Me: Hello sister, would you like to see the bracelet you are wearing?
The customer shook his head and said he wanted to see a pendant.
Me: Is the pendant for children? There are generally many zodiac signs suitable for children. What does your child belong to? Boys and girls?
Customer: This is a pig, a little boy.
(Show them two pig pendants with different styles and different prices, one for 1500 and one for 1 100).
Looking at the style at first, the person next to him asked Dick.
Me: At present, most of these styles on the market are hard gold. One-time molding, strong three-dimensional sense, so pricing, no specific grams. You want to see grandma, here you are.
Then I showed them two kinds of grams. Compared with the hard gold in style, we can see that they don't like grams. Besides, listening to their chat, I think I've seen them somewhere else. They were all priced. I wanted to find a gram, so I didn't buy it.
From the aspects of brand and after-sale, this paper mainly introduces and recommends the styles with clear price tag.
Me: You don't like those two styles, do you? How many models are there here?
At this time, I showed them a style less than 1200. )
Me: Are you from grandma's family? Or grandma's house? Is it a full moon or a hundred days for children?
Customer: damn it, it's been over a hundred days.
Me: It's good to have a child now. In another hundred days, my grandparents will give gifts to my baby. I hope he grows up safely and healthily. Isn't your little baby cute? Listen, you should love your grandson very much.
Last time, a customer also chose a piggy pendant for his grandson. The children like it very much. It is light and elegant to wear.
Let's talk about some emotional topics first to ease the atmosphere. Because the customer didn't really approve of a price product at first, so we can talk about it later.)
The man next to him told his wife that the style was similar. I think the one I just took will do. If not, why not take this?
After listening to their words, I know that they belong to the type of on-site transaction and have a strong purchase intention. Please rest assured that you will continue to introduce after-sales and money exchange from the technology and brand.
Finally, they were given a red rope, which the children put on to ward off evil spirits.
The customer said, well, the red rope is good. It's a deal.
Closing summary:
1. At the beginning, the customer's focus was grams, so we didn't decide on the style. Let's talk about the general market first, and let them realize this process first.
Let's talk about staying at home from the emotional aspect first, let customers calm down slowly, and then choose their favorite style later.
2. First of all, follow the customer's thinking and find out where the customer's purchase focus is. Where are the doubts? Then give a solution.
Many customers want to weigh themselves when they enter the store. They shouldn't know much about this transfer. Find the right time to transfer according to what the teacher said, and be familiar with this practice.
Think about a question:
Why do customers finally accept the marked style?