In sales activities, there is always only one principle: deal! Deal! Deal! How to make customers say "I want", "I buy", "I am willing"? "A move ahead, move ahead" This article provides the conclusion of the seven deals, so that customers from heart to action, Let you quickly deal! Tips a transaction request transaction method, also known as the direct transaction method, which is the shopping guide to the customer to make the transaction request, a direct request to customers to buy a method. Shopping guide in the face of the following four situations, the customer can be directly and decisively put forward the transaction request: regular customers For regular customers, as shopping guide has established good relations with customers, customers have also bought a similar product. Therefore, regular customers generally do not dislike shopping guide direct request. Shopping guide can be directly to the regular customer said: "Liu sister, this is just on the new, very suitable for you, to one kind of how?" No objection to the discussion in the consultation If the consultation in the customer asked the product features and service methods, Shopping guide eleven did reply, the other also expressed satisfaction, but did not explicitly indicate the purchase reaction, then shopping guide can think the customer psychologically recognized the product, should take the initiative to promptly put forward the transaction to the customer. For example: "Miss Sun, you see if there is no problem, I billed." Customer concerns are eliminated after the negotiation process, the customer showed great interest in the commodity, but there are concerns that when shopping guide through the interpretation Has lifted the concerns, made the customer identity, you can quickly put forward the transaction request. Such as: "Mr. Wang, and now our problems are solved, I will help you wrap up the shirt!" Customers have intended to buy, just delay the time, do not want to open the mouth at this time shopping guide in order to enhance their confidence in the purchase, you can skillfully The use of the request method of transaction to exert pressure, to achieve the purpose of direct transactions. Such as "Miss Li, this piece of down jacket on a trumpet, and quickly buy it, Paul you will be satisfied." Reminder Request a transaction is not an insure transaction, nor a begging transaction, use to be natural look straight, the language Calm, unpleasant slow speed, full of confidence. But can not be self-righteous, to see the opportunity to meet with the customer hit it off. Kit 2 assumes the deal This is the shopping guide assumes that the customer has accepted the marketing proposal, and then directly require customers to buy goods a way. The foothold of this approach is to assume that "customers will buy" is generally introduced in the shopping guide finished product features, and answer customer questions, the customer repeatedly expressed the purchase signal, but undecided with the determination and delay, then Shopping guide can use their own confidence to infect the customer, lost no time to ask some substantive questions to the customer, to help them make a purchase determination. For example, "This pair of jeans is the most popular slim low-rise style this year, Lycra stretch fabric, more fit physique, make your legs look more slender, and comfortable to wear." Another example, "This white hollow Shirts can show your extraordinary taste, but also with your temperament, and its high degree of match with your home's cardigan, suit can be. "" When you party to wear this noble evening dress, Will certainly be the focus of everyone, attracting a lot of appreciation of the eye. "Shopping guide is to depict the scene for the customer, the positive effects of his possession of the product after the image described to impress the customer transactions. Reminder Assuming the transaction method is mainly applied to the decision-making ability is low, relying on psychological and passive purchase of a class of customers is not suitable for self-conscious or no obvious intention to purchase customers, therefore, the application should be based on customer type and transaction signal. In addition, shopping guide should be natural and generous facial expression, sensible, gentle language, euphemism, cordial, avoid assertive and aggressive, to avoid creating a high pressure imposed on others. Tips three choose to deal This is the shopping guide in the assumption that customers will buy on the basis of providing customers with a purchase options, and require customers to make purchasing decisions immediately method, that is, assuming the transaction, select the transaction. For example: When the customer try on, still hesitant, shopping guide can choose their own choice for several styles of customers for their selection, "This trench coat you want double-breasted, or single-breasted?" "This Skirts are white or black? "The prerequisite for the application of the transaction method is that the customer's focus is not on buying or not buying, but on the product attributes such as product price, quantity, quality, service request, delivery Goods way, time, place, etc. can be used as a reminder of the contents of the transaction. Such as "payment you see is cash, or credit card?" This method ostensibly gave the deal the initiative to the customer, and actually just the right to choose the transaction to the customer, no matter how customers can choose to deal, and because Fully mobilize the enthusiasm of customers decision-making, can quickly lead to transactions. Reminder The use of choice of transaction method, we must first look at the transaction signal, targeting the customer's motivation and intention of pinpointing the marketing point of sale; followed to limit the choice of range, generally two or three choices is appropriate, more will make the customer indecisive, delay time , Reduce the probability of turnover; Third, shopping guide should be a good staff, to help decision-making. Kit four transactions also known as queuing clinch a deal sales promotion skills, shopping guide is the use of people's herd mentality, prompting customers to make purchasing decisions immediately. Substantial turnover method can reduce the risk of customer concerns, especially new customers, we all bought, I also buy, you can increase customer confidence, as can provide some of our successful cases, customers and so on. For example, shopping guide, said: "Miss, this is the most popular fabric this year, Miss Zhang just bought yesterday, today went to Shanghai to wear a business trip." Another example is "this suit, bought a good version, You do not come one. "" This is the storm this year, you see this is some customer orders, there are northeast, north, northwest ...... "This is the use of the customer's motivation to follow up in the customer's heart A long team, so that customers feel only with the crowd, quickly buy is the right choice. Tips to use the public transaction method is conducive to improving the efficiency of sales and promote a large number of transactions. But pay attention to pay attention to professional ethics, do not get gangsters, excuses to cheat customers, otherwise the shopping guide will be so bad reputation, so that customers stay away. Tips five deals This is the shopping guide directly to the customer prompts the last chance, if not seize the opportunity will lose good opportunities and interests, prompting them to immediately buy a transaction technology. Shopping guide in the customer has basically established the purchase of the case, in order to strengthen their conviction and speed up the purchase process, you can properly render a tense atmosphere, with tips regret, so that customers realize that the purchase is an opportunity, good opportunity gone forever , Do not buy in time will have a loss. For example: When the customer said, "This section is OK, let me think it over again," and the like, the shopping guide can emphasize a limited number of deadlines, etc., to increase customer volume, time sense of urgency, from hesitation to decisive, To prompt them to make purchases. Such as "we only have 2 sets of this style, waiting for the next batch of goods to be a long time ..." "We buy 200 minus 80 promotions today is the last day, you now buy this dress only 220 yuan, tomorrow will return to the original price 300 yuan, now buy more cost-effective ah! "" This section of silk dress is very good, and now is the company for the first time to engage in promotional activities, if you buy next I am afraid I can not guarantee the stock. "Tips to use this Law must ask for emphasis on marketing ethics, improve marketing credibility, carry out civilized marketing, can not deceive consumers. In addition, shopping guide to the customer's main motivation for the purchase, a reasonable choice of trading opportunities, the appropriate pressure to exert opportunities to fully mobilize customers a rare opportunity, can not take advantage of the psychological effects of good opportunity, resulting in the atmosphere of the transaction, prompt timely automatic customer transactions. Tips six concessions transaction method Concession Deal Method, also known as concession transaction method, is to guide buyers to provide customers with a variety of favorable conditions to facilitate the transaction of a transaction method. This method is mainly the use of customer purchase motivation psychology, through the sale of none other, prompting customers into a transaction. Such as "this new is ongoing marketing, if you buy now, we can send you a beautiful scarf, just with this coat, this scarf to buy a single but also 200." This is the added value, the added value is The value of a promotion, so this law, also known as concession deal, that provide preferential policies. Another example, "If you buy my company's sweaters, each will buy a bottle of wool-specific detergent, and free ironing time." Tips Prompt transaction method, so that customers feel benefits, enhance the customer The desire to buy, at the same time harmonious relationship between buyers and sellers, is conducive to long-term cooperation between the two sides. However, using this method will undoubtedly increase the selling expenses and reduce the profits of the stores. Improper application may also cause customers to suspect the quality and pricing of the sales products. Therefore, shopping guide should be reasonable use of preferential conditions, pay attention to the comparative analysis of profit and loss and sales forecast, abide by the relevant national policies and regulations, and product promotion work. Tips seven ensure that the transaction method to ensure that the transaction method is direct purchase guidance to the customer to ensure that the transaction, so that customers immediately deal a way. The so-called transaction guarantee refers to the guide promised to customers after the transaction promised a certain behavior, it targeted to resolve customer objections, effectively facilitate the transaction. When the unit price of the product is too high, the amount paid is large, the customer does not know much about the product, and the quality is not sure, resulting in psychological disorders hesitant, shopping guide can apply this method to customers to ensure that its confidence. For example, "Mr. Lee, do not worry, if the return home your wife think the coat color, style inappropriate, then we will be responsible for your exchange." "The brand leather complete after-sales service, you wear after a period of time, the skin Equipment for maintenance, polishing, decontamination, credit card to the designated location with the maintenance, cleaning, polishing and enjoy the discount. "Shopping guide should focus on customer psychology barriers to deal with, for the customer to worry about several major issues Direct prompt effective transaction conditions to lift the customer's worries to enhance the confidence of the transaction, prompting further transactions. In addition, the use of this Act requires shopping guide must be "sure to believe, will inevitably result", otherwise it is bound to lose the trust of customers.
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