1, sales skills
Sales staff will go through a period of training before taking up their posts. The training materials of the sales staff of various building materials companies are similar, and the communication methods and skills with customers introduced in the training are also roughly the same, so basically the sales staff in the furniture and building materials market will ask the same question, that is, ask customers? Where do you live? .
2. Cooperate with decoration companies
Many merchants selling building materials have specialized cooperative decoration companies. Decoration companies can get discounted building materials prices from merchants, and both parties can also enjoy some customer information. Generally, cooperative decoration companies will file customer information with building materials suppliers in advance and ask the customer's address clearly, so as not to affect the interests of the cooperative decoration companies.
3. Communication skills
Asking the customer's address is a communication skill when selling building materials, although there is some feeling of prying into privacy. Salespeople can quickly establish the same topic with customers. If the customer answers, it means that the customer is honest and can further report the bill to the customer. If the customer doesn't answer, it means that the customer is very vigilant and doesn't trust the introduction of the clerk. Shop assistants need to consider their next communication methods and skills.
4. Spending power
After the salesman knows the customer's address, he can know the customer's spending power and what kind of community he lives in, and he can judge the size of the apartment chosen by the customer and how obvious the spending power is. Salespeople can recommend products to customers accordingly, and the positioning when recommending products is more accurate. In the salesman's mind, there are already high, medium and low grades.
5. New customers
After the salesman knows the customer's address, if he knows more about the community, he can know the current occupancy status of the community. If the customer is in a new community, the salesman can trace back to the source and tap new customers.
6. Engineering cases
According to the address provided by the customer, the salesman can judge whether there are any engineering cases that his company has done before, which can be used by the customer as a reference and more convincing. If there is no case, he can also give customers a discount in the name of a model house to satisfy customers.
7. Handling fee
What is the state of the community where the customer is located, whether there is an elevator, etc. , can calculate the cost of moving furniture. If there is no elevator, it will increase the difficulty and cost of moving. If there is an elevator, it involves products with relatively large specifications, and whether the elevator oil can be loaded needs to be considered.
8. Transportation costs
General building materials suppliers deliver furniture free of charge. If the address provided by the customer is remote, in the suburbs or other places, the merchants should also consider the convenience and cost of transportation.
The above is about the introduction of some sales psychology of salesmen in the process of buying building materials. When you buy building materials and furniture, you can properly disclose your information according to the points I explained, and play a good psychological and tactical role with the salesman to win more preferential prices for building materials. In fact, these are some common problems, I hope to help you buy building materials.