1, welcome customers with a good mental state.
Compared with other commodities, there are fewer people selling jewelry, and jewelry salesmen are often bored. If it is a specialty store, it should give a good environment and atmosphere to the sales staff, such as playing some light music and some professional magazines. There is no need to stand upright for a long time without customers entering the store. When the customer enters or is ready to enter the store, stand up politely and greet the customer with a smile. They can also give some greetings, such as "hello"! "Welcome". If it is a comprehensive shopping mall, the clerk should always be ready to receive customers. When customers enter the jewelry technology department, they should take measures to attract customers' attention to your counter as much as possible, such as observing diamonds with a magnifying glass and taking out a product to try on. This may make customers interested in your counter, but it is actually a small advertisement.
2. Receive customers in time
When the customer walks to your counter, you should smile at the customer and say hello to him, but don't approach the customer too early. You should create a relaxed shopping environment for customers as much as possible. When a customer stops at a counter and pays attention to an ornament, you should approach the customer softly. I suggest you don't stand in front of customers, the best position is in front of customers. This will not only reduce the pressure that may be caused when you face to face, but also make it easier for customers to talk, because talking with a side face is much more labor-saving than when you face to face, and it also respects customers. In addition, the salesperson can persuade the customer to try it on, which requires giving the customer a message that it is difficult to choose the right jewelry without wearing it, and at the same time dispelling the customer's worries. If you don't buy it after trying it on, you may be supercilious, so that you can take out the jewelry without any worries.
3, fully display jewelry
Because most customers lack jewelry knowledge, it is very important for salespeople to show jewelry. Many salespeople mechanically open the counter when a customer asks for a piece of jewelry, and then give it to the customer to praise the style separately. In fact, when you start to take out diamond jewelry, you should first describe the diamond cutting. You should keep swinging the diamond jewelry with your hands and move your mouth manually, so that customers may imitate your actions to observe the diamond and ask what is "Belgian cutting" and "fire". When customers choose eye-catching styles, the clerk should recommend two kinds of jewelry with great contrast, and customers should choose long-term observation and re-describe the styles represented by the two styles. In this way, it is easy to lock and narrow the style and scope of customer choice.
4. Take the opportunity of customers' questions to introduce jewelry knowledge as much as possible.
The more customers know about jewelry, the more satisfied they will be after buying it. When a lady wears a newly bought diamond ring to work, she always wants to attract the attention of her colleagues. When others see this diamond ring, she will talk about her understanding of diamonds and fully enjoy the spirit of owning a diamond. At the same time, she is advertising for you. As the saying goes; "Satisfied customers are the best advertisements", "The most influential advertisements are the people around you". However, if you explain jewelry knowledge whether customers want to listen or not, it will also attract customers' boredom. Therefore, timing is very important, seize the opportunity in the whole process of sales, especially when customers question it.
5. Guide consumers out of the purchase misunderstanding, foster strengths and avoid weaknesses, and skillfully explain the quality of diamonds.
Due to the misleading of some marketing units, many consumers demand that the origin of diamonds is South Africa and the purity is VVS, which is very good. When encountering such a problem, the salesperson can neither simply say no nor irresponsibly say yes. For example, when a customer asks if there are any South African diamonds, we can say yes first (otherwise the customer may turn around and leave), and then tell the consumer that the quality of diamonds is actually measured by 4C standard. South Africa produces a lot, not all diamonds are good, and most diamonds in the world are mixed by De Beers. Let's say our diamonds come from De Beers. As for the grade of diamonds, salespeople should first take the initiative when obtaining certificates for customers, that is, look at them before handing them over to customers, and make an affirmation of diamonds according to the grade. This is like introducing people, assuming that cleanliness is the figure and whiteness is the appearance, and combining the principles and conditions of diamond grading and price comparison to convince customers.
6. Promote transactions
Because the value of jewelry is relatively high, it is not a small expense for customers. Therefore, before the final transaction, they are often stressed, depressed, indecisive, or even temporarily placed, saying "look again" may never come back. This requires salespeople to take distracting methods to reduce the pressure on customers, such as talking about jewelry fashion to colleagues or customers' peers, and taking out several grades of jewelry boxes for customers to choose from.
7. After-sales service
When the customer decides to buy and pay, the clerk's work is not over. First of all, you need to fill in the details of wearing and maintenance knowledge after sale, and at the same time spread some new jewelry knowledge, such as: "If you don't wear this jewelry, please put it alone and don't pile it up with other jewelry." This immediately caught the customer's attention: "Why?" "This is because diamonds are very hard, 140 times harder than rubies and sapphires, and 1000 times harder than crystals (this may be another topic in her office). If they are piled together, other gems will be damaged. " ..... Finally, it's better to replace the usual "welcome next time" with some words of blessing, such as "May this diamond bring you a bright future" and "May this diamond bring you a happy life". And the word "love" should be integrated into sales.
8. Summarize the sales process and experience
Analyze and classify customers and reflect special problems in time. Communicate with colleagues, find shortcomings, help each other and improve together. Finally, I would like to talk about professional ethics, that is, to be honest, and it is strictly forbidden to practice fraud, confuse the fake with the real, and shoddy the bad behavior. To treat customers as relatives, only in this way can we treat customers sincerely. Secondly, peers should not engage in unfair competition and slander each other. Some salespeople pull business by belittling others, but they don't know that they are belittling themselves. First, you may be belittled by many colleagues, and second, you may be belittled by customers. Therefore, honesty is beneficial to others and more beneficial to yourself.