Sales refers to the activities of realizing the production results of enterprises and serving customers. The following are my tips and words for selling sofas for your reference, hoping to help friends in need.

First of all, we should pay attention to our appearance and manners. Salespeople in any industry must pay attention to their appearance and service etiquette when they are engaged in service work.

Dress and etiquette are very important for a durable goods salesman, which determines what kind of first impression you will leave on customers. The quality of the first impression is related to whether we can successfully establish a relationship of mutual trust with our customers. "Trust" is an important factor influencing customers to buy products. If customers trust you, then details will not hinder your sales. But if the customer doesn't trust you, the follow-up sales work will be difficult or impossible.

Second, how to meet customers.

What I want to emphasize here is that it is enough to be polite to the customers who come to the store for the first time, and there is no need to be overly enthusiastic. At this time, it is very important to keep a proper sense of distance between the two, and strive to create a comfortable and relaxed environment for customers. The standard coping and speaking skills are: get up, take two brisk steps (to show welcome to customers), smile and nod, and greet customers at the first moment! Shop Xx, please have a look first and leave the main way forward to customers.

Third, how to follow up with customers.

After the customer enters the door, the shopping guide should follow the customer to choose the sofa. The main purpose of customer follow-up is to understand customers, observe customers, analyze customers, actively seek opportunities to communicate with customers, and stimulate customers' desire to buy. How to follow up with customers? Generally, it is about 2 meters away from the customer, but it varies from person to person and depends on the situation. When customers feel uncomfortable, they should naturally distance themselves or even pause. Generally stand on the customer's side, and the corner of the customer's eye will not touch your place. Don't follow the customer directly. When following up with customers, we should always observe their eyes and steps and judge and analyze their behavior.

IV. Countermeasures for different types of customers

1, type I customers: customers who know the information collected in the previous period. Its main purpose is to visit more houses and learn more, and the stay will not be too long. Or customers find that the style of the sofa is too different from their own preferences and styles, but they have already come in, so they take a quick look and go out again.

Because the customer's stay time is short, it is not advisable to have too much information when selling products to customers. We should grasp some key information, such as product characteristics, product design concept, brand concept, customer number and so on. Let customers leave a general impression on the product. Correct words: "Our xx has been operating in the local area for 8 years and sold more than 5,000 sets of various sofas"; "The design concept of xx products is to emphasize environmental protection and comfort"; The biggest feature of xx products is high customization, which is completely customized according to your needs. When the customer leaves, he must deliver a document to the customer and leave his business card and contact information. Politely escort the customer to the door.

2. The second kind of customers: customers turn left and look right after coming in, and have the intention to buy, but they are not very strong. Facing this kind of customers is the moment to show the level and ability of shopping guides, and turning hesitant customers into actual customers is the most successful sales. The main manifestations of this kind of customers are: obviously slowing down in front of a sofa, paying more attention, actively touching forward, turning over the sofa, looking for the price tag, but not talking or taking more active actions. For the second kind of customers, it is mainly to induce and stimulate customers' desire to buy. Don't give up every customer easily, you can keep following up, create exchange opportunities and find sales opportunities. Here are some specific methods mentioned in sales skills training:

Speech technique 1: start with the products with lower prices that customers can accept or products that they are interested in, so that customers can accept them more. For example, "How about this, sir? We have a product with high cost performance, which sells well. I can recommend it to you first. "

Word 2: If customers are very interested in words such as novelty, novelty, specialty, activity, special price, special price, etc., you can use this psychology to stimulate customers, such as: "Sir, you are so lucky, we are now engaged in full-court preferential activities." "Madam, in fact, I think our baroque sofa must be very suitable for you for a person with taste like you."

Word 3: grasp the customer's psychology and say that the guidance effect will be better. For example, customers are worried about the environmental protection of sofas, such as "Aunt, do you have children at home?" I suggest you pay attention to this sofa, because it is made of materials that meet European environmental standards, which is very conducive to the healthy growth of children. "

Speech 4: guide customers to experience themselves, consciously guide customers to see, touch, smell, knock, step on, weigh in hand, lie down and so on.

3. The third type of customers: target customers.

The third kind of customers are customers with strong purpose. The shopping guides of such customers should be as enthusiastic as possible and provide warm and thoughtful service introductions. Because this kind of customers have a very high probability of becoming customers, they are generally received by experienced shopping guides or sales staff trained by sofa shopping guides. The third category of customers has the following characteristics:

1. There is a happy expression after entering the store. If anything happens, I will say "I have heard of this brand" and "I have seen your advertisement".

2. Ask a certain product directly, pay more attention to details, and have no interest in other products.

3, take the initiative to ask for product description information, ask about product information.

4. Pay close attention to and inquire about after-sales service, delivery time and installation in detail.

5. Come with the home improvement designer. And measure the direction, position and size of the sofa.

6. Talk with the shopping guide about the product price and bargain.

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