The old shopping guide is also recruited, the seven major misunderstandings of home building materials sales!

Due to the misunderstanding of sales, the building materials and furniture purchasers are unable to make orders, and this phenomenon is more common in building materials and furniture stores. According to the survey, 30% to 50% of sales orders were lost due to the reason that the shopping guide did not reasonably apply the furniture sales method. So, what are the sales mistakes of the guides?

Misunderstanding one

Selling at your own core

Building materials and furniture guides must change their own ideas. In recommending products, it is customer-centric. In the sales process, from the perspective of oneself, attempting to manipulate customers and forcing customers to accept their own ideas is the most common mistake made by shopping guides.

【Solution】

According to the needs of on-site customers, we will quickly formulate building materials and home purchase plans and supporting solutions, and inform customers.

The guide can say, “Sir, if I were you, do you know how I would choose?” Obviously, the customer would ask: “What advice do you have?” At this point, the guide can be accurately designed from the customer's standpoint. Good advice and programs to help him make a decision.

Misunderstanding 2

Can't see a small order

The shopping guide always wants to make a big order, so when the amount of furniture purchased by the customer is small, the enthusiasm of the shopping guide is greatly reduced. Moreover, they are not good at applying the "overall home kit" buying skills and continue to recommend products to customers.

【Solution】

After the customer is in the transaction, the shopping guide should continue to recommend. In fact, the recommendation of the supporting home will make the customer's service very thoughtful. Excellent home consultants, starting with every small order, gradually let customers feel your professional services, then the big single is just a matter of course!

Misunderstanding three

Cannot grasp the interests of customers

When the guide introduces the product, it is too urgent, too much, and lack of specificity. Listening to customers is short-lived and selling products is too long. In fact, most of the rhetoric is ineffective when the customer's interests are not fully understood.

【Solution】

Finding the customer's point of interest is the key to the deal. When most customers choose to buy building materials or furniture, in addition to considering the brand, style, taste, style, the important point is still the price. Therefore, to provide customers with quality products and money-saving purchase programs, often can impress customers.

We must tell our customers the concept of caring and loving: reasonable home planning can reduce unnecessary building materials purchase, let us work with you to develop furniture and building materials purchase plan, let us reduce the cost of building materials and save you money.

Misunderstanding four

Product explanation is not attractive

When the guide introduces the product, it cannot effectively attract the attention of the customer. Explain the use of clichés in products.

【Solution】

Ask the customer if he has ever bought something more expensive than your product, and then ask him if the result is satisfactory, so that you can quickly find the key points to introduce the product.

Many people know the principle of “more emphasis on product value and less on price”, but there are very few who do it very well. The reason is that the guide has no deep home appreciation and matching skills.

Three tips for artistic introduction of products: telling stories, citing illustrations, and portraying the benefits of products.

Misunderstanding five

Saying that winning a customer is equal to a deal

The ultimate goal of building materials shopping guide sales is to deal. Experienced guides know how to win, and small places can be tolerant, not to win customers, otherwise when you say win customers, when the customer's back is getting away from you.

【Solution】

Every customer has their own ideas. If you want the other party to give up all your thoughts and positions, and accept your opinions completely, it will make customers feel very faceless.

Let customers accept your opinions and feel that there are two ways to have a face: one is to let customers feel that some decisions are made by themselves; the other is to give in small places, so that customers feel that his opinions and ideas are correct. It is also respected by you, he will feel very face.

Misunderstanding six

Just looking for new customers, ignoring old customers

Many shopping guides believe that the key to sales is to have good products, communication, and emotion are not important. In fact, the cost of developing new customers is 6-8 times that of maintaining old customers. Successful guides pay attention to maintaining existing customers and expanding new customers.

【Solution】

In order to develop customer resources, new and old customers must go hand in hand, and it is crucial to keep customers back and tracked.

Many shopping malls have after-sales service and return visits every month. Excellent guides make full use of the time of return visits to enhance communication with customers, thus obtaining customer recommendation. Establishing a customer recommendation system is an important way to double sales.

Misunderstanding seven

Customers feel expensive and let them make a deal

Because of the rush to make a deal, the guides often can't grasp the key points. The saying that “a penny is worth the goods” often blurts out, or tries to retain customers by letting profits. In fact, the following four principles should be grasped for the price issue, which can play a key role. .

【Solution】

1. "Chemicalization" method

Furniture is a durable consumer product, the service period is generally about 10 years, and 10 years can be divided into 3650 days, so that the expensive things on average to each day is insignificant. Doing arithmetic problems in front of these hesitant customers helps to narrow the psychological price gap of customers.

2, let customers buy a "no regrets" method

The common problems people have after purchasing building materials and furniture are mainly concentrated on poor quality and poor environmental protection. Therefore, how to ensure that customers buy building materials without regret should start from these two aspects.

3. The value method that allows customers to feel the elements of fashion

Fashionable things are expensive in design, and if they come from a famous hand, the price is higher. Therefore, in the face of discerning price customers, in addition to using the above two methods, it can also make the feeling worthwhile by highlighting the value of fashion elements.

The introduction of the value of fashion elements can be started from two aspects:

The first is to introduce the identity of the building materials or furniture designers, as well as the awards of their international competitions;

The second is the introduction of the fashion elements contained in this furniture and building materials, so that customers can deeply appreciate its distinctive taste.

4, using the after-sales service method that makes him feel enthusiastic

If the above three methods can't change the customer's attitude, let the after-sales service be a "killer", because after-sales service can bring greater benefits and benefits to customers.

How to make after-sales service work? This requires a detailed description of the contents of the after-sales service, the difference between the after-sales service, and the feeling of enjoying after-sales service.

For more information, please pay attention to the official website of Xianghe Furniture City http://

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