1. Getting to know customers for the first time
There is a psychological distance between people, either far or near. Relatives and friends can be very close, and the psychological distance is very short and close. But this is not the case between salespeople and customers. Customers entering the store, especially those who have never been to the store, always have a strong sense of prevention and lack of security. For the above reasons, the cost of buying a diamond may be the savings of ordinary customers for one year or more, so how can you spend it casually! Especially when you come to buy diamonds, you don't know much about it, and this awareness of prevention will be stronger. Let's assume a scene: a gentle lady walks into a jewelry store, and the clerk greets her warmly with a smile, enthusiastically recommends products to her one by one, and actively asks her what she wants to buy. But the young lady always looked cold, and finally said, I'm just looking around, and then turned around and left. The clerk was puzzled. Did he take it by mistake? In fact, a truly experienced salesperson would never receive customers like this. To recommend your products to customers, you must first understand their needs. To understand the needs of customers, it is necessary to understand the psychology of customers and know their true wishes. Then carry out targeted promotion.
Don't be too enthusiastic when contacting customers for the first time, so as not to make them feel alert. For regular customers who often visit your store, the salesperson can greet customers without scruple and ask them what services they need. Be sure to make customers feel at home and create a friendly sales atmosphere from the beginning. For the first-time customer, you should make him feel that you noticed his arrival at the first time, and the store is ready to serve him at any time. But you should patiently observe the customer's movements, concentrate on the changes of his eyes and facial expressions, and constantly try to shorten the psychological distance with the customer. When a customer approaches your counter, you can stare at him out of the corner of your eye. Once you find that his eyes are opposite to yours, you can smile and nod, say polite words such as "Welcome" or "Please have a look around", pay attention to the customer's expression and line of sight, and be prepared to communicate with customers. After observing and listening, the salesperson should show the goods to the customers in time. What is the best time to approach customers? One of the following performances of customers is the opportunity to show their products:
-Customers stay at the counter for a long time.
-Customers stare at a certain kind of jewelry for a long time.
The customer asked the clerk to show him/her jewelry.
These are all good opportunities to show the goods to customers. At this time, you can come forward and suggest to him: Can I show it to you? If the customer has no obvious rejection, he should take out the product quickly and give it to the customer for him to look at carefully and encourage him to try it on. At the same time, he will introduce the characteristics of the product and naturally enter the next stage-product promotion.
2. Product promotion
Of course, some customers may refuse resolutely because they are worried that you will launch a fierce promotion campaign to them. You should respect customers' opinions, continue to let them browse and appreciate them, and at the same time, introduce the characteristics of our products in a gentle and gentle tone within a proper distance, such as novel style and fine workmanship. Don't rush to sell a specific product, but introduce it kindly and objectively, gradually dispel the tension and vigilance of customers and gradually narrow the distance with customers.
When the customer is really interested in a product, it is the official beginning of your communication with the customer. Through communication with customers, you should understand their preferences, purchase purposes and approximate budgets, so as to influence their purchasing thinking and tendency through recommendation.
There are many factors influencing customers to buy jewelry, which can be summarized as perceptual factors and rational factors. Shop assistants should carefully judge the types of customers, understand their ideas and try their best to meet their requirements. Jewelry is not a necessity of life, but purely for psychological satisfaction, so emotional factors largely determine the motivation to buy. Based on this, in the process of recommendation, the salesperson will convey the following information to the customer in the appropriate language at the appropriate time after knowing the customer's purchase purpose:
When buying jewelry for yourself: expensive jewelry can improve the social status of the wearer. Jewelry has always been a symbol of status and status. People who buy jewelry more or less hope to improve their status, gain the respect of others and become people with face by wearing jewelry. To promote expensive jewelry, we should emphasize this point (of course, we should pay attention to the expression of language), so that customers can agree that the more expensive jewelry is, the less ordinary people can afford it, and make him feel that his position is more different and extraordinary after wearing this kind of jewelry.
-When choosing gifts for others: Jewelry with special significance can make people feel emotionally satisfied. Jewelry has gradually been endowed with many cultural and emotional connotations in the long history of mankind. For example, diamonds are regarded as a symbol of love, and different gems can be used as birthstones in different months. These are all good selling points. These words are very convincing when you know that your customers want to buy gifts for married couples or birthday presents for friends.
When a fashionable lady chooses jewelry for herself, beautiful jewelry is highly decorative. Beautiful jewelry can really give people beautiful enjoyment, especially jewelry with excellent quality, unique design and fine workmanship, which is more elegant and gorgeous when matched with corresponding clothing. When recommending a piece of jewelry to a well-dressed lady, you can say, "This jewelry is very suitable for your temperament", so proper praise can often help customers make a final purchase decision.