Question:
1. What are the main reasons for newcomers' poor performance?
2. What do newcomers need to do to complete their monthly tasks?
3. Write a case about yourself or a colleague. How did he get good grades?
Special reminder: the crown-selling training group began to enroll students today, with the longest counseling period of 1 year!
Problem analysis:
1, unfamiliar goods, lack of product knowledge.
2, chattering, not feeling words, lazy.
3. Do not take the initiative to learn and invite customers.
4. I am too competitive. I always find an excuse to lose my bill.
5, there is no material in the stomach, lack of confidence, and lack of confidence in introducing products, leading to customer distrust.
Solution:
1. In addition to memorizing FABE, product expertise and sales skills of each product, the store manager has to arrange a reliable old employee to teach one-on-one
2. Every customer received, whether it is a single order or not, should be summarized and analyzed.
3. The store manager should encourage and care more about new employees, communicate more, mobilize the enthusiasm of new employees to learn and help others actively, and let him listen more and ask more questions.
Sales crown big single transaction sharing: sales crown training group began to recruit students)
There is a colleague in the old shop who has won the sales championship for five years in a row. The resources of relatives and friends are only one third, and the rest are natural customers and become her old customers.
A few years ago, I was just a shop assistant, not a store manager. Once I received a wedding order with her, and the customers were compared in the competition. Several pieces of information were found in the process of emotional selling:
1. My hometown and Xiaoguan belong to the same village.
2, 95 couples, the baby just full moon, is to buy jewelry after marriage.
The couple did furniture business in Shaanxi and bought several suites from scratch.
4. Boys are very willing to part with their wives.
5. I still know a lot about gold, and I am sensitive and smart about the price.
6. The couple are stubborn, rational and indifferent.
At that time, it was mainly to cooperate with services. At first, I poured a cup of saffron wolfberry tea and sold it to guide the couple to see the products. After the customer sat down for more than 15 minutes, I continued to prepare a bowl of warm white fungus, red dates, longan and medlar soup for the customer, and handed over dried fruits on the way.
I think every brand can find similar styles, so I care about the early service, and then I have a good affinity for selling crowns. I will listen to the needs of customers.
This list may rarely apply to professional knowledge. After all, customers are young and rational. If you don't understand, you will go online, so you will focus on the intimate relationship with the same village, conduct emotional sales, and test the customer's budget.
Finally, when the price is low, there are skills to apply for the price, from the store manager to the manager, and then to the boss. In the end, the transaction was more than 90 thousand, with three gold and one diamond.
1, the reason why the sales performance can be done well is not only reflected in the tacit cooperation of individuals, but also the auxiliary sales staff.
Besides, the sales manager is very careful about every order. She can be careful enough to pick up the customer, and then the customer's family is on the phone, and the other end of the phone asks him to go to another store for comparison. She can see it, and then she will immediately hint at us, help us to call the escort, take the escort to see the gift to be given to her later, or find the jewelry to be cleaned and maintained from the escort.
3. What's more, the sales club invites customers on WeChat every day, and persistently creates her own personal IP in the circle of friends, not only products, but also her life, which makes it very pleasing for people to open her circle of friends.
In addition, the 333 return visit is also very detailed. Customers who have not made a deal will be added to WeChat or phone immediately, and they will either send a text message or call the customer to ask if they have bought it within 3 hours.
If you buy it, you will also congratulate her on buying her favorite jewelry. Besides, you will tell her how to maintain this jewelry. The phone is afraid that the customer will not remember, and then let the customer use WeChat to facilitate the customer to remember. Actually, it's to make a good impression. There's no deal this time. I'll take my chances next time.
If you don't buy it, you will also throw a sentence that is beneficial to customers and guide customers to add WeChat. Generally speaking, customers will add. Customers who have been added will generally interact with her circle of friends, and private messages will generally not be disturbed in the early stage.
5. If customers with different personalities have different words, the sales crown knows customers very well and is diligent, and will not treat anyone with colored eyes. This may be the secret of her becoming a sales crown!