When a customer enters a store, shopping guides can determine who is the customer and who is the company to purchase with the degree of intimacy between them and the professionalism of purchasing knowledge. Among the accompanying buyers, who is the first influencer and who is the second. Jingle cats think that the customer and the first influencer are the two most important roles that we should value in our sales. If a customer wants to take a purchase, he will surely seek the opinion of the first influencer, and the first influencer will also have a great influence on the customer and other influencers.
1, affect the audience, prior prevention
In the same words, when we say it, the customer may not believe it, but if it is what his friend said, he may believe that this tells us that the customer is more trusting in his friend. Therefore, the store salesperson must not neglect to accompany the purchaser, and do not appear in this situation where only the customer will accompany the purchaser. Because the accompanying purchaser does not have the right to purchase, he has the right to purchase veto and his language influences the customer very much.
Here are a few tips that can be usefully added:
A. Eye contact. Maybe we can only talk to one person at a time, but we can do more eye contact with the accompanying purchaser when we speak, so that escort buyers feel respect and attention.
B. Appropriately consult with the purchaser. In order to show respect for the escort, you can ask for their opinions on some unimportant issues. About 70% of the interview time should be placed on customers, 25% on the first influencer, and the other 5%. . In short, let the accompanying buyers feel your goodwill, respect and attention. If shopping guides handle the relationship with the accompanying purchaser in the early stage of sales, they will give an immunization dose to the negative influence of the accompanying purchaser that may appear later in the sale.
2, use the relationship, pressure each other
Some escort buyers may recommend products for friends. If the customer is satisfied and you think it is also good, you can put some pressure on the customer. For example: this lady, your friend really understands you, he gives The clothes you recommend are really suitable for you. This sentence will give customers pressure and allow the accompanying buyers to stand with you, because he does not directly say something ugly, more or less to give a friend a face, not to mention he himself is also very fond of this product.
On the other hand, if the customer chooses something he likes very much, then you can also exert pressure on the accompanying buyer. For example: This gentleman, your friend should like this suit. If the customer really likes it, plus your previous relationship with the accompanying purchaser is doing well, then the probability of escorting the buyer directly to say something ugly will be reduced. Because if this actually means that the customer has no vision and appreciation level, then he will give his friend a face more or less, so it will also create psychological pressure on him.
3, respond positively, ask for advice
Unprofessional shopping guides are very antagonistic to their relationship with the accompanying buyers. This does not help solve problems and promote sales. If there is indeed a negative act of escorting the buyer in the sale, in order to increase the success rate of the sale, shopping guides may jointly recommend products for the customer by pulling the escort into the partners.
Template Walkthrough
Shopping guide: This gentleman, you are not only very familiar with clothing, but also very hard for your friends. It is good to bring your friends together to buy clothes! Ask, what do you think is not suitable? We can Exchange ideas, and then help your friends choose what really fits him, okay?
Comments: First of all, sincerely praise the buyer to escort, and then consult his advice. As long as the accompanying buyer is willing to give his opinion, it means that we have won his support and the probability of successful sales will greatly increase.
Shopping guide: (To the customer) Your friend is very good at wearing clothes, but also very hard, no wonder you will bring him to buy clothes together! (To escort the purchaser) I ask this gentleman, what do you think there is Is it inappropriate? Can you tell me that we can come together and give advice to your friends and help her find a suit that suits her better?
Comments: First of all, customers indirectly praise the professional, careful, etc. accompanying the purchaser, and then ask the buyer to accompany the buyer's views, pull him as his adviser, as long as he gives advice, the sales process can continue to move forward.
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