Shopping Guide, Who Are You Attacking?

Only professionals can be excellent.

This sentence is not bad, but put it in the wrong context.

It is a normal phenomenon that a customer appreciates the appearance of another brand, or likes its unique functional design, but disagrees with its own products. However, many guides directly adopt the method of directly lowering the opponent's behavior.

This method is not advisable.

Different customers hide different purchase motives and purchase needs behind the objection. Some are concerned about the appearance of the product, some are concerned about the price of the product, others are concerned about the performance of the product, some customers are concerned about the quality of the product, and some customers are concerned about the after-sale service of the product.

The guide is to discern, excavate and detect the truth behind these objections.

This objection is pformed into a display.

Opportunities, and provide information and interests to meet customer needs, rather than attack.

In the case of buying lampblack machine, customers said that the imported brand of lampblack machine was pretty good, and the shopping guide immediately counterattacked, while fighting back the competing products, it also hurt the customer's self-esteem and made the customers feel that they had no common sense, and the products that they should not buy were still appreciated by themselves.

If the guide member hears the customer to say so, he can immediately analyze the customer's concern about the purchase of the product, and guide the appearance in the appearance of the product, which can also create sales opportunities.

Here it is.

Design the following scenario:

Shopping guide: Sir, your light pink shirt is the latest model this year. It fits you perfectly.

(first we need to observe, we need to find support points for convincing customers).

Customer: Thank you.

Shopping guide: Sir, you seem to have a unique appreciation of beauty.

Why do you choose so many styles and colors of shirts?

Customer: I like this style! / this year's fashion! / this color just matches my suit. / no answer, no response.

Shopping guide: clothes with different styles and colors are not good for everyone. The choice of shirts should be based on different skin color, different occasions, different coats and different temperament. Your shirt must have been carefully selected.

Am I right about the choice of shirts?

Customer: Yes.

Customers who do not agree with others tell others that they are casual clothes buyers.

The general customers will agree with the shopping guide.

Shopping guide: you see, there are many kinds of shirts. You have chosen the most suitable one for you.

Similarly, the appearance of the lampblack machine also has many models, which are designed according to different kitchen decoration styles and customers' aesthetic vision.

What is the decoration style of your kitchen?

At this time, once the customer has described the kitchen decoration style, they can take out the prepared sales information. (the guide must have multiple photos of the cooking hood installed in different kitchens), find out the picture of the assembling effect of the lampblack machine similar to the customers' kitchen style, and guide the customers to see the appearance of the ventilator only in the kitchen, so it can not be seen in the shopping mall.

At the same time, we praise customers for their ingenuity in kitchen decoration and emphasize the unique aesthetic standards of customers.

The final result is that a hood is most suitable for customer kitchen decoration.

At the same time in the explanation of the appearance, supplemented by the explanation of the performance of the product, the chance of paction will be greatly improved.

Facing the similar objection of customers, the first consciousness of shopping guide should be "Shun first", first follow customer's thinking and statement, do not force the customer's thinking to be forced, and can't arbitrarily fight back.

Then, what is the meaning and meaning of a customer objection? The expression of views is supported by reason. What is the reason for the customer? After exploring the source of the customer, that is, the real demand, we should "guide the viewpoint" and gradually introduce our own viewpoint. This process is the process of inducing the customer's thinking, not imposing, and paying attention to the identification of the customers.

Objection, well handled is also a sales opportunity.