The Customer Went Away After Asking The Price, How To Keep Him?

This is often the case: customers do not enter the shop, or ask the price to go. According to statistics, this kind of intention customers probably account for 30% of the customers in the store. There are several essential links missing.

01 establish good customer relationship (trust).

Establishing a trust relationship with customers is the most fundamental basis for the success of shopping guide, and also the highest level of shopping guide.

02 initiative to explore customer needs

Note: the product introduced is not the best, the most profitable and the latest style, but the most needed by the customers. But this is often the most common mistake in China's shopping guide, and it doesn't tell you what the customers really want.

This requires that shopping guide can not only tap its customers' needs, but also be good at observing and capturing their core concerns. For example, members of the customer's family, personality, hobbies and so on.

03 actively guide customers to experience products.

To enable customers to fully feel the benefits of the product, it can improve their desire to buy; the commodity should be explained (feeling) in a comprehensive way: quality, price, material, service, promotion, function and style. This requires that shopping guides are very familiar with products. This is also the most basic requirement for shopping guide.

04 grasp the timing of the transaction, and actively and effectively promote the signing of the contract.

After settling objections, customers seldom initiate the transaction. It will appear in language, action, expression and so on. Such as: relax; ask the same question again and again; look around and talk about it. We should timely put forward the transaction requirements, and never wait for customers to make a deal.

The secret of dealing with price problems in sales is "price dodge". When guests mention the price in the early stage of sales, we must first "price dodge", hide the value of our goods and guide the guests into the process of trial, and slowly let the guests like our products and finally negotiate the price, which is advantageous to us.

The best defence is offence

The price is only meaningful after the guests like our goods. Now, many shopping guides are guilty of "big arms": take the initiative to declare their bottom price.

The guest said, "not so much money."

Some of the guests who are likely to make a deal suddenly say "money has not taken so much" in the late sales stage. I find such guests are really many, maybe the truth, but many are excuses.

At this time, a lot of shopping guide foolishly came to the sentence: "we can swipe card," and the guest ran away. If the customers were told that they had been there for two days, they could easily return the tiger to the mountain.

The best way to deal with this situation is to let the shopping guide show that the product can be booked first for the guests, and only for the guests to pay a small deposit.

Even if there is no way to deposit a deposit, it is not easy to "let the tiger return to the mountain". The service guide takes out a book to show that we have the obligation to retain the product for the guests. We have to make a registration procedure to record the guest's name, fixed telephone, cell phone, home address and so on.

In the sales process, we often need to cooperate with each other.

Shopping guide in the sales process, pick up, care and so on to complete the sale of simple coordination, needless to say, here is a local clothing store, how to skillfully cooperate with the sales case, you can combine their own sales also want some good skills.

In Hongkong, two brothers have opened a store specializing in men's clothing, including custom-made clothing according to their needs.

Look at how the two brothers fit in with the sales.

Whenever the younger brother is selling clothes for a new guest, he will first tell the guest that he has some problems with hearing in his ear. Therefore, when he exchanges with guests, he keeps asking the guests to speak louder.

Once the guest asks for a suit of his favorite clothes, he will go into the back room and ask the tailor's brother to come out and say, "how much is this dress?"

His brother put down his work, looked up at his clothes and said, "that suit of pure wool suits, 3800 pieces", his younger brother pretended not to hear clearly, then asked again, and the elder brother answered "3800 pieces" again. At this time, the sales brother returned to the guest, and said to the guest, "he wants 1800 yuan".

At this time, many people will quickly buy this suit, and when the "poor deaf brother" finds out "mistake", he will take off his "pie fallen from the sky" and leave in haste.

Shopping guide to see the guests came to complain, or even fell on the table, to complain about the return of goods, some shopping guide is afraid, the result is not handled well, standing quarrel in the store, the result is not to say, light business, image do not know how much. Just remind us of the shopping guide and complain that it is a "godsend" - the chance to sell again.

After the bill is paid, the salesperson must not say "thank you".

In reality sales techniques, I found many shopping guides after the deal, unable to restrain their inner joy, grateful to the guests, said: "thank you." Ladies and gentlemen, what do you mean by "thank you"? Our goods are so valueless and worthless. It seems that the guests are very helpful.

This is a mistake. In fact, there are many shopping guests who say "thank you" to our shopping guide when they are away from the store, because it comes from our courteous service and goods of high value.