1, situation: Your style is too small to have a common strategy to look at.
The reason why customers say that there are few styles of products and there are no beautiful ones may be because they have been shopping for a long time, or they have seen too many products, which leads to aesthetic fatigue of products.
In the face of customers' objection that there are too few styles, the sales staff should first give full understanding. Then guide the customer's thinking to what kind of products can meet the customer's needs. In this way, the contradiction can be easily transformed, which not only gives the customer enough face, but also further understands the real needs of the customer. Kill two birds with one stone.
Speech paradigm
Shopping guide:? Miss, thank you very much for your advice. You're right, our product styles are not many, because we have always adhered to the production concept of "more expensive than more expensive", and each design has its own characteristics. Do you want individuality or high cost performance? Let me introduce two kinds of clothes to you.
Shopping guide:? The problem of lack of style you mentioned does exist. Some customers have mentioned it to me before, but in the end they all bought satisfactory and suitable jewelry. ? (Smiles at customers, pauses)
Shopping guide:? Seriously, there are many similarities in the design of jewelry, but the corresponding styles with good quality are actually a little less, because the cost is higher, so the styles cannot be as diverse as a treasure, and there is no guarantee. I recommend several products with high cost performance that will definitely satisfy you.
Methods and skills
Solve the customer's requirements? Less styles, don't like it? Objection skills:
1. Agree with customers' opinions and give them enough face.
2. Thank customers for their suggestions. Know what customers really think. (For example, if you like the style, price, cost performance and other characteristics, then recommend the product. )
3. Introduce specific styles to customers by experience. (The customer said? Don't like it? You can introduce the specific characteristics of jewelry according to your own vision and matching experience. For example, this style can be slim white. )
4. use it skillfully? But? Turn the topic to the product introduction.
2. Situation: Can you not follow me? Under normal circumstances, conservative customers will feel uncomfortable when they enter unfamiliar stores and don't like being followed. The main psychological reaction of this kind of customers is:
1. Customers are conservative and don't like to be followed at any time when they don't need help. They have a feeling of being followed, which makes them very uncomfortable.
2. When the customer doesn't trust or understand the store or product and is not ready to make a definite purchase, someone will bring him great psychological pressure and accelerate his departure;
3. The customer was in a bad mood, unwilling to communicate with strangers, and hoped to have an independent environment to relax;
4. Customers are not willing to buy the brand, but just want to find their favorite products in the store;
The customer has his own plan, and he knows exactly what kind of products he wants. Before finding the products he wants, he doesn't want others to disturb him in finding the products.
error processing
1 well, see for yourself first!
This kind of answer is easy to make customers lose and make customers leave the store unconsciously.
Let me introduce you!
Although the spirit of shopping guide is commendable, it may be a feeling of being followed by customers.
It doesn't matter, I don't have any clients now anyway!
Let customers feel that shopping guides don't have to do anything but follow them, which makes customers feel disgusted.
Without saying a word, I went straight back to my seat and did the original thing.
Shopping guide attempt? Deal with a man as he deals with you? But it often backfires and customers will leave.
Guiding strategy
At the beginning of entering the store, customers often want to browse the goods and display them freely. If the shopping guide always follows the customer like a bodyguard at this time, it will make the customer uncomfortable, feel that he is being followed and monitored, and can't freely choose products according to his own preferences.
The best way to deal with this embarrassment is to avoid the shopping guide first, keep a distance of about 2.5 ~ 3 meters from the customer, and pretend to be doing your own thing from a better observation angle, so that customers can feel comfortable and pay attention to their actions at any time. Once the customer sends a signal that communication is needed, the shopping guide will come forward to introduce the products to them in time.
Give an example of a speech.
Shopping guide:? Ok, you can look around. I'm right here with you. If you need me, you can call me anytime. ? (Pretending to leave and then suddenly turning around)? By the way, you can have a look at several models over there, which are the flagship products of our brand and sell well. ? It is easy to attract customers' attention by focusing on products, but be careful not to be too deliberate.
Example 2
Shopping guide:? Ok, beauty, please take your pick. Call me if you need anything. ? After a minute or two, you can approach the customer in a relaxed tone with water delivery, tally or other excuses? What do you see? Let me introduce you.
Guest (1):? That product of yours looks good. ? (or the customer makes an action, such as touching the product)
Shopping guide:? Beauty, this is the flagship product of our brand I just told you about. Let me give you a brief introduction.
Guest (2):? There is nothing to like. ? (Most customers' answers are like this, so the shopping guide can let nature take its course. )
Shopping guide:? Yes, there are many styles of our products, so it is difficult to find satisfactory products at a glance. Why don't I give you a brief introduction, which will also save you time and find the one that best meets your requirements. I don't know what kind of products you are more concerned about (more natural to approach customers, less likely to cause customers' rebellious psychology)
summary
Before the customer leaves, the shopping guide needs to seize the last chance, strive for the other party to inform him of the reasons for his hesitation or dissatisfaction, and ask the customer to give more valuable opinions so as to continuously improve in the future work.
When the customer really leaves the store, the shopping guide should do a good job of farewell and welcome the customer to come again. If the customer leaves without saying anything, the shopping guide must first check whether the way he introduces himself is correct.