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 notices an ornament, you should approach the customer softly. I suggest you don't stand in front of customers. A good 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, and the evaluation is excellent. 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.
The new year has begun again. As a clothing salesman, I will state my work summary and experience as follows, and look forward to your guidance and recommendation.
In the process of clothing sales, salespeople play an incomparable role. It is very important for salespeople to master clothing sales skills. First of all, pay attention to the skills of recommending purchases.
In addition to showing and explaining clothes to customers, shop assistants should also recommend clothes to customers to arouse their interest in buying. The following methods can be used to recommend clothes:
1. Be confident when recommending clothes to customers. When recommending clothes to customers, salespeople must have confidence in themselves, so that customers will have trust in clothes.
2, suitable for customer recommendation. When presenting goods and explaining them to customers, we should recommend suitable clothes according to the actual objective conditions of customers.
3. Use gestures to recommend to customers.
4, with the characteristics of goods. Every kind of clothing has different characteristics, such as function, design, quality and so on. When recommending clothes to customers, we should emphasize the different characteristics of clothes.
5. Focus the topic on commodities. When recommending clothes to customers, try to lead the topic to clothes, and at the same time pay attention to /a customers' reaction to clothes, so as to promote sales in time.
6, accurately say the advantages of all kinds of clothing. When explaining and recommending clothes to customers, we should compare the differences of various clothes and accurately tell the advantages of various clothes.
Secondly, we should pay attention to the skills of key sales. Focusing on sales means being targeted. The design, function, quality, price and other factors of clothing should be suitable for people, so as to truly make the customer's psychology transition from comparison to belief and finally sell successfully. It is a very important link in sales to make customers have the belief of buying in a very short time. Key sales have the following principles:
1, starting from 4W. Making suggestions on when to wear, where to wear, who to wear, why to wear, etc., is conducive to sales success.
2. The main points should be brief. When explaining the characteristics of clothing to customers, the language should be concise and clear, and the information should be easy to understand. The most important characteristics of clothing products should be stated first, and then expanded layer by layer if you have time.
3. Specific performance. According to the customer's situation, improvise, not the same, just say: this dress is good, this dress is most suitable for your overly simple and general sales language. Change the way of speaking according to different sales targets. Tell different information to different customers, so as to suit everyone.
4. The clerk grasps the fashion trends, understands the fashion pioneers, and explains the fashion trends of clothing fitting for customers.
The above is a little attention in my work. In the future, I will make a good work plan, sum up the shortcomings in my work in time, and strive to do my best in the clothing industry.
Experience in working mode of salespeople (3) Over the past year, XX's marketing work has achieved necessary results and basically achieved the established goals of the two companies, but there are still many problems. In order to better complete the marketing work of the project and achieve a win-win situation, the two sides formed a real partnership and summarized the phased work.
I. Members of XX Project of XX Company: Brother Sentence
The salespeople in XX Marketing Department are all young. Although they are full of energy, passion and necessary affinity in their work, they lack experience, especially in dealing with emergencies and some new problems. Through the early project operation, the potential of sales staff and their understanding of the project have been greatly improved. In the future, this problem will be solved through the training of sales staff and the adjustment of internal personnel.
Due to Party A's running-in of the business philosophy of enterprise brand and real estate brand, the resource allocation of the marketing department has not been fully put in place. Through intensive work in the early stage and continuous communication between the two sides, this problem has been solved.
Second, the work of the marketing department is coordinated and the rights and responsibilities are clear.
Due to poor coordination, a lot of work in the marketing department is procrastinating and wrangling. On the one hand, as the leader of XX Company, I have a great responsibility. Poor coordination or poor communication will lead to differences in work direction. Over time, the two sides will have great differences in ideas and work objectives, which is quite irreparable. Fortunately, knowing the seriousness of the problem, we are working hard in this area to achieve the same goal, simplicity and efficiency. Qq mood phrase
However, there are still unclear questions about the responsibilities and rights of the marketing department. I think the marketing department should have the necessary authority to only carry out sales procedures. Regardless of the size of the problem, it is bound to cause inefficiency, and the control of some problems will also have a negative impact on sales. In this way, the marketing department will be passive. Establishing a system with clear rights and responsibilities and clear work flow is the top priority of our next work.
Third, about the meeting.
Meeting is a very important work link and information, but neither the meeting in our company nor the meeting with the development company is ideal, which is related to our unclear meeting information and meeting form and the arrangement of participants. At this moment, we want to solve this problem in a targeted way through different organizational forms, such as thematic meetings, leadership meetings, and large meetings. In addition, no problems can be raised at the meeting, and we will communicate with the following development companies attentively, which is more conducive to solving problems.
Fourth, the management of the marketing department.
In the previous stage, due to the concentration and urgency of the work, the management of the marketing department was also practical, relying too much on everyone's consciousness and not too much on rules and regulations, and there was a great crisis lurking, and some people had problems in their thoughts and actions. In the future, we will strengthen internal management, improve the management system and exchange ideas, formulate personal work plans, understand real ideas, and avoid things that are not conducive to cooperation between the two sides and project operation.
The above is just a rough summary of the work. Due to the rush of time, there will be many shortcomings I hope your company can correct me. We will attach great importance to it and solve it in time. Finally, I wish both parties a happy cooperation and a complete success of the project.