Jewelry sales skills: The era of tough sales has passed, and then only customized sales.
Jewelry sales case:
Every time I introduce the product, the customer seems to be absent-minded. I feel dubious when I say something to me. I finally left after I learned it, and I didn’t give a contact. Where does this problem come from?
Jewelry Sales Tip 1: Understanding Customer Needs
Two detailed explanations have been written on how to understand customer needs.
Why is it so important to understand the needs?
In the sales process, only if you give the product that the customer wants, in the end, it is possible to make a deal, instead of just selling it.
To understand the needs, the core is to consider the problem from the perspective of the customer, in order to help customers choose the products that truly meet her.
At the moment when the information is basically transparent, only the customer can feel the value of yours, and there is the possibility of secondary consumption.
The premise is that you have to know your own strengths and conditions.
Each brand can have a corresponding advantage selling point, depending on how you shape it.
Jewelry Sales Tip 2: Correcting Consumer Ideas
When you know what your customers need, and then you haven't reached the stage of sales, you need to further correct the customer's consumption concept.
Give two simple examples:
1. The customer originally wanted 20,000 to buy a carat diamond ring. This is the customer's demand, but for those who know how to sell it at the jewelry store, this is impossible.
However, it does not mean that you can retire customers, and your education work begins.
There are two kinds of information, you need to help customers spread:
A, one carat market price;
B, 20,000 budget can choose what kind of diamond ring.
2, the customer wants 20,000 to buy a 50-point diamond ring, this budget is basically available in which jewelry store, but does not mean that you can recommend it casually.
A. You need to know more about the customer's requirements for the 50-point diamond ring and make the corresponding information popular.
B, what you recommend, should be the most cost-effective style.
Maybe because the customer doesn't understand, you just recommended a profiteering product and sold it. The customer will definitely know through a certain channel that it is worth buying.
This is why it is necessary to educate customers, that is, to correct the customer's original consumption concept.
Only if you let the customer feel that the purchase is worthwhile, will you have to re-sell or refer to it, otherwise it will only be a one-time sale.
Jewelry Sales Tip 3: Providing a Solution
I believe that every sale can give customers a solution at the end, but if you can attract customers to place an order, you have to look at your sales level.
Just like the example above, some sales hear customers want to buy a one-carat diamond ring for 20,000. The first reaction is how possible.
Sometimes, even if your product is not as good as others, the customer is still willing to find you.
why?
Is it because customers recognize your character and service attitude, and where does the excellent service level come from?
Originated from the mentality of your reception.
When you no longer treat customers as customers, but treat them like family members, your starting point is to consider each other.
The solution you finally gave is no longer aimed at sales gains, but is really helping customers solve problems.
Some people may say that there is no need to say that they are so great, that the products are not sold, and that everything else is empty.
In fact, only through the repeated tempering of this mentality, in the end, you will develop a sales model that truly serves others. And this model is with vision and sincerity.
Why are they able to win with service in international brands of five-star hotels or international big-name jewelry stores?
Why do customers know that the diamond ring that they originally bought for 50,000 would rather spend 150,000 to buy?
This is because:
A. Sales are built on excellent service, and the expression of this service is that you can gain insight into the inner needs of customers.
B. The reason why customers know that they are expensive and willing to buy is because they recognize your character, including the service model, and this service model has created the brand to sell products at high prices.
summary:
Including future jewelry sales training, the focus is on the individual sales consultants.
Each person's sales level is different. At present, the problems encountered are different, and the required growth points are different, so a customized sales training mechanism is needed.
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