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It is the common wish of every jewelry salesman to plan how to do jewelry marketing well. If you want to do a good job in jewelry sales, you must first do your own brand taste, brand positioning should be accurate, do not misplace business, and do a good job in positioning. Then jewelry sales staff should be professional and high-quality, properly guide consumption and find reasons for customers to buy.
First, to do a good job in jewelry sales, we must first master the characteristics of jewelry.
Fall in love with your goods, fall in love with your goods, be familiar with her characteristics, conceptualize the details of jewelry, and have rich language. For example, the crown-shaped diamond ring can be said to be a classic crown-shaped inlay as soon as it is launched. Seven delicate claws tightly surround this crystal of hundreds of millions of years, which is even more noble and elegant. Adding a certain modifier can highlight the exquisiteness of jewelry. Describe beauty.
Second, we should move sales back and extend after-sales service.
Let customers see hope, buy things first and then give them away. After buying it this time, they can get presents in future festivals. Extend after-sales service to spiritual enjoyment and let customers enjoy spiritual enjoyment.
Third, cultivating customers is marketing.
Let customers know professional knowledge, customers can know much more than others after buying it, and teach customers how to look at diamonds, so that customers can tell what brand of jewelry they bought, what content, what benefits, what grade, clarity, color, weight and what technology they came from when showing off. How to identify the authenticity of diamonds and so on. Let the customer talk is to make him feel that he knows more than others. Spreading a good word of mouth is better than doing any kind of advertising.
Asking questions is taking the initiative, and most people will choose to answer each other's questions first. Questioning skills can help salespeople grasp the direction of conversation, grasp the initiative, stimulate customers' desire to buy, and win time under unfavorable circumstances.
I generally divide problems into two categories: one is special and the other is open; General interrogative sentences are closed questions. General question, answer? what's up Or? No? This question is very useful for customers who are particularly talkative and hesitant. Special interrogative sentences generally contain interrogative words. As long as the customer is polite, his answer is at least a complete sentence, even if it is short, so as to get detailed information from the customer.
For example, what kind of accessories do you need to see? Do you want to see the zodiac pendant or the auspicious pendant? What kind of reservation price do you want? Do you like simple or gorgeous style and so on?
Be careful not to ask more than three questions in a row. When you ask two questions, you should be able to talk about the topic yourself and chat with customers. Breaking up the questions and asking questions continuously will make people feel stressed and even disgusted. In the middle, praise can be used to break the deadlock, and ornaments can also be interspersed to explain it.
After the introduction of jewelry, you should know which one the customer likes as soon as possible. Are you interested in buying that day or do you want to make an inquiry first? What are your personal preferences? Only in this way can we recommend the most suitable accessories to him and help customers make wise choices.
Recommend 1-2 ornaments to them. Be careful not to recommend too many ornaments during the recommendation process, so I won't say much about the problem. After the recommendation, observe their reaction and learn more about their wishes. Ask questions, analyze and listen to responses.
Plan 2 1, sales concept:
When counter salespeople face potential customers, every salesperson should do the following:
1. Smile. 2. Clean appearance. 3. Pay attention to each other's words. 4. The added value of recommended goods. 5. Demand the most fashionable and concerned topics of consumers to attract consumers.
Second, understand the characteristics of goods:
As a salesperson, the purpose of understanding the basic knowledge of goods is to help build customers' confidence in buying and promote sales. 1. Explain to customers the value of jewelry and jade and the safety of the first package recycling in the world based on the quality of goods. 2. Explain the special features of goods to customers.
Third, know your customers.
1. The main obstacle for customers to buy (1) is lack of confidence in jewelry, and (2) lack of confidence in jewelers.
2. Customer type: Knowing what kind of customers are is the basis of doing business with customers. To understand customers, we can start from these aspects: (1) Observe carefully; (2) Speaking and listening
3. Customers' purchasing motivation
4. Customer's purchasing process: (1) Creating desire (2) Collecting information (3) Selecting goods (4) Purchasing decision (5) Post-purchase evaluation.
Fourth, common sales terms.
As employees of jewelry stores, using professional and standardized sales expressions can not only establish brand image, but also build customers' purchasing confidence. Therefore, every shop assistant is required to use common expressions:
1. Greetings when customers enter the store: Hello! Good morning, welcome. what can I do for you? what can I do for you? Please look around. A moment, please. Sorry to have kept you waiting. Welcome to visit next time. Goodbye.
2. Professional terms when displaying goods
(1) Introduce jewelry terminology: ABC goods, etc. Who will add value?
3. Polite expressions on the counter
(1) This is a beautiful gift. Let me wrap it for you.
Here is your receipt. Please keep it.
(3) How much to charge and how much to change? Thank you.
4. Polite expressions when customers leave
(1) Unfortunately, there is no product you are satisfied with this time. Please come again next time.
We'll call you as soon as the new goods arrive (after the ring is changed).
(3) Here's a brochure about jewelry knowledge and jewelry maintenance for you.
Verb (abbreviation for verb) services sold in China.
1. Customer entering the store: No matter what job you have, you should put it down. Greetings with a smile: Hello (good morning, good noon, good afternoon and good evening). Please choose anything you like and try it on.
2. When the customer shows interest, be familiar with the goods and immediately take out the goods that the customer is interested in.
Show suggestions
(1) handle with care: it can show the preciousness and quality of the shopping guide, and it can also make customers notice it when trying it on.
(2) Observing customers: The color and dress habits of face and hand skin are helpful to introduce styles to customers and show the professionalism of shopping guide.
(3) The recommendation should be based on the styles that customers like, and the customer's wishes cannot be forcibly changed, which may easily lead to the failure of the transaction. We can put forward some views and opinions in the sales process.
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