's room.

At the same time, some families are male customers, but female customers can never be ignored, because if they are not satisfied, they will be in front of their husbands for a long time to waffle, so as a designer should be fully pleasing to the female customers, especially the female designers must not be too close to the male customers to avoid the intuitive aversion to cause women to talk about women's topics to form an alliance with the female customers.

The female customer is in charge, the female customer on the line.

The male customer is in charge, in addition to meeting the needs of male customers, but also to fully take care of the feelings of female customers.

For female customers, it is more important to do a good job of details than to do a good program!

For male customers, it is necessary to impress him through rational analysis, through the overall program and supporting. At the same time, communicate with him more about the study, living room, watching TV, balcony sitting and so on.

Men are more curious than women, you can introduce some new programs, or launch some with "play" design solutions, such as indoor flowers, fish, etc., study hanging some saber weapons.

Customer age

Customers of different ages, their home furnishing psychology is not the same.

Customers between the ages of 20-30, the economic base is relatively poor, the program should be affordable at the same time with a fashionable sense of beauty, they tend to be more modern style, glass, metal sense is more acceptable. They are lazy, so for some supporting services will be easier to accept, and at the same time due to the lack of social experience, they are easier to obtain believe. The point is that the budget must be acceptable to them, or at least affordable to them.

Customers aged 30-40 years old

This stage of the customer base is among the most stressed social groups, who have to make ends meet and raise their children, as well as supporting their parents, and working in the organization is more stressful.

So, this part of the customer in the home furnishing, more reflected in the economic and practical. Female customers have a stronger pursuit of beauty, male customers are more eager to have a relaxing family environment, in the design, the economy first, the feeling of family coziness is second, the children's education is also particularly important.

Customers aged 40-50

This stage of the customer base, the economic pressure is much less than the young people, with the gradual maturity of the psychological mindset, they pay more attention to the taste of home. Because of good economic conditions, so they are relatively high cost of decoration, the economy is not the first element, taste gradually become the first element of home furnishing.

Female customers are less stable as they enter menopause, so they need to be extra careful with their service.

50-60-year-old customers

This stage of the customer, basically belonging to the elderly customers, women at this time will appear particularly pragmatic, practical, home to a variety of cabinets mainly because they can store too much stuff, so the decoration must consider the need for storage.

Of course, for customers in leadership positions, the pursuit of taste and brand is still very strong. Since their children have grown up and started their own families, they especially want to reunite with their children in order to enjoy the joy of family life, so more consideration will be given to the function of family gatherings in the living room and dining room.

Customers over 60 years old

If they are ordinary working class people, their income will not be too high by this age, so the decoration will be more practical, and although there are some requirements for environmental protection, it is not the most important factor to consider. If the pension is relatively high, they will not spend much money to decorate the house to be particularly stylish, they are more willing to spend money to buy high-grade things, such as some practical small appliances, or fitness equipment, they are more important than anything else to eat and drink and play, so the elderly tourism is particularly good in the past few years.

Ethnic habits

It should be said that today's China is a multi-ethnic society, and the concept of ethnicity has been diluted for many people. Even if there are ethnic minorities in the city, their living habits are not much different from those of Han Chinese, except for the areas where ethnic minorities live. But as a designer, to understand some of the customer's ethnic information on the design of the communication with the customer is still beneficial. The first thing is to be a designer, do not have the psychology of ethnic discrimination, and do not show too much curiosity about ethnic minorities.

But in the design, but it is necessary to respect the customer's ethnic habits and national characteristics, to understand the ethnic people are more taboo colors, objects and decorations.

At the same time, should know more about some of the national flavor, historical heroes and heroines, more famous scenic spots, in communication with the customer can make these more appreciated, worship expression, such as talking to the Mongolian Genghis Khan, Steppe Wolves, and the Xinjiang people talk about the Avanti, talk about the grapes in Xinjiang, cantaloupe, all of these can enhance the feelings of the customer.

Height and weight

Don't talk short when you're short, don't talk fat when you're fat, this is the most basic common sense to communicate with customers.

But in the design, these elements should be taken into account, such as cabinets, if the female customer's body is not high, the cabinet should be designed accordingly to some short, so as not to use the customer is not convenient. If there are fat people in the customer's home, the doorway, living room, dining room, etc. should be designed to be more spacious, or at least to create a feeling of spaciousness. But never design the doorway of a short person's home too low, so that his friends do not make fun of him in this way.

Cultural Cultivation

The level of culture may not be accurately known, but it should also be analyzed to draw conclusions. In general, the higher the cultural level the more stringent the requirements of home furnishings, the more attentive the customer, which the designer must pay attention to. When you serve the higher the cultural quality of customers, your work should be more serious and more detailed, this part of the customer is particularly rational, so as long as your work is indeed to do very meticulous, that is also an effective means to conquer him. Do not think that the high cultural level of people good to talk, most of the time the opposite is true.

Work unit

In different work units, the customer's home furnishing requirements or get along with different ways. Working in government agencies, his subconscious there is a sense of superiority as an official, or subconsciously always want to step up, so in the design of the program to impress them is often more traditional, such as Chinese or European style; in the communication, they are eager to get a kind of respect, adoration, and everything should follow his ideas; in the faith, they believe more in some lucky numbers, lucky charms! ......

Teachers and doctors

When the teacher or when the doctor's customers, often the heart will be very fine, most designers listed them as more difficult to deal with a column. But they also have the corresponding benefits, that is, more frequent interactions between colleagues, do a good job of a household, you can develop a lot of households.

Teachers are more sensitive to numbers, doctors are more sensitive to environmental protection and indoor safety, so the budget of the teacher's home must be careful, the numbers must be accurate, the size must be correct; doctor's home design, we must consider the corners, the ground, the stone to the human hazards to be absolutely safe.

Business managers

Doing management in the formal company, especially focus on the process, so do such a program, must be listed in the home furnishing of the various construction processes, and to be exhaustive and detailed. To win the goodwill of customers, you must also prepare all kinds of information in advance, they are also more concerned about your workflow, because you are not even doing a good job of the design process, and how to decorate his house well?

Self-businessman

Information related to doing business is of more concern to businessmen. For example, time, finance, cost, etc. Designers have to find ways to win the customer's favor from time, to save time for him, according to his time habits to develop the process of negotiation, home furnishing process, for him to propose home furnishing to save time, the introduction of feng shui theories in the renovation, to give him the right position of wealth, can impress him. Most businessmen have the concept of cost, so it is important to help him calculate the actual operating costs of home furnishings.

White-collar workers in foreign companies

White-collar workers are more fashionable, and they are, if not the avant-garde, at least the ones who can follow the trends.

One of the characteristics of white-collar workers is that they have a tight schedule and are under pressure, so it is important to take these two factors into consideration in home decoration, and designing a mini-bar for him, designing a relaxation area, and designing a better space for family gatherings (a party atmosphere) can all impress him.

At the same time, white-collar workers are lazy, to fully develop and cultivate their lazy habits, give them to do lazy home decoration.

Professional role

No matter what the customer does, no matter whether he loves his own profession, when facing outsiders, he must first of all have a kind of inner partiality to his own profession, so the designer must be sure of the customer's profession, and the customer to communicate with more of his profession within the scope of the knowledge or information, so that he has a kind of identity. At the same time, if in the design, his occupation will be taken into account, must also be able to impress the customer.

Personal Position

Knowing the client's position is useful for the designer. There are two uses, one is to know his status position, and use it to speculate on his economic conditions and home furnishing psychology, and the second is to better communicate with customers. For example, some customers are government officials, is a bureau chief, a director, some customers are principals, some customers are deans, some customers are bosses, some customers are department managers, their respective different positions, which corresponds to their different economic environments.

Salutation

Chinese people are very concerned about the salutation, and Chinese people like to be called by his official name, such as a director, you call him "Mr." he felt very distant, called him "a brother" he felt too close to it, or feel that the status is suddenly lowered. Or feel that the status of all of a sudden lowered, so you call him "a director" is what he wants to hear, because that represents his status, power. Business unit customers, it is best to call the official name, such as Wang, Li manager, Liu director of ...... really do not know the position of the customer, called "* brother * sister" can also be.

Family background

The house is for the family to live in, so in addition to understanding the customer's information, but also comprehensive consideration of his family, it is best to apply the scenario-based design, the whole family into the design program, not just for each person to design his room.

For parents, the design of a family education environment; for children, the design of a caring parents filial piety and respect for parents to take care of the elderly life program; for when the elderly, the design of a reunion with their children, the design of a grandchildren **** play with the program, are very able to impress the customer.

Decoration date

Customers are not in a hurry to decorate, eager to move in, this information is also very important. Some customers are now in poor housing conditions, so in the customer's subconscious, there is a strong desire to move into a new home; some customers are ready to get married, decorating a new house is more time-critical, so for them to fight for time, from the renovation time to meet the customer. Because of the tight time, they have less space to choose, so the designer should seize this point, try to let them see the program in advance, and then in the program on the decoration time to fully explain to meet their needs. If the designer is too slow, the opportunity will be taken by others, because they do not have much time to compare from house to house, and they will settle when they feel almost the same.

Decoration choice

In communication with the customer, the designer should fully understand, the customer is looking for a construction team, or want to find a decoration company, has been looking for a few decorative companies, we are the first, the customer has a view of the previous ones, this information is particularly important for the signing of the order!

Of course, the customer for the sake of self-protection, not likely to take the initiative to tell you this information, which requires us to analyze. Some customers have been negotiating with several other almost, but also want to go to see others, so as not to be deceived, so they need a direct quote; some customers have learned a lot of knowledge from others, so ask for a more professional.

If we are the first, we have to spend effort on two aspects, one is to consume the customer's time, so that he does not have time to go to someone else's home, or to someone else's home when he looks more tired; on the other hand, we have to make great efforts to form the first impression, that is, to let the customer to our company as the standard to compare other companies. So we have to give the customer the highest standards, that is, the offer is the lowest, the brand is the best, the service is the most in place, the design plan is the most perfect, the designer is the most professional, the designer is the most to his liking, so that he looks at other people's homes, and found that other homes are not as good as ours, he will come back, and will be immediately settled here.

If before us there have been many companies to provide services to customers, then at this time, for us, is to the shortest possible time for customer service, otherwise the time dragged too long, the customer has been set with others. At the same time, we have to after the main posture, the formation of the customer's best impression, only we do better than others in all aspects, the customer will sign in our home. If we do not pay attention to ourselves, do not have the best image, do not have the best service, the price is also much higher than others, the work attitude is also very dragging, then at this point in time to receive customers, but just a waste of time and energy.

Personality analysis

Personality is the first element of interpersonal communication, different people have different personalities, different personalities love different things, corresponding to the psychological state is not the same, the need for interpersonal communication is not the same. If you don't understand other people's character, you don't have a good chance of succeeding in winning other people's favor by interacting with them.

Understanding other people's personalities, avoiding the truth and casting their favor, in order to win other people's favor. Home furnishing is also the case, each customer has their own different personality traits, we need to learn to analyze the customer's personality, take his favorite way to interact with them.

From the emotional point of view, some people will be characterized by four kinds of regulation:

Lively character

Perfect character

Powerful character

Peaceful character

Some people will be the four kinds of character and the "Journey to the West" in the four protagonists of the relative contrast, exactly in line. The Tang Monk is a perfect personality, the Monkey King is a power personality, Porky Pig is a lively personality, and the Sand Monk is a peaceful personality.

The Lively Personality

The Lively Personality is emotionally outgoing and enthusiastic. They know how to find joy in their work and then describe it in colorful detail, recalling the exciting details once again. And then always seems to talk more and do less. As long as he was present, there was always laughter. But when trouble arises, they disappear without a trace, immature, disorganized, and lacking in responsibility. That's why lively types have quick mood swings; they're happy one moment, sad the next, but can be happy again very quickly.

They are quick to accept new things, but lack persistence.

Experience the rest for yourself.

Business people, sales people, followers, must know the answer skills

1. How come the price is so high?

Answer: Do you think high there? And which product than make you look at our products more expensive? In the existing market, the same grade of the product has not been cheaper than us, if you are talking about those small factory brands, it is indeed lower than ours, but that is never and we are a grade.

2. What is your price?

A: Do you know our products already? If you are not very well informed, then you can not judge whether our products are expensive, you are not the price of the consideration is whether you can make money, how much profit margin? After listening to our product introduction, understand our products and marketing strategy, I think you can understand our prices.

3. Why are the prices so low?

Answer? : What you are asking is exactly the key to our products, which is the result of our selling points and product strategy. First of all: it is our scale advantage, we are group purchasing, which reduces the overall cost. Secondly: our company's operation is healthy and reasonable, no non-performing assets, operational efficiency can be maximized. Finally: is our business idea is to adhere to the road of cost-effective, our profits are the lowest, so the price is the lowest ah! If you really intend to cooperate, then we can talk about the price, because I do not want our prices through the bottom, after all, my price is still quite advantageous.

4. Are your products good and can you guarantee the quality?

A: Of course there is a guarantee, even the quality can not be guaranteed, I still dare to door ah? I want to seek is not a short-term business, we need a long-term cooperation. I can illustrate our quality assurance from two aspects, the first is our intrinsic advantage:

A, the strength of our company's company scale, our core competitiveness is the ability to develop technology, in this side of the industry has a certain reputation.

B, the company has a well-known university with domestic cooperation to become the company's research center, not only our products themselves through such as product patents ISO9001, CE, ROHS and other quality and environmental certifications, can be said to have absolute quality assurance, outside: our technical service team is strong, at any time you can solve the quality of the worries.

5. What about quality problems?

A: Of course, no one wants problems, we will carefully analyze, if it is indeed our quality problems, you can rest assured that it will be done in accordance with the contract agreement, never let you have any worries, our service team will also be happy to serve you.

6. How come I haven't heard of this brand?

A: Now there are nearly 3,000 solar product manufacturers in the solar products market, there is nothing famous here is very normal, there is no domestic brand dare to say that it is a national brand, there is a certain regional, if you are talking about foreign countries, that is true, but how much profit they all know.

7. Can you advertise with me?

A: Of course, you can, what effect do you want the ads? What kind of advertising do you want to do? Who do you want to show it to? You must tell us the purpose of your advertisement, if it is investment advertising, then your network construction is still immature, like an airplane seeding, if even the foundation has not been laid, the field is the field, the ground is the ground, then the seeds scattered on the ground are not all wasted? It's like doing large-scale media advertising now, how effective is that? So you have to determine who you want to advertise to and what you want to achieve, we will help you design according to your purpose and actual needs.

8. What services do you have?

A: Our services can be divided into a business services, b technical services, c marketing strategy services, d internal management services, e information exchange services. I don't know you still need those aspects of the service.

9. Do you have a bottom? How much?

A: Yes, the first and third time each store 5%, but the price will be higher than not store price, if not store that you can enjoy the discounted price, and depending on your sales at the end of the year to give you the appropriate bonuses.

10. How is the quality compared to XX?

A: I can say that our company's products, the same grade we have the highest cost-effective, the same price we are absolutely the best. Why do you say so, we go to the mid-range products low price strategy. So that in the future will occur in the price war will not be helpless.

11. Is your policy true?

A: Our company has just begun to a place as a pilot market, and now the operation has been quite successful, so we take advantage of the domestic production of solar energy products, the company has not yet done the domestic market, to play the priority of our products Stability, excellent quality, value for money prices, better service policy and dealers with a win-win situation!

12. I want to do regional dealers how?

A: can ah, but I want to own your strongest region is which region, how much monthly sales? The worst region is that one? What is the monthly sales? If you only do two or three million a month in this region, it is not much fun for you to us. So if you think you can eat a few areas you tell us, we will give you a row, but to ensure that our monthly sales, so I think you still have to take one step at a time.

13. to your company visit costs who bear?

A: Basically, the car is not reimbursed, visit accommodation, meals, during the company's standard to count.

14. I am very busy, no time to talk to you.

A: I'll wait for you here! If you really can not find the time, then you say a time, it is 8:00 or 9:00, I have the time.

15. I don't have time now, let's talk in a few days!

Answer:In a few days, let's set a time! Do you think it will be tomorrow, or the day after tomorrow?

Is it morning or afternoon?

16. There is no rebate, so what to do?

A: Then you said how much is the rebate, and how high is its price? We can also set the rebate ah, that the price is definitely not so cheap, you can say that we are the first to let the profit out, which makes your capital utilization can be greater!

17. Can you sell on behalf of the company?

A: Why do you want to sell, you sell is only still on our products do not understand, afraid of high risk, but I can tell you that first of all, our price is set so preferential, in the price of the risk to you to reduce, secondly, our quality but the quality of the long-term market experienced, it is touched, see, in the quality of the risk to you to reduce a layer of the next, we sell! Next, our sales model support, high brand, low price brand strategy, promotional activities in the off-season and preferential activities can again and again to help you minimize the risk of our service training can make your staff to become your continued return.

18. I want you to send long-term support.

A: What kind of people do you need? Is technical, or service, but no matter who we send over, the end is not a long time to stay, so the real support is that we support the training of your service personnel, only so that you can fundamentally improve your overall strength! Anytime and anywhere the face of the team customers raised the issue, this is our biggest support for you!

19. I heard that your service is not good?

A: Ah? You heard who said? I have never heard of, since you have heard of our quality, then you tell us ah, which can also be regarded as a valuable experience for us to learn ah. If there is something worth improving, we welcome X boss to point out and criticize.

20. I heard that your quality is not good?

A: Ah? You heard who said? I have never heard of, since you have heard of our quality, then you tell us ah, this can also be considered a valuable experience for us to learn ah.

21. Can your prices be lower?

A: You want a low price or high profit things ah, we can say that our prices are the absolute minimum, lower than us, only two possible, one: with us is not a grade, two: quality is no guarantee. Can we do this kind of cost-effective is not just can do, have the strength of the concept of time has not been this kind of consciousness, the strength of a small point is not to mention. There is a saying: money is not saved, is earned, X boss you see we are not in the sales strategy to talk more about it?

22. Your packaging is not good, is it good to buy ah?

Answer: a person has an aesthetic, ten people have ten aesthetic, if you think it is not good, it does not matter, anyway, you are not selling clothes, as long as the product is good is important is not it