First of all, you should know the basic knowledge of the material, style, technology, size, price and selling point of the products you sell, which are all necessary for shopping guides! And it's like saying it backwards, just ask, otherwise, if the customer asks you a price and size, you have to look at the price tag and take a ruler to measure it. The customer's first impression of you is unprofessional, and then your persuasiveness will be greatly reduced! Then you should remember not to make the big taboo that furniture shopping guides often make now! Only materials and processes are introduced.
I think it is a very low-level sales model to introduce the characteristics of furniture materials, crafts and other products to customers from the beginning. Now every family introduces it like this. You remember a core idea! What customers come to buy is not a pile of materials, but furniture, daily necessities and lifestyle! Imagine a shopping guide selling LV bags introducing that piece of artificial leather. Can that bag still sell for thousands?
Second, I suggest you learn consulting sales techniques to sell furniture. This is a very professional sales tool. I can only tell you a few simple steps. The traditional sales concept is to buy products, while the consultant sales technology is to provide customers with solutions to problems! 1. Introduce the core features of the product brand to customers, and first attract customers with a few simple and incisive sentences. 2. Ask the customer questions to understand the problems existing in the customer's situation (this is very important, you should understand the problems that the customer has encountered before using furniture, what are the standard requirements when buying new furniture, and so on. ) 3. Analyze the size of these problems. Help customers make up their minds to solve problems. Help customers understand Solution 6. Help customers set standards for solving problems. Help customers choose solutions 8. Guide customers to clinch a deal. These are just frameworks, and sales are structured. It takes a long time to learn consulting sales well. I hope you will succeed. 90% people use ordinary sales methods, and the sales success rate is 30%; 65,438+00% people use consulting sales, and the sales success rate is 70%. Add it!
Third, there is a key point in furniture sales that you must always remember, that is, you must provide solutions from the customer's point of view and give customers professional and responsible advice. Never buy furniture just to sell it. Don't just recommend expensive ones, just try to stuff the goods into customers' homes. It's no use. The right one is the best. Only when you get a comfortable home atmosphere, customers will be satisfied and will recommend more relatives and friends to buy.