When a customer enters the door, the barber or stylist needs to make a simple inquiry, whether to cut hair, wash hair or dye hair. For customers who come in for the first time, they are generally holding the psychology of trying or knowing the situation. Therefore, 582 Beauty Talent Network believes that hair stylists should know how to analyze the psychology of these customers and make good preparations for sales, so as to improve their performance.
Consult guests
Psychoanalysis: Usually, the most common performance of consulting guests is worrying about the price. How much is the color? So we can't quote directly because we don't know the customer's demand for price. Blind quotation, guests will doubt the quality because it is too expensive to accept or too cheap. Therefore, guests who want to keep consulting must calm down and communicate in detail.
Speech: (1). I want to see your hair. Did you do it or did someone else do it? Avoid asking the price directly, change the subject and stabilize the guests.
(2).？ Then please sit here. ? (Let the guests relax naturally)
(3) If the guest doesn't sit down, say: I'm just asking, not today. ? You should say:? I know. It's okay. Let me see the specific quality of your hair first. ? (used to comfort each other and make them lose their vigilance. )
Psychological analysis of quotation strategy
No matter how much the average employee quotes, guests will say it is too expensive, which is normal. In order to make a reasonable quotation, we take a positive approach, first quote a higher price, and then quote a lower price, which will form a contrast.
Quote:? There are two kinds of prices, different products and different prices. The best brand is XX, the price is XX yuan, and the other one is XX brand, the price is XX yuan. ?
If the guest says: it's too expensive! ? We must first prove our price advantage by comparison. .
Speech: Is this price still expensive? This is the lowest price. Please ask about the products that use this brand. Hair as long as yours costs at least XX yuan outside. You often do your own hair. You know the market in this line, right?
If the customer says it's cheaper, we must not promise her immediately when the other party asks for a price reduction, which will greatly reduce the image of our products. Let the other party doubt our quality and our price. In order to make the guests feel that the price is directly proportional to the value, we should say:
Speech:? Just like your hair, if you want to get good results, you must do it in three steps. Now that your hair color has been divided into three sections, we have to do it three times according to your hair color before we can make the color (or hair) well. ? (Reduce the customer's recognition of the price by making the work more troublesome)
Speech:? This is our unified price and the lowest price! Generally, the price will not be reduced again, but I can ask the manager for you to see if you can reduce it a little. ? In order to promote a business immediately, it can cater to the psychological characteristics of the other party, make the other party have strong expectations and hang their appetite. )
In order to further understand the wishes of the guests, we can use clear language and commitment to spy on each other's consciousness.
Speech: Are you going to do it today? It's no use asking if you don't do it today, right?
If the guest says, please call me first. If your price is lower, I will do it today. (The guest has expressed hope) But shall we use it to get through? Manager? Such a third-party form finds out the approximate price in the other party's mind, thus being confident.
Speech:? What is your target price? So I can also discuss it with our manager! ?
If the guest's offer is unreasonable to you.
Speech:? I'm afraid this price won't do! But I still said a lot for you, XX yuan, and I can also send you a nurse. How's it going? Whether we have actually discussed it with the manager or not, choosing the middle is a very smart choice. On the one hand, it can preserve our quality image, echo the promise that our guests will talk to the manager about the price, on the other hand, it can satisfy each other's bargaining psychology. In addition, on the other hand, it gives the other party a small surprise by reducing the price in disguise, which makes it easy for the other party to accept.
When determining the price accepted by the guests, we should not take it lightly, but strengthen the value and praise appropriately. Praise is also a way to strengthen guests.
Speech:? I've never seen our manager so generous, with such a low price, and he can care for his hair. Alas, beautiful people are just different! ?
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