First of all, according to Maslow's demand level theory, jewelry is a higher level of demand and is defined as luxury goods in economics. Such consumer products have a characteristic, that is, the price elasticity is relatively large. The so -called price elasticity is relatively large, that is, the price of the product has a great impact on the sales of the product. And as a luxury, consumers' more purchase demand is not only in the product itself, but also a way to realize self -social expression, showing their status. Therefore, the consumer product must bring a conceptual consumption to customers The image is like the development of Wanbao Road. It is necessary to establish a conceptual consumption image (it is recommended that you search for the development of Wanbao Road). There is also a different class of customers, because customers have different status and work, so they need different consumer service needs for product needs, or they should adapt to local conditions according to customer preferences. 1 Before sale. The some customers have clear goals to see it in your store, so they really want to buy your products. As long as you perform well, do well in shopping guide, and perform professional. Can't run. The clients are interested in your products, belong to the beauty, and have a little idle money. Come here mainly to see your products, so they must have decorations on them. You have to find their decorations in time and praise. "Wow, this bead is very good, did you buy it on the XX shop on the side? At that time, I also wanted to buy it, but it was gone when I saved enough money, you really have a vision!" A praise The purpose is to get something in common. You can talk about it. Don't let the customer find that you talk to him for selling things. You have to give him a feeling that your things are very easy to sell, and you just want to chat with customers! When he is interested in a certain product, you start to perform professional again. Sometimes hear it. Another guest on the side of the guest said that it is not good to buy this. At this time, if they ask you, you can say, "Last time, there was the same idea as you. They thought it was too expensive and not worth it. In fact, this thing was originally decorated. There is no need to spend too much money. " The purpose of getting the same thing in common and inspiring him to buy, because others have no money to buy. 2 After -sales: The after -sales general quality will not have much problem. The key is that after the guests leave, you must find ways to get more information. Such as birthday, mobile phone number, residential address. Whenever he is on the festival, he has a special product or a special product or new product listing, inform it with a SMS, and use SMS to condolences! M: They will be particularly impressed by you, and try their best to make differentiation with other salespersons!
Sales staff on the front line must read the aforementioned jewelry industry and product knowledge. To fully understand the characteristics of the product. There must be a good understanding of the jewelry that you sell, so that you can use these knowledge to use these knowledge to impress customers. As a successful salesperson, you must finger the store in the store so that you can quickly provide the goods to the guests without the need for guests to wait for a long time, so that the guests have confidence in you. It is worth mentioning that when explaining the advantages of the product to the salesperson, it should be:
1. Use the characteristics to explain the value
The value you seek is not just to explain the characteristics of jewelry to migrate, but to evolve these characteristics into "benefits" and "advantages" that are useful to customers, and pass on to customers in a reliable and organized way.
2. Emphasis on quality
The explanation method should be dependent on specific jewelry and specific customers.
3, emphasizing jewelry representing emotion
It can touch the customer's "need" in emotion, and can stimulate a variety of motivations. At this time, the salesperson needs to be based on consumers according to consumers的言谈举止和行为方式作为判断, 进而提供有针对性的服务. 这些动机常见的有: 求实、求新、求变、求便、求利、求趣、求优、求多、求美、求Different, curiosity, benefit, reserve, preferences, customs, good, imitations, obedience, prestige, showing off, super group, white self -improvement and so on. When selling jewelery, if you can do some targeted work; these motivations are all we can use. Top-Sales/YX/XSJQ/Index . Basic sales 5 steps good reception a, body language: This facing outside the shop, smiling, eye contact, nodding, and greeting forward. b, language communication: Welcoming the rose Supreme Diamond! Hello! Please visit casually! what can I do for you? I name is Xiao Li, please find me casually. c, note: The must not be visible, not to step, not too enthusiastic. When the other party should be asked to watch, I invite to sit down and Fengcha 1. What to buy? Me your customers' purchase goals first. a, eyes: In the customer to buy product types, styles, and prices. b, mouth: what can I help you? This style is new, let me give you good luck? 2. Do you like it? It the need to be introduced to determine the needs of customers, which can be reduced and exempted from unnecessary errors. a, actively introduce -Please sit, my name is Xiao Li, this is my business card. -Mr./Miss, I would like to ask your surname? -Mr. Huang/Miss Li, hello! -Is it good for me to show you? (Products that customers watch for a long time) -I must give you the best! (Products requested by customers) Pu Make to display it with the display boxes to the customer for appreciation. It the best effect to achieve the best effect when displaying the goods, it is recommended to pay attention to the following main steps: ⑴ Prepare a small tray on the counter for placing diamond jewelry. : In the same price range and style series, select several goods (2-3 pieces). 注 Scholars first stare at the jewelry for three seconds to praise its beauty and elegance. 展 First display high -priced goods. 顾 Let customers try to wear goods. 台 A mirror is always available on the counter. Assist customers to make appropriate comparisons. 特 Introduction to the main characteristics and the benefits of customer purchase (psychological satisfaction brought). 客 When customers appreciate the jewelry, do not stand opposite the customer, and should stand on the left or right front of the customer for the customer to appreciate it slowly, do not urge them. 在 We must know that keep silent at the right time and let customers "fall in love". 他们 Makes them feel that the goods are designed for them. 你 "Your Diamond" is called that product. 在 Let them choose between the two until they make their own choices, instead of giving them a lot of goods. 达 Pay attention to the transaction signal. b, invite test wearing -no polite, please try it. c, help test wearing -Let me help you wear it? D, invitation photo mirror -look at it, is it beautiful? The customer may have multiple selection and should be provided patiently. It other salespersons can praise the effect of the guests to try.
Jewelry cannot be eaten or worn. He is a spiritual enjoyment. Therefore, for jewelry sales, you have to take a journey of cultural consumption. It is precisely because of the homogeneity between the previous products that everyone is struggling in the same quagmire. At this time, you may wish to start with the product. Each jewelry has his shape, his materials, and his craftsmanship, we need to re -dig and shape the exclusive temperament and personality of this product. When distinguished from other products, the sales are better. Then we must pack the jewelry characteristics of the digging out, give him soul, and let him live alive. This is the concept positioning of our often mention. Concept positioning is the image and vivid description of the product, and it is a necessary means and way to highlight the personality of the product and attract consumer attention. The concept is a cultural coat for jewelry, allowing our jewelry sales to start. During the marketing spread, jewelry products are like people, which have specific personality characteristics. Therefore, after the completion of the product concept packaging, before the marketing and communication activities are started, it is necessary to determine the main line of communication for the product, that is, to clarify the personality characteristics of the product. This is convenient for consumers to identify products and make other businesses unable to copy. For example, low -cost sales, 3999 yuan, if it is only a price for publicity, even if you have good quality, you will not be outstanding, because you are not much different from other products. Is after some marketing methods bombard, the most important thing is to make jewelry sales terminals prepare, use behavior, action, language affect customers, and retain customers to complete the purchase behavior. This is the ultimate goal. The sales skills of jewelry sales at the front desk 1. Smile, baby -like smile; 2. Praise, women must not have praise, men must not have face; 3. Listen to customer needs. 4. Most of the knowledge in various fields and expand knowledge can become a good sales person; 5. Try to wear to let customers contact the goods; 6. n7. Make friends with customers and do his business for a lifetime; 8. Do customer files and record the customer's interest, hobbies, contact information, family conditions, birthdays, children studying schools, interest, children's birthday, parent birthday; 9. Appropriate gifts are given properly; 10, regular text messages, greetings, promotion of jewelry knowledge, new product introduction; 11. Constantly summarize, sort out, electronic, easy to copy.
First ask, then ask what kinds of products do customers need to buy, introduce the advantages of your brand and products, or the recent activities, your after -sales, comparison with the advantages of the peers
If you understand people, then gently pick up the jewelry, try to reflect as much as possible. Essence Take it for customers. Essence Then there is your masterpiece, that is, it is blowing. Essence Essence
First of all, according to Maslow's demand level theory, jewelry is a higher level of demand and is defined as luxury goods in economics. Such consumer products have a characteristic, that is, the price elasticity is relatively large. The so -called price elasticity is relatively large, that is, the price of the product has a great impact on the sales of the product. And as a luxury, consumers' more purchase demand is not only in the product itself, but also a way to realize self -social expression, showing their status. Therefore, the consumer product must bring a conceptual consumption to customers The image is like the development of Wanbao Road. It is necessary to establish a conceptual consumption image (it is recommended that you search for the development of Wanbao Road). There is also a different class of customers, because customers have different status and work, so they need different consumer service needs for product needs, or they should adapt to local conditions according to customer preferences.
1 Before sale.
The some customers have clear goals to see it in your store, so they really want to buy your products. As long as you perform well, do well in shopping guide, and perform professional. Can't run.
The clients are interested in your products, belong to the beauty, and have a little idle money. Come here mainly to see your products, so they must have decorations on them. You have to find their decorations in time and praise. "Wow, this bead is very good, did you buy it on the XX shop on the side? At that time, I also wanted to buy it, but it was gone when I saved enough money, you really have a vision!"
A praise The purpose is to get something in common. You can talk about it. Don't let the customer find that you talk to him for selling things. You have to give him a feeling that your things are very easy to sell, and you just want to chat with customers! When he is interested in a certain product, you start to perform professional again.
Sometimes hear it. Another guest on the side of the guest said that it is not good to buy this. At this time, if they ask you, you can say, "Last time, there was the same idea as you. They thought it was too expensive and not worth it. In fact, this thing was originally decorated. There is no need to spend too much money. "
The purpose of getting the same thing in common and inspiring him to buy, because others have no money to buy.
2 After -sales:
The after -sales general quality will not have much problem. The key is that after the guests leave, you must find ways to get more information. Such as birthday, mobile phone number, residential address.
Whenever he is on the festival, he has a special product or a special product or new product listing, inform it with a SMS, and use SMS to condolences!
M: They will be particularly impressed by you, and try their best to make differentiation with other salespersons!
Jewelry sales skills
1. Understanding goods
Sales staff on the front line must read the aforementioned jewelry industry and product knowledge. To fully understand the characteristics of the product. There must be a good understanding of the jewelry that you sell, so that you can use these knowledge to use these knowledge to impress customers. As a successful salesperson, you must finger the store in the store so that you can quickly provide the goods to the guests without the need for guests to wait for a long time, so that the guests have confidence in you. It is worth mentioning that when explaining the advantages of the product to the salesperson, it should be:
1. Use the characteristics to explain the value
The value you seek is not just to explain the characteristics of jewelry to migrate, but to evolve these characteristics into "benefits" and "advantages" that are useful to customers, and pass on to customers in a reliable and organized way.
2. Emphasis on quality
The explanation method should be dependent on specific jewelry and specific customers.
3, emphasizing jewelry representing emotion
It can touch the customer's "need" in emotion, and can stimulate a variety of motivations. At this time, the salesperson needs to be based on consumers according to consumers的言谈举止和行为方式作为判断, 进而提供有针对性的服务. 这些动机常见的有: 求实、求新、求变、求便、求利、求趣、求优、求多、求美、求Different, curiosity, benefit, reserve, preferences, customs, good, imitations, obedience, prestige, showing off, super group, white self -improvement and so on. When selling jewelery, if you can do some targeted work; these motivations are all we can use. Top-Sales/YX/XSJQ/Index
. Basic sales 5 steps
good reception
a, body language:
This facing outside the shop, smiling, eye contact, nodding, and greeting forward.
b, language communication:
Welcoming the rose Supreme Diamond!
Hello! Please visit casually! what can I do for you?
I name is Xiao Li, please find me casually.
c, note:
The must not be visible, not to step, not too enthusiastic. When the other party should be asked to watch, I invite to sit down and Fengcha
1. What to buy?
Me your customers' purchase goals first.
a, eyes:
In the customer to buy product types, styles, and prices.
b, mouth:
what can I help you?
This style is new, let me give you good luck?
2. Do you like it?
It the need to be introduced to determine the needs of customers, which can be reduced and exempted from unnecessary errors.
a, actively introduce
-Please sit, my name is Xiao Li, this is my business card.
-Mr./Miss, I would like to ask your surname?
-Mr. Huang/Miss Li, hello!
-Is it good for me to show you? (Products that customers watch for a long time)
-I must give you the best! (Products requested by customers)
Pu Make to display it with the display boxes to the customer for appreciation.
It the best effect to achieve the best effect when displaying the goods, it is recommended to pay attention to the following main steps:
⑴ Prepare a small tray on the counter for placing diamond jewelry.
: In the same price range and style series, select several goods (2-3 pieces).
注 Scholars first stare at the jewelry for three seconds to praise its beauty and elegance.
展 First display high -priced goods.
顾 Let customers try to wear goods.
台 A mirror is always available on the counter.
Assist customers to make appropriate comparisons.
特 Introduction to the main characteristics and the benefits of customer purchase (psychological satisfaction brought).
客 When customers appreciate the jewelry, do not stand opposite the customer, and should stand on the left or right front of the customer for the customer to appreciate it slowly, do not urge them.
在 We must know that keep silent at the right time and let customers "fall in love".
他们 Makes them feel that the goods are designed for them.
你 "Your Diamond" is called that product.
在 Let them choose between the two until they make their own choices, instead of giving them a lot of goods.
达 Pay attention to the transaction signal.
b, invite test wearing
-no polite, please try it.
c, help test wearing
-Let me help you wear it?
D, invitation photo mirror
-look at it, is it beautiful?
The customer may have multiple selection and should be provided patiently.
It other salespersons can praise the effect of the guests to try.
Jewelry cannot be eaten or worn. He is a spiritual enjoyment. Therefore, for jewelry sales, you have to take a journey of cultural consumption. It is precisely because of the homogeneity between the previous products that everyone is struggling in the same quagmire. At this time, you may wish to start with the product. Each jewelry has his shape, his materials, and his craftsmanship, we need to re -dig and shape the exclusive temperament and personality of this product. When distinguished from other products, the sales are better.
Then we must pack the jewelry characteristics of the digging out, give him soul, and let him live alive. This is the concept positioning of our often mention. Concept positioning is the image and vivid description of the product, and it is a necessary means and way to highlight the personality of the product and attract consumer attention. The concept is a cultural coat for jewelry, allowing our jewelry sales to start.
During the marketing spread, jewelry products are like people, which have specific personality characteristics. Therefore, after the completion of the product concept packaging, before the marketing and communication activities are started, it is necessary to determine the main line of communication for the product, that is, to clarify the personality characteristics of the product. This is convenient for consumers to identify products and make other businesses unable to copy. For example, low -cost sales, 3999 yuan, if it is only a price for publicity, even if you have good quality, you will not be outstanding, because you are not much different from other products.
Is after some marketing methods bombard, the most important thing is to make jewelry sales terminals prepare, use behavior, action, language affect customers, and retain customers to complete the purchase behavior. This is the ultimate goal.
The sales skills of jewelry sales at the front desk
1. Smile, baby -like smile;
2. Praise, women must not have praise, men must not have face;
3. Listen to customer needs.
4. Most of the knowledge in various fields and expand knowledge can become a good sales person;
5. Try to wear to let customers contact the goods;
6. n7. Make friends with customers and do his business for a lifetime;
8. Do customer files and record the customer's interest, hobbies, contact information, family conditions, birthdays, children studying schools, interest, children's birthday, parent birthday;
9. Appropriate gifts are given properly;
10, regular text messages, greetings, promotion of jewelry knowledge, new product introduction;
11. Constantly summarize, sort out, electronic, easy to copy.
First ask, then ask what kinds of products do customers need to buy, introduce the advantages of your brand and products, or the recent activities, your after -sales, comparison with the advantages of the peers
If you understand people, then gently pick up the jewelry, try to reflect as much as possible. Essence Take it for customers. Essence Then there is your masterpiece, that is, it is blowing. Essence Essence