After more than ten years of rapid development, the domestic wooden door industry has basically satisfied the requirements of consumers in pursuit of high quality and low price, fashionable and novel products, and gradually entered the maturity period. However, in recent years, real estate control policies have continued to tighten; raw materials and labor costs have increased substantially; consumers' consumption concepts have changed, their grades have improved significantly, and they have higher requirements for product characteristics and quality. Under the combined effect of these factors, the wooden door industry has transitioned from maturity to transition.
The whole wood home sales staff should know that in this industry, the practice of real knowledge, after many discussions and summaries, we will take out the practice of some excellent store sales staff to share with you, in order to play a role in attracting jade.
In the sales process of the whole wood home decoration, "What should I do if the customer enters the store and does not say anything?" In the sales training class, students often ask me this question. Therefore, this problem has also become a store sales training course. A topic of discussion.
First, use the service to impress him
Customers entering the store are usually in a state of exhaustion. It is very likely that the customer has been in other stores for a long time before coming to your store. In this case, he does not like to talk because he is tired.
As a good salesperson, you need to be able to quickly identify the customer's status and then use the intimate service to impress the customer. Such customers enter the store. If they come to the store, they look tired and have low emotions. Any product is difficult to attract customers' interest because he has already visited many stores, so the clerk will continue to introduce the products. Will be countered by customers, and even provocative.
If it is a situation where two or more customers come to the store, they must listen carefully to the dialogue between the customers, and one of them will be very impatient.
Although the customer did not speak into the store, but handed him a glass of water, he always had to pick it up. When training for a home appliance chain company, their company promoted a customer service project called "a glass of water" project. In the process of promoting this project, a clerk selling color TV told us a story like this:
A female customer came to the store with her child. At first she did not say a word. Who knows that the child accidentally knocked over the water on the table, and the water sprinkled the child. He cried aloud because it was winter. The weather was very cold. The clerk worried that the wet clothes would make the children catch a cold. Then they ran from the third floor to the small appliance counter on the first floor and borrowed a hair dryer to blow the children's clothes.
The female customer was deeply moved by the clerk's move. She did not directly talk about her purchase requirements and budget with the clerk, and eventually bought a color TV at their home. The clerk concluded that sometimes, sincere service is the key to opening the heart of the customer.
Second, use information to retain him
Now suppose you came to the sea, what did you first think of? Some people said that he saw the blue sky, the beach and the sea; others said that he heard the sound of the sea breeze and the sound of the distant whistle, and the children made the purchase decision on the beach. Because they have never been bad.
The laughter; some people say that he wants to shout, he wants to swim in the sea.
Each of us has a different way of connecting with the world. Some people are more sensitive. His brain remembers more about what the eye sees, while others hear more sensitively. His brain remembers. More is the sound heard by the ear, and some people are more sensitive to touch, he is more accustomed to remember something with the body.
Since everyone is not in the same way as the world remembers things, then the clerk’s rumored marketing method is obviously not suitable for everyone, and timely delivers a leaflet to the client, which ensures that he does not understand the client’s sensory type. In the case of taking the improper sales behavior, and can create a new point of attention for the customer, not always staring at the product to produce visual fatigue.
I am very advocating in the process of selling, by using data to retain customers, because you will find that when you hand a leaflet to the customer, they tend to look down at the side of the page Listen to your product explanations, sometimes they will even interrupt you, pointing to a single page of a product or event information to ask you some details. Sales is not telling customers what you know from the perspective of the salesperson, but what the customer is paying attention to.
Third, please praise him with praise
Some strong customers don't like to talk when they enter the store. The reason is that they don't take the salesperson seriously. These people have strong possessiveness and control desire. The products they are looking for will be able to be immediately. But these powerful ones The customer has a big problem, that is, they are not professional at all. Sometimes it is impulsive to buy a product. If he feels that he is not good at the store, he will go away immediately. You need to know the sales amount of this list. Very large, as a salesperson should try to find ways to retain customers to let him speak.
The process of sales is also the process of communication. Both the customer and the salesperson must exchange information with each other, and have knowledge, detection, and excavation. The two parties resonate in the process of information exchange, especially the recognition of customers. The key to communication is to express, ask, and listen. Listening is the basis of communication. Using three kinds of expression and inquiry skills on a good basis will have a greater promotion effect on sales transactions.
Whole wood home improvement new marketing model
The era of network integration marketing, also known as the era of micro-marketing. The common feature of these "micro-marketing" is that marketing costs are low and attention is extremely high.
In this age of the Internet, new media emerge in an endless stream. However, due to the limitations of the whole wood home industry itself, various "micro-marketing" and whole wood household products seem to be difficult to "compatible", and the effect will be greatly reduced. Whole wood home enterprises need to keep up with the times, take advantage of the trend, integrate all the "micro-power", and constantly adjust and innovate, otherwise they will face the danger of being eliminated.
Microfilm marketing
Microfilm marketing, unlike commercial film and television blockbusters, is also different from popular video clips. It is a new media network marketing tool between the two. The advantage is that the "advertising" has been changed into "content", and the cultural spirit of the company has been promoted through the spread of the film. For the enterprise, the micro-movie is a film and television marketing entirely for the enterprise. This is the same as the video-embedded advertisement, except that it does not use the blunt propaganda method of advertising, but adopts a softer model, which is integrated into the narrative style of the story itself, so that the audience accepts the corporate brand in a subtle way.
Wechat marketing
Nowadays, WeChat is one of the most popular platforms for information exchange. The rise of WeChat is not only a new form of expression for the media, but also enriches the way people socialize. Whole wood home businesses must keep up with this trend and do a good job of effective WeChat marketing.
The essence of WeChat is the communication platform. Communication needs to come and go, so artificial interaction is indispensable. The WeChat public account of the whole wood home enterprise must be able to do timely and artificial interaction. If this is not possible, it is difficult to play WeChat.
Keyword search
WeChat has been operating for a long time, and there are a lot of accumulated materials. It is a pity that these contents are sinking. At this time, it is very necessary for the whole wood home enterprise to establish a rich and easy-to-search keyword recovery system. This is the first function of the keyword response system. The second function is to make it easy for users to find the content he needs and increase the interaction.
WeChat marketing is an online marketing method that is accompanied by the fiery heat of WeChat. WeChat does not have the limitation of distance. After registering WeChat, users can form a contact with the “friends†registered in the same place. Users subscribe to the information they need. Merchants promote their products by providing the information users need.
The era of network integration marketing, also known as the era of micro-marketing. The common feature of these "micro-marketing" is that marketing costs are low and attention is extremely high.
In this age of the Internet, new media emerge in an endless stream. However, due to the limitations of the whole wood home industry itself, various "micro-marketing" and whole wood household products seem to be difficult to "compatible", and the effect will be greatly reduced. Whole wood home enterprises need to keep up with the times, take advantage of the trend, integrate all the "micro-power", and constantly adjust and innovate, otherwise they will face the danger of being eliminated.
Microfilm marketing
Microfilm marketing, unlike commercial film and television blockbusters, is also different from popular video clips. It is a new media network marketing tool between the two. The advantage is that the "advertising" has been changed into "content", and the cultural spirit of the company has been promoted through the spread of the film. For the enterprise, the micro-movie is a film and television marketing entirely for the enterprise. This is the same as the video-embedded advertisement, except that it does not use the blunt propaganda method of advertising, but adopts a softer model, which is integrated into the narrative style of the story itself, so that the audience accepts the corporate brand in a subtle way.
Integrated marketing era, the whole wood home micro-marketing rises
The rise of microfilm in the home industry was very short. The first microfilm was "Breakfast" launched by Cobo on March 28, 2012.
Wechat marketing
Nowadays, WeChat is one of the most popular platforms for information exchange. The rise of WeChat is not only a new form of expression for the media, but also enriches the way people socialize. Whole wood home businesses must keep up with this trend and do a good job of effective WeChat marketing. The essence of WeChat is the communication platform. Communication needs to come and go, so artificial interaction is indispensable. The WeChat public account of the whole wood home enterprise must be able to do timely and artificial interaction. If this is not possible, it is difficult to play WeChat.
Keyword search
WeChat has been operating for a long time, and there are a lot of accumulated materials. It is a pity that these contents are sinking. At this time, it is very necessary for the whole wood home enterprise to establish a rich and easy-to-search keyword recovery system. This is the first function of the keyword response system. The second function is to make it easy for users to find the content he needs and increase the interaction.
WeChat marketing is an online marketing method that is accompanied by the fiery heat of WeChat. WeChat does not have the limitation of distance. After registering WeChat, users can form a contact with the “friends†registered in the same place. Users subscribe to the information they need. Merchants promote their products by providing the information users need.
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