The so-called shopping guide is to guide customers to buy products. As a shopping guide, always remember that you are guiding customers to buy, not customers to guide you to sell. We should use our own language skills to guide customers to express their needs from the moment they enter the store, and then complete the purchase! Here are eight big words I collected for you about making customers pay the bill happily. Welcome to learn from them.

0 1. The customer asks questions about the product.

Scene 1: The customer tried several pairs of shoes and said. Not so good?

Analysis: Shopping guides should understand that they are guiding customers to buy, not customers to guide you to sell. Therefore, the shopping guide should stop customers from trying on in time, guide customers to express their needs step by step, and quickly help her target.

Words: (The customer expresses dissatisfaction, and the shopping guide should guide her to tell the reasons for dissatisfaction) This pair of shoes is fine in workmanship, and the fabric is high-end top calf leather, which is comfortable and durable. It is very suitable for working girl like you. What do you feel dissatisfied with?

Scenario 2: The customer bluntly said that the product was too expensive.

Analysis: The customer's blunt statement is too expensive, and the shopping guide can put the product price? Periodic decomposition? Let customers agree that the product price is not expensive. If you feel that the customer's spending power is really limited, you should also pay enough attention and respect to recommend the same type of low-priced products to customers.

Speech:? Lady, these shoes look really expensive. But it is a four-season leisure commuter model, which can be worn all year round, and it is an easy-to-build high-end model, which will not lose its grade and help you save a few more pairs of shoes in a year. ?

Scenario 3: Because the price is cheap, the customer doubts the quality of the product.

Analysis: customers are too cheap, and it is only a superficial phenomenon to doubt the quality of our products. In essence, it is the customer's distrust of the shopping guide or the store. At the same time, customers have already experienced products, and we should speak with product experience while striving for customers' trust.

Speech:? I totally understand your idea. The low price of products is mainly an activity that the boss does to give back to old customers. The original price will be restored in a few days, and you can rest assured of the quality! The most important thing for us to buy shoes is to wear them well. How did you feel after you just tried it on?

The product is good, but I don't want to buy it.

Scene 4: the customer has been shopping for a long time and thinks the goods are good, but they just don't want to buy them.

Analysis: The customer stayed in the store for a long time and tried it on. Usually, he doesn't want to buy it, but he can't make up his mind. At this time, the shopping guide should dare to make a deal.

Words: (when the customer is hesitant)? Sister, we have talked for so long, and when you try it on, you can feel that this pair of styles really suits you. Today, there is a XX discount. ?

Scene 5: When the customer finally buys, he says? Not enough money today/in a hurry?

Analysis: Whether the money is really insufficient/anxious, or making excuses, the first thing a shopping guide should do is to show understanding and propose solutions to customers.

Even if there is no deal, don't lose your affinity, gain the trust of customers with good services, add their WeChat, put new products/good styles on the shelves, and inform customers in time when discounts are offered.

Speech:? Understandable! It's not convenient to take money with you now. do you have your visiting card？ We can swipe our card here, or you can transfer money through Alipay/WeChat. ?

Scenario 6: the customer shows interest, but the people in the same industry say no.

Analysis: It is difficult to receive accompanying customers, so it is necessary to prioritize. When the customer is satisfied after trying it on, but the companion disagrees, the shopping guide should listen to the negative views of the companion with praise, strengthen the details of the products that the customer likes, and guide the customer to buy.

Speech:? Miss (to her partner), I think you are quite expert in buying shoes. What else do you think is inappropriate? Say it, and we'll help your friend persuade you.

Miss (to the customer), I see that you like this style so much that it works well when you try it on. Wouldn't it be a pity to miss it? In addition, now is the activity period, you can enjoy XX discount.

03, there is an intention to buy, but a counter-offer.

Scene 7: The customer asks the old customer if there is any discount.

Analysis: At this time, the shopping guide must give enough face to make the old customers feel sincere. Never say "no" directly. Is this the national uniform retail price? Wait, offend old customers.

Speech:? Thank you for always taking care of me. Old customers are of course our VIP. If you are a member, we will get discounts and points. Besides, I really don't have such great rights. Otherwise, next time you have a gift, I'll apply and leave you an extra one. ?

Scenario 8: The customer says:? It's so expensive, can you give me XXX? Or I won't buy it. ?

Analysis: When the customer asks for a gift, the shopping guide should not directly refuse, but affirm the customer's vision and introduce the advantages of the product he wants, which not only refuses the customer's request, but also may lead to joint sales.

Speech:? You have a good eye! This is our best-selling style this season. XXX really can't give it to you, but if you like it, I can apply to our leader and see if I can give you a better discount. ?

04. Avoid the four principles of just trying and not buying.

1, the shopping guide must have a good mentality and can't show impatience.

Many customers have this mentality. If the shopping guide is always enthusiastic and chats with her attentively, she will feel embarrassed if she doesn't buy it.

However, if the shopping guide wants to make a deal casually or quickly, even if she often tries it on, she will naturally leave.

Therefore, even if the shopping guide sees at a glance that the customer is just trying on, he should adjust his mentality and serve the customer with a professional attitude.

2. Try not to let customers try on more than? 3?

When the average customer tries on more than three pieces, he will fall into the situation of not knowing which one he likes. Most women can't make a decision when shopping, because they think this is good or that is good, and there are too many choices to buy at all.

3. Grasp the products that are most likely to satisfy customers or are most suitable for customers, and make intensive recommendations.

Some shopping guides will say, what if customers want to try? In fact, there is no way. In the process of customers trying on the second pair of shoes, the shopping guide will choose centralized recommendation. Focus customers' attention on the specific products they have tried. In this way, customers will not blindly ask to try other products.

If the customer has to try on more, give her the most expensive one.

Some customers may be more demanding, and the shopping guide can take the initiative to compare similar products with higher prices. First, if the sale is successful, the customer unit price will increase; Secondly, many customers may go back and consider the cost performance of the products they have tried.