Whether the on-site transaction rate is low or the customer does not follow up, the most critical problem is that jewelry sales do not know how to understand customer needs.
Clever use of the skills of understanding demand 16 questions +32 indirect questions can greatly improve your chances of closing a deal.
Indirect question 1-5
1. What products do customers want? (Questions/Customers themselves)
A. confirmation: what kind of products do you mainly want to see?
B, test: Our store has just arrived in a batch of new pendants (diamond rings), and I can try them on for you, whether you buy them or not. Some styles have to be worn to see the effect.
2. Do you want to wear it yourself or give it away? (Question/Test)
A. confirmation: many of our regular customers like this style. Do you usually wear it yourself?
B, test: If you give it away, here are several models with high cost performance. You don't need to choose a big diamond, but it looks very atmospheric and is very suitable for giving gifts.
3. What is the budget? (Question/Test)
A. Confirmation: Generally, the price is around 30 cents12,000 yuan, and our price is much more cost-effective. 30 branches of the same quality are around 7000 yuan, and 50 points are around 13000 yuan. What price do you want?
B, test: Look at these two, 30 points over 7000 and 40 points 10000, which do you think is more suitable?
4. Have you seen it in other brands? (Question/Test)
A. confirmation: I heard that you know a lot about diamonds. Where have you seen them before?
B.test: Maybe our house price will be higher. Where have you seen it before?
5. What products have you seen? (Question/Test)
A. Confirmation: Have you seen this classic six-claw model before?
B. test: each brand will have different styles, but most of them are similar. What model have you seen before?
Indirect questioning speech 6- 10
6. What do you think? (Question/Test)
A. confirmation: what do you think of the style you saw there last time? Have you tried it on?
B, test: Do you think the style there is more general? It doesn't matter. I recommend two styles to you. You should like them.
7. Then why don't you buy it? (Question/Test)
A. confirm: did you buy it last time? Do you want to compare the prices again? Your price is competitive./Do you want to compare the styles again? Your family style has an advantage.
B. Test: Last time I had a client who saw it there, but thought their house was more expensive? Your family has an advantage in price, so pay attention to the customer's reaction.
8. What products did the customer try on in our store? (Assembly process)
A. Confirmation: This is a classic six-claw (luxury), which is relatively simple and durable (decorated with small diamonds) and can also highlight the fire color of diamonds (it looks fashionable). What do you think of this?
B, test: Do you think this is relatively simple? I'll show you another more obvious one. What do you think of this?
9. When is the customer's wedding date? (Question/Test)
A. confirmation: generally, more people get married in the second half of the year. When is your wedding date?
B. Testing: Many customers who came to see diamond rings recently got married in August. Are you the same?
10. Does the customer know anything about diamonds? (try it on)
A. confirmation: this one on the left is medium color, and this one on the right is white. Which one do you like?
B, test: The price of two diamond rings with the same 30 cents is still a little different. Can you see the difference between the two?
Indirect question 1 1- 16
1 1. What do customers want from diamonds? (try it on)
A. confirm: you want something better. Do you have any specific requirements?
B, test: this is I-J color, and the cost performance will be higher. This is F-G color. It looks a little whiter. Try it on and see which one you like better.
12. What style do customers like? (try it on)
A. confirmation: this one on the left will be bigger, and this one on the right will be slightly decorated. By comparison, which one do you like?
B, test: In fact, many people will choose a simpler style for their wedding rings, which is more convenient for maintenance. what do you think? I can find your type.
13. When does the customer want to use the ring? (Question/Test)
A. confirmation: when do you want to use the ring?
B. Test: Like my old customers before, some of them want to go back to their hometown to put wine in advance. Do you want to go back early for the wedding of 10?
14. What price do you quote your customers? (try it on)
A. confirm: you chose this ring for men and women. The current activity price is 12000. Do you think this price is suitable?
B. Test: This 50-point women's ring is at the activity price of 13000. Do you want to see the pendant?
15. What are the main factors that customers don't buy on the spot? (Question/Test)
A. confirmation: it doesn't matter if you don't buy it today. Then what do you want to compete with?
B, test: I can make a quotation for you later, which is also convenient for you to compare. Do you think the style and price chosen today are suitable? Then what will you compare mainly?
16. When is the customer going to buy? (Question/Test)
A. Confirmation: When are you going to buy a wedding dress at the end of the year?
B. Test: The wedding season starts in September every year, and the price will be more expensive than now. When are you going to buy it?
Summary: Read each question carefully for 20 times and keep practicing for one month, and you will know how to understand the customer's needs.