How to introduce a sofa in detail? Sofas and beds are the most commonly used furniture at home. As a shopping guide, we need to introduce a sofa well when the guests have the intention to buy a sofa. The following is a detailed introduction to the production method of a sofa.
How to introduce a sofa 1 in detail? It is necessary to introduce the raw materials, production technology, manufacturers and characteristics of each sofa. In addition, paying attention to customers' needs and introducing them in a targeted way will have a better effect. In this process, let customers sit as well as possible, keep smiling and have affinity. For example:
"hello! Do you want to buy a leather sofa? This sofa is not bad. It is made of so-and-so leather with good quality and beautiful color. You can touch it and sit down and feel it. It is particularly comfortable to sit up, and the leather sofa has no odor. The key is that this cost-effective ratio is relatively high and the price is not very expensive. What do you think of this sofa? "
Precautions:
1. Say "Welcome"
In many furniture stores, shopping guides prefer to use "please feel free to look around" rather than "welcome". This sentence is actually inadvertently instilling a subconscious mind of "looking around and leaving" into the customer's brain, so the shopping guide should change his mouth immediately. Smiling "welcome" is the best way to express your welcome to customers.
2. It only appears when it should.
It is very undesirable to be overly enthusiastic without understanding the personality and needs of customers. The excessive enthusiasm of the shopping guide will bring a kind of pressure to individual customers, and they will inevitably run away and get rid of your entanglement. Therefore, the enthusiasm coefficient of shopping guide should not be too high, and it is enough to maintain seven points of enthusiasm. In fact, only when customers need help most, can you show up in time and enthusiastically help customers solve problems, so as to gain insight into customers' real needs and serve customers better, which can be described as getting twice the result with half the effort.
When closing the transaction, don't pay attention to the words used when talking with customers.
We know that the right words can reduce the defensive psychology of customers. What kind of words people hear, what kind of images will be produced in their minds. If customers hear positive and relaxed words, they will think of some happy and relaxed pictures. Don't forget that customers buy feelings and make a deal in happiness!
How to introduce the sales skills and words of a sofa 2 furniture guide in detail?
First of all, we should understand the basic knowledge of the products sold, such as material, style, technology, size, price, selling point and so on. 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!
Second, learn consultative selling technology to sell furniture, which is a very professional sales tool.
Third, the main point that must be kept in mind when doing furniture sales is that we must provide solutions from the customer's point of view and give customers professional and responsible opinions. 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.
Several steps of consulting sales mode:
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 find out the problems existing in the customer's situation (this is very important, you should know the problems that the customer encountered before using furniture, what standard requirements are there when buying new furniture, and so on. ).
3. Analyze the size of these problems.
4. Help customers make up their minds to solve problems.
5. Counseling customers to establish solutions.
6, counseling customers to establish standards to solve problems.
7. Guide customers to choose the scheme.
Guide customers to clinch a deal. These are just frameworks, and sales are organized! It takes a long time to learn consulting sales well. 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%.
How to introduce a sofa in detail? 3. How to introduce the selling point of sofa?
1, color
The color of the sofa must be in harmony with the color of the room, or as a supplement to it. Generally speaking, when shopping, consumers want to make their homes the most fashionable, so sofa manufacturers must pay attention to the consistency of products with the latest styles and tones, as well as the colors, patterns and textures of decorative coverings.
2. Decorative coated fabric
There are many kinds of decorative covering fabrics to choose from in the market now, mainly depending on what color consumers like, or what texture they like, or they don't want to be the same as the furniture of their neighbors or friends. In order to correctly evaluate all kinds of coverage available on soft furniture, two kinds of coverage fabrics can be pointed out, one is textile fabric, and the other is non-woven fabric or leather.
2. 1 textile fiber fabric
Textile fiber fabric is the most widely used decorative covering fabric in the American sales market. In order to make an overall evaluation of the fibers or yarns that make textiles and the structural patterns of textiles, we must first understand how many choices can be obtained in textile fiber fabrics. Natural fiber materials include silk, wool, cotton, flax, especially cotton. After pretreatment, it helps to prevent discoloration or pollution, and is the most widely used natural fiber material.
Man-made synthetic fibers are made of chemical raw materials, and the most commonly used ones are acrylic acid, nylon, olefin, polyester, rayon and so on. Many fabrics with man-made fiber structure are well known for their trademarks. In most cases, textiles are a mixture of various fibers. One of the most common examples is the textile blended with polyester and cotton fiber. According to the fabric structure, there are two most commonly used fiber materials in soft furniture: textiles and non-textiles
(1) Textile is a kind of fiber material woven by machine, which is made by crossing two yarns at right angles in the warp and weft directions. Many textiles are widely used in soft furniture:
Jacquard fabrics woven with yarns or fibers of different colors into decorative patterns are examples of such fabrics, such as brocade, carpet and jacquard brocade. All these fabrics are common and relatively conventional materials in traditional style soft packaging furniture.
Fluffy fabric is called fluff, which is to rub the fibers into a ball or stand up densely to form a three-dimensional structure. The most typical pile fabrics are velvet and corduroy. For traditional or contemporary soft package furniture, use woolen fabrics with corresponding colors and patterns.
Wool knitted fabric is made of fluffy, flexible and elastic wool by machine or hand. One of the most commonly used yarns in patterned fabrics is chenille yarn. These fabrics show an unorthodox feeling, and some of them are used to imitate ancient household clothes. This kind of wool is used in various styles of furniture in the living room.
Plain weave fabric is a kind of fabric woven by monochromatic yarn or fiber with special texture, which is characterized by texture and is used in various styles of orthodox or unorthodox furniture.
Printing and dyeing fabric is a kind of fabric after printing and dyeing, which is generally printed with decorative patterns. Examples of this kind of fabric are polished printed cloth or polished cotton cloth, which can also be made into glossy cloth, such as irregular patterns related to clothing, or specially designed for family rooms, summer or temporary furniture. Wool knitwear blended with nylon, rayon, cotton and wool can also be printed and dyed.
(2) Non-woven fabrics and leather coverings play a very important role in soft furniture. Nonwoven fiber materials include:
Ethylene materials, mainly ethylene films, are either coated on the surface of other fiber materials or used alone. In short, they are a very common nonwoven fiber material. Ethylene is widely used in furniture, and its main advantage is wear resistance. Although they are often considered as "substitutes" for leather, they can be printed with various patterns. Ethylene materials are widely used in office furniture, community furniture and public furniture.
Recycled fiber products, with finely divided fibers stuck on the bottom of plain woven fabrics, have a three-dimensional effect, which is very similar to wool fabrics, and are often printed with various designs. Recycled velvet is an example.
Knitwear is made of one or more strands of yarn and is a cheap fiber fabric. For soft furniture, it is very important to choose which yarn to make knitwear.
Suede fiber fabric, often used for decorative covering of soft furniture, looks like real suede, and its price is generally lower.
(3) Leather is another kind of fabric used in soft package furniture, which is often used to make high-grade products. However, in fact, leather-covered furniture varies widely in price, color and quality. Almost all leather used for furniture is taken from beef cattle.
The price of this kind of leather depends on the number of split layers, which layer is used and the type of surface treatment during tanning. It is a common practice that mixing leather with vinyl can greatly reduce the price of leather furniture. Specifically, the seat surface is covered with leather, and the armrest and backrest are covered with vinyl plastic film dyed in the same color as leather. Soft packaging fabrics are usually surface treated to make them more resistant to dirt and pollution.
3. Style
The third feature of sofa sales is style. Consumers will look for soft furniture that matches the home decoration. As long as they take a fancy to a certain kind of furniture, there are many manufacturers to choose from. In soft package furniture, compared with other features, the frame shape determines the style characteristics.
4. Overall appearance
Whether a piece of furniture sells well depends on its overall appearance, which is mainly influenced by the details of the soft package and whether the fabric is properly matched under a specific appearance. Many people engaged in the soft package furniture industry believe that fabrics and frame shapes should echo each other and complement each other in order to sell well. Designers must pay attention to the design of all interfaces, such as handrails, legs, edges, cushions, etc., in order to make products attract customers. A well-designed product must be properly packaged so that all aspects can cooperate well. Special attention should be paid to the pattern of the fabric, such as stripes or squares of the fabric, the pattern of the center of the fabric, etc. , is an indicator of quality.
5. Internal structure
Consumers generally can't see the detailed structure of the sofa. However, the retailer must have a thorough understanding of this product, so that he can tell consumers the characteristics of furniture. There are some invisible features that just show the good quality of the product.
The quality of frames used in sofa products is often different. Wood is a common material for making picture frames, and the picture frames with better quality are made of kiln-dried materials. Hardwood frames can be connected in many ways, such as using sticks or screws. In order to improve the strength, the insertion angle is often added. The strength also depends on the bonding method and whether the interface saw is cut properly, which can make the connection between them tight.
Various types of spring structures are designed to improve comfort, and they are the key components of internal quality. Springs have five basic types of structures, and many manufacturers use one of them to ensure the necessary comfort of spring function. Manufacturers can use one or more of the following structural types:
Spiral spring or conical spring, the top conical spring or spiral spring has 8 turns, and it is wound into a double cone by hand, which is often used in chairs or sofas to improve comfort. Generally speaking, it is required to fix the springs firmly on the base and skillfully connect their top ends with strong ropes. Tapered springs can also be made into units, connected by steel bars and fixed on the frame. This kind of unit spring structure has many advantages compared with manual winding spring, but it is much cheaper.
The bent steel wire spring is zigzag (or zigzag), and both ends of the spring are directly fixed on the frame of soft furniture. On the chair surface or backrest, they are tied together in parallel to realize the function of spring.
Fixed wire spring, the structure of fixed wire spring is similar to that of bent wire spring, but this spring forms a rectangle with different curvature and angle from zigzag. The fixed wire spring, like the bent wire spring, is directly fixed on the frame.
Grid-shaped suspension spring, which is grid-shaped, sometimes wrapped in paper or coated with plastic. One side of it is directly fixed on the frame, and the other side is fixed on the frame with a spiral spring to realize the function of a spring.
Elastic net does not belong to any type of spring. Some manufacturers apply various types of elastic nets, which are fixed directly on the frame. Filling materials are used to fill handrails, backrests and other parts. The type of material used and whether the filling is good or not is another indicator of quality and comfort.
The comfort of sofa mainly depends on the seat surface and the cushion of backrest. Among home sofa products, the following types of cushions are the most common:
(1) The top cushion is filled with down or spring wool. Waterbird feathers are used as filling materials for soft mats filled with down feathers. The spring down pad is made of a group of small spiral springs wound separately and filled in the polyurethane core, which is called Marshall unit. This inner core is made of polyester and down, and the whole unit is sewn with a sleeve and embedded in the cushion as an inner liner.
(2) In many middle and high-grade soft furniture, the most used cushion is polyurethane foam, which is wrapped by multiple layers of polyurethane foam fibers, and a colorless cover cloth is sewn outside and stuffed into the cushion cover.
(3) The polyurethane cushion core and the polyester block are bonded or glued together. This kind of poly-vinegar block is directly inserted into the cushion cover without sewing the cover.
(4) The cheapest cushion is to use a whole piece of polyurethane foam and directly plug it into the cushion cover. This kind of cushion is often paired with cheap backrest cushion, which is actually filled with chopped polyester fiber. Whether the furniture has been properly soft-packed, the final test method is to see if the frame can be felt through the covering fabric. If you can touch the hard edge of the frame from the outside, then the wrapping and filling are not good, and the fabric will wear out quickly.
Step 6 be comfortable
Another important factor that affects the purchase of sofas is comfort.
Retailers always let customers sit on the sofa to see if they feel comfortable. Do people land on their feet after sitting down? Is it difficult to stand up after sitting down? Are the seats wide or narrow? How hard and soft are the cushions and backrest? These questions must be answered with confidence, so that the store can make customers happy to buy soft furniture for sale.
7. Performance-price ratio
Cost-effective ratio is one of the factors that people make the final decision when buying soft furniture. Although it is difficult to define cost performance, the relationship between price and value is simple, that is, "Does the customer think this product has the highest cost performance compared with other similar products?" In recent years, people emphasize whether furniture production is a modern product or not, and use cheap parts to ensure the lowest price for consumers.
Now the frame made of man-made board has replaced the frame made of solid wood, because the strength of the frame made of plywood and oriented particleboard is good enough, and the manufacturer can reduce the cost. Other efforts include reducing labor costs, including improving production technology or importing cheaper parts. Some soft furniture is imported to reduce the price, although the import of soft furniture is far less than that of wooden furniture.