Method of selling diamonds 1:

How much are the diamonds? This is a question that new diamond salesmen will think of. Do you have any good diamond sales skills? This is also the urgent desire of diamond salesmen to improve their business ability. Then let's see how to sell diamonds.

Buying diamonds is a luxury+venture capital for any consumer. Therefore, the first thing for a diamond salesman to contact with consumers is to make consumers trust you and dispel the distrust factors emanating from him. This is a key step in your sales success. If you want consumers to fully trust you, you must have enough capital to gain the trust of consumers. Therefore, the first thing in diamond sales is that these diamond salesmen should have extensive knowledge, not only professional knowledge of diamonds, but also knowledge related to diamonds and extensive social knowledge.

Not every diamond salesman must be a diamond expert, or a professional diamond grader and appraiser, nor must he reach the level of a commodity textbook, but every diamond salesman must have the basic knowledge of diamonds and know the products and characteristics of the company like the back of his hand. Because the customers we face may have a certain understanding of diamonds (which may be correct or incorrect), they have specially read relevant materials before entering jewelry, or have learned some information from friends and colleagues, or have had personal experience of consuming diamonds before, which requires salespeople to provide suitable goods for selection and be good consultants to help customers. Because you are engaged in diamond sales, you should be a diamond expert in the eyes of customers. You should answer and explain all kinds of questions raised by customers with confidence and evidence. Your self-confidence is the basic premise of winning customers' trust, and it will also win customers' confidence in your products. On the contrary, if you don't know enough about diamonds, you will lack confidence or be unable to answer customers' questions. Customers will lose confidence in you and the goods, and customers themselves will feel wary of the merchants. Your performance will make customers feel insecure and eventually lead to the failure of sales. Therefore, a successful diamond salesman must first have self-confidence, or rather a kind of self-confidence. This self-confidence comes from his own knowledge and ability, from his understanding of goods, and also from the company's honest management and good corporate image.

When you master the knowledge about diamonds, you will have confidence and become an expert in consumer consumption unconsciously, but don't pay attention to consumers because of it. The sale of diamonds has not yet been completed. If you want to successfully sell diamonds, you should not only have relevant knowledge, but also use sales skills to convey your knowledge to consumers, thus promoting consumption.

When you successfully break the consumer's guard and the consumer is willing to talk to you, you should let the consumer know and agree with the value of the diamond product you want to sell him. Customers often ask? Why are diamonds so expensive? This may not be a problem for our sales staff, but customers may not understand. This requires our sales staff to patiently explain to customers, from the difficulty of diamond mining to the difficulty of processing, so that customers can understand the rarity, preciousness and rarity of diamonds from your explanation, and feel that buying diamonds is really worthwhile. Then, with the help of 4C cards at the counter and other auxiliary products, the color, clarity, lathe work and carat weight of diamonds are explained to customers in an orderly manner. The price of each diamond depends on these four aspects. Of course, at this time, we are not advocating that every customer should be trained as a diamond expert, but that it is a way to communicate with customers and gain their trust.

In the following communication, the sales staff should try their best to understand the purpose, aesthetic hobby, approximate budget and other information of customers buying diamond jewelry, so as to make more targeted recommendations. It is not advisable to ask customers directly, but we can draw a general conclusion about these problems according to the language and expression of customers.

Do you know how to sell diamonds?

Method 2 for selling diamonds:

The first stage: greeting customers

Purpose:

Retain old customers, establish one-on-one interactive relationship and build trust.

Basic principles:

Sometimes, sales experts think that the first 30 seconds are the most important moment in sales. At this point, our task is to make customers feel relaxed and pave the way for the next sales. We should prevent the use of traditional ways of greeting customers, such as? What can I buy? Do you need help or something? On the contrary, we should start our sales with meaningful conversations that do not contain sales charm, such as talking about recent events, customers' jewelry, children, cars and so on.

Avoid, don't have a sales color at the end, be like * * *, be kind and human, not only make customers feel relaxed, but also arouse their desire to buy.

Some experts believe that after customers enter the store, don't stop evaluating in a hurry, first find the feeling of starting to sell and invent a sales atmosphere. If his makeup is avant-garde, it's no harm to take it as a starting point, which is beneficial to the whole sales.

Don't apply a fixed format at the end, it should be targeted and personalized. Because customers are not only choosing jewelry, but also choosing jewelry stores and jewelry salesmen. Let the customer feel that you are talking to him personally. This is one-on-one interaction. In this way, the level of customer satisfaction will suddenly rise.

Another important job is to pay attention to selling our stores and ourselves in addition to selling jewelry, so as to lay the foundation for establishing a stable customer relationship. ? Why entering our store is a good question of' selling the store and selling yourself'.

Listen a little more:

Buying jewelry is largely due to emotional factors. Ask customers why they come into our store, and then appreciate their eyes. Then take some time to listen to the plans and wishes of customers. Although it will take a little time, it can greatly increase the chances of sales success.

Taboo:

The first sentence of greeting customers, to prevent the use of one-way questions, such as: Can I help you? What can I buy? How much are you going to spend and so on. This conversation can only attract? Just looking? Answers like this.

Coping skills:

What if the customer answers? Just looking? In that case, let's not lose heart. Give the customer 20 seconds to take a closer look. Generally speaking, customers will need your help after 20 seconds, because their vigilance has been eliminated at this time, and now they are relaxed, which is more conducive to completing business.

These 20 seconds? Just looking? It will also make customers feel respected. Respect also plays a big role in sales.

The second stage is information exchange.

Purpose:

Understand why customers come to our store, what they need and what they want.

Basic principles:

Get as much information as possible from customers. Interrogating the protagonist, event, place, time and other aspects of the purchased jewelry will help us acquire a lot of knowledge, and listening is a good way to obtain information.

Like what? What's the point of buying this XX ornament? This dialogue will lead to the reasons why customers buy jewelry, which will become the main theme of our whole sales process. According to customers' hobbies, choose different focuses to sell jewelry.

Don't ask her what kind of jewelry she likes. What kind of jewelry does she have? Spend as much as you want, which will greatly reduce the romance of buying jewelry. Instead, let customers think about the happiness they once had. For example, a man bought his wife an anniversary present. Can we ask? What kind of surprise did you give your wife last time? . ? A bracelet? ,? So how did she react at that time? Now he will be immersed in the romance of that day. Below we can help customers choose a piece of jewelry to make the romance of the past reappear.

Always take notes:

In the process of communication, writing down the information provided by customers from time to time will make customers feel respected and help to establish a lasting customer relationship.

Taboo:

Don't ask customers? how much do you want to spend? Such a problem is not conducive to our customers to promote higher-priced jewelry, and it is not conducive to helping customers find satisfactory jewelry.

The third stage is the discovery of desire.

Purpose:

Build a sense of value in the customer's consciousness, and immediately discover the customer's desire to own it.

Basic principles:

At this stage, we should make full use of the information obtained in the previous stage and provide some suggestions to customers. When displaying and placing jewelry, you should be very careful as if it were a million-dollar treasure.

When introducing products, avoid using professional words, which will confuse customers and make them feel teased. Introducing the advantages of products will greatly increase the chances of successful sales. For example, when introducing inlay, we can say that this inlay method is very firm and suitable for daily wear.

Try it on:

Let the customer feel the jewelry he wants to buy, which is a good way to invent value. Trying on will give customers a sense of ownership and help to complete the sale.

Taboo:

Don't introduce all the advantages of the product at the beginning. When customers suddenly ask questions, we will have nothing to say. On the contrary, we should take care of one or two advantages of the product and tell customers at an appropriate time, which will increase their confidence in buying.

Don't judge the products in the store, it's equivalent to hitting yourself in the mouth.

Coping skills:

Many salespeople believe that if you want to sell successfully, you must constantly show and introduce products, otherwise customers will leave. This is not helpful to the success of sales. On the contrary, after introducing the product, you should keep silent and give the customer proper time to think, which will let the customer choose the jewelry he really likes.

The fourth stage, dispel doubts.

Almost all customers will make some suggestions about the goods? Not satisfied? Why don't you express some opinions? There are several doubts about complaining:

The quality of diamonds;

The style of diamond jewelry;

The price of diamond jewelry;

Quality assurance and after-sales service of diamond jewelry

In this case, I suggest you be cautious and patient, and gradually overcome the opposite opinions. Try not to confront customers, let alone quarrel. Find out the objection first, then make it clear, and finally put it in your expectation, saying what can customers get? Compensation? .

Identify objections:? Put the price aside for the time being. Do you like this diamond ornament? If there are any objections, we must seriously consider them.

Concretize the objection:? Do you think the diamonds on this jewelry are too small? Do you think this style doesn't appeal to you?

Generally speaking, when you encounter customers' questions or complaints, it is recommended that you take the following steps:

The first step, as salespeople, we should always remember to thank our customers, and we should be so interested in their opinions and complaints. Trouble? We have few customers. In the face of customers' opinions, even if they are angry, angry or asking questions, first realize that this is human nature, and then listen to customers' opinions and take customers as the starting point. For example, you can say: I see what you mean. Let's see what I can do for you. I know exactly how you feel. As a store owner, we will definitely take care of it. If you show patience and follow the following three points, most situations will not be as difficult as we think:

Don't raise your voice

Don't react negatively or assume negatively.

Customers always think they are right until they realize that they are wrong.

The second step is to find out the key to the problem with the customer. In most cases, it is not the real problem, but the customer's mood or the customer's temporary feeling. Usually, as long as we listen patiently, we can always find out the core of the problem. It's best for salespeople to have some communication to understand customers' problems, so that all employees can attach importance to customers' problems or opinions ideologically and continuously improve their business. If some common problems are found, they should be fed back to the general manager in time to attract the attention of senior leaders.

The third step is to propose solutions to problems or measures to improve work. After listening to the customer's complaints or opinions, if it is really the problem of the store, we should sincerely apologize to the customer, explain the crux of the problem, and then put forward practical solutions. If the customer lacks understanding of diamonds, or has some misunderstandings, he should patiently explain to the customer and show his devotion and seriousness, and never take it with him? It's always so simple that you don't know? Explain to the customer in such a contemptuous tone, knowing that you are a professional.

In the face of customer complaints or opinions, according to the experience of some marketers, there are the following methods and principles:

1) customers are not always right, but sometimes in order to calm customers down, Satisfy customers? This is necessary and worthwhile.

2) Within a certain range, customer complaints are inevitable, but as marketers, we should realize that such complaints are not accusations against ourselves.

3) In order to correctly judge customers' complaints, marketers should think about problems from the customers' standpoint and treat customers' complaints; Generally speaking, customer complaints are caused by some trivial reasons.

4) When customers are angry, they are usually very excited. And at this time, customers are particularly sensitive to the distrust, neglect or rash attitude revealed by sales staff. Therefore, when customers are angry, salespeople should show calmness and care.

5) Don't jump to conclusions before you realize what the customer said. Even if the customer is wrong, don't directly blame the customer. When customers realize it, it's time to solve the problem.

6) When dealing with unreasonable complaints from customers, you should maintain a sincere and cooperative attitude regardless of whether the customer's attitude is reasonable or not. This does not mean that you have accepted the customer's complaint, but that you are paying attention to his complaint. Even if the customer calls names, you should still show a friendly attitude, as the saying goes. It takes two hands to make a sound? At this time, you'd better ignore it to avoid disputes.

7) Don't make promises to customers that can't or are difficult to fulfill, so as not to cause further disputes.

8) At any time, customers should feel:? You take him seriously and investigate customer complaints.

9) As long as the customer has a complaint, let him bring it up, which is also an important means to improve the service of the store.

When facing customers' queries and complaints, please pay attention to the following points:

The point is patience.

Find the problem

Sympathize with customers

Look at it from another angle

Facing a problem, different viewpoints and different angles to reproduce the situation at that time can often turn disadvantages into advantages. A customer can complain to the salesperson, but he usually doesn't complain to the salesperson himself, and others can't blame the salesperson for it. Similarly, when dealing with customers' complaints, don't take him as an attack on yourself.

Is there a situation when receiving customers, that is, customers are not completely sure that the value of their shopping is in line with the price? After the customer's questions and the salesperson's explanation, the customer will also express the following doubts before making a purchase decision. These questions may exist in the customer's mind and are not spoken:

Do you really need to buy diamonds?

Is the diamond jewelry you bought the right choice?

Is this a wise choice?

Is this diamond real?

Can you buy the same diamond jewelry in other stores, but at a lower price?

In this case, the usual practice is to explain the advantages of diamond jewelry and the benefits of buying it to customers again. When customers are in doubt about the price, it actually shows that customers are interested in the goods. At this time, it is necessary to overcome objections and let customers think that their choices are correct and wise. Use your knowledge of the goods to publicize the advantages of the goods, and focus on the advantages, not the characteristics. At the same time, it should be noted that you are communicating with customers, rather than giving yourself reasons to defend yourself. Let customers fully express their views without interrupting or refuting, and then you can reiterate the benefits that the goods bring to them or the recipients:

The fifth stage is to reach a deal.

After you get to know the customer, show your products to the customer, and ask questions, explanations and answers to the customer, the customer has more knowledge and understanding of the products and the benefits obtained after purchase. If the customer really wants to buy it, it's time to make a deal. Don't miss the opportunity to make a deal. When customers really want to buy, there will be some buying signal, such as a short silence.

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