First, fully understand the company's products and services, all the company's product knowledge, furniture consultants should be professional. If the customer doesn't trust him, he won't have the image of an expert and can't achieve the purpose of sales. The guest said, "I have seen this furniture next door." Almost. They sell 500 yuan. Why sell 1000 yuan? " ! "How much do you sell like this? You have to explain the difference between the two. Then you should at least know what theirs is and what ours is. If you have no product knowledge, you can't do it!
Fully understand the services that the company can provide. What services can the company provide for its guests? You should fully understand that if you don't understand the services that the company can provide, you can't provide services to customers. Second, to believe that the company's products and services can really sell a commodity, you must first believe in your own products and services. When you believe this thing, customers will be infected by you, and you can sell goods; If you don't believe it, it will be difficult to achieve the sales target.
Third, cultivate your interest in the home field. If you want to know your own products, you must first cultivate your interest in household items. Without this interest, you won't spend time on these things, and you won't be able to understand the products in depth. With interest, you will have the idea of looking around similar products, reading books and reading magazines. You want to know more information, such as what this thing looked like in the past and its future development trend. If you have this rich knowledge, you can "chat casually" when talking with guests. Interest is to be cultivated.
Fourth, constantly strive to improve your sales skills. There are two specialties of real estate consultants, one is product specialty and the other is sales specialty. You must constantly strive to improve your sales skills. Sales skills cannot be achieved in 1 day or 2 days. You must keep doing it and keep thinking in the process: "What would I do in this situation?" If you think about it, just do it! Keep doing it! After that, I thought, "This guest has left, why not buy it?" What did I do wrong? What did I do wrong? What should I do next time? "If you persist in thinking and practice, you can achieve truly professional sales. Otherwise, the guests will leave without buying. You said, "well, today is really unlucky, and another one won't buy it." "Maybe it's another sentence:" This is his loss, not mine! " "If so, you can't improve your sales skills.
The above are the most basic, you must have. If you don't do these things, you are not qualified to be a family counselor. The following are higher requirements. If you can meet them, you will be an excellent family counselor.
First of all, sales with good interpersonal communication skills is nothing more than communication. Without communication, there is no sales. Good interpersonal skills would be better if you have them, but this ability needs to be cultivated slowly and consciously.
Secondly, there are many guests who know about customer behavior, and the types of guests are different. You should know them. Different types of customers should be treated in different ways. The so-called "talking to people, talking nonsense." You should learn this skill.
In addition, every customer is regarded as a new challenge. No matter what kind of guests you meet, rich or not, polite or impolite, you should think like this: "Wow, this guest is a new attempt and a new challenge." Even if you meet a guest who almost threw up in front of you, don't think, "Today is terrible. I met such a guest as soon as I opened the door. " You still have to sell him this 5 thousand sofa. In this way, you can accept any challenge without fear. Only by trying can you make continuous progress. Besides, I always believe that I have provided the best professional advice to my clients. The so-called "best advice" does not apply to every guest. It is nothing more than that each guest has different requirements, abilities and environments. Under all these differences, you can give him the best advice instead of saying, "I can give you a discount of 15%, which is the best price I can give you!" " Provide the best advice according to the actual situation, ability and requirements of this customer. At the same time, you should always believe that you have provided the best advice to your customers. It is impossible not to believe it. Because if you don't believe it, you can't see what the customer's real reaction is, which will lead you to stop communicating with him. If you can't communicate, you can't successfully achieve sales. It's simple!