1. Know drawing (civil drawing, mechanical drawing), and be proficient in drawing design drawings and construction drawings that meet national standards.

2. I can understand all kinds of civil construction drawings. Besides structural construction drawings, I am also very skilled in water supply and drainage (water supply and drainage) engineering drawings, heating engineering drawings, ventilation engineering drawings, electrical lighting and fire fighting engineering drawings. This is very important for interior decoration design: it can avoid the conflict between decoration design and civil facilities, and can carry out decoration design more thoughtfully and appropriately.

3. Understand perspective, can quickly draw indoor perspective skeleton line drawing, accurate perspective: can draw axonometric drawing (fixed axis and included angle between axes). This is the basis of drawing a good rendering.

4. Can draw color effect diagram, can correctly express the sense of space, texture, color change, subjective feeling of furniture and equipment, light environment effect, etc.

5. Be familiar with the functions, characteristics, size specifications, colors, decorative effects and material prices of various civil engineering materials and building decoration materials (PPP). ), in order to correctly select materials and properly match materials.

6. Understand the basic structural types of buildings, especially the advantages and disadvantages of various structures and common construction methods.

7. Have knowledge and accomplishment in architectural style, interior and furniture style, and be familiar with various basic features and variants. Also understand the historical development of various furnishings.

8. Have the knowledge and skills of surveying and mapping, be able to correctly record field measurement data and collect data for design.

9. Be familiar with the decoration construction technology to ensure the decoration quality.

10. Extensive cultural knowledge and cultivation are conducive to improving the level of interior design.

1 1. Be good at collecting and accumulating design data, such as sketching, surveying and mapping, taking photos, copying and recording, and constantly accumulating useful design data.

12. Master the skills of professional investigation, whether it is a comprehensive PPP investigation or a professional PPP investigation, you can grasp the main points and get the information that designers should have in order to facilitate interior design work.

13. High-quality models will be made independently, which requires designers to understand materials and technological practices, and will use necessary tools and equipment. This is the practical ability that designers should have.

14. Can take photos, know darkroom technology and take photos. These skills can also be mastered by designers.

15. Interior designers can also learn computer-aided design (CAD) and master the skills of drawing design drawings, construction drawings and renderings with computers.

16. You should have knowledge and accomplishment in garden art, bonsai and flower arrangement art, and know the special PPP and function of greening trees and flowers.

17. The 3DMAX project should be deeply studied and understood.

18. Strengthening the understanding of electric light source, light source products and lighting technology is beneficial to indoor lighting design.

19. interior designers should learn sociology and understand the relationship between people, people and classes, classes and lifestyles, and needs, which is helpful for good design.

20. Interior designers should also have a deep understanding of environmental science and keep up with the new development trend. Add two more: understanding physical dynamics and chemical biology.

(1) The basic qualities that a designer should possess.

Any designer hopes that his design works will be accepted, and that the transaction negotiation with customers will be successful, and everyone is striving for this.

All kinds of effective methods and secrets of success.

First of all, the designer's own image is very important. A well-educated person with a certain artistic accomplishment, as well as his good and elegant appearance.

Not to show off and show off. It represents the image of the company. In the actual negotiation and transaction process, he is also the designer of a company.

It is also very different to get the customer's evaluation by using the same skills. Usually, the reason for this evaluation comes from the designer himself. Excellent designer

In the communication with customers, they will leave a good or high evaluation, on the contrary, designers with insufficient ability will leave customers in the communication with customers.

Many misunderstandings make customers lose confidence in designers and companies at the same time. Customers learn about the company by talking to designers, regardless of these.

The designer's position in the company is high or low, which represents the overall image of the company.

Secondly, all designers should learn to recommend themselves. Most designers will talk about the company in the negotiation, but one thing must be done.

Note: You must promote yourself while introducing the company. In actual negotiations, customers are most concerned about price, project quality and after-sales service.

. So we want our customers to know more about our designers' own abilities and the company's operation policy.

In today's increasingly fierce market competition, companies are working hard in all aspects, so in the case of the same price, quality and later stage,

In the case of service, how to let customers choose your company and choose you as their designer depends on our personal and overall advantages.

First of all, we must learn how to sell ourselves and how to add extra factors to produce better results. What customers need is strong ability.

Only excellent designers with a sense of responsibility and high quality can meet their requirements.

In daily work, we should avoid being disheveled and depressed, and avoid the first impression brought to customers by bling and heavy makeup.

Poor image, losing the temperament and image of the designer itself. Actively create a good conversation atmosphere for yourself. Male designers had better wear suits.

Shirts, necklines and cuffs must be clean and smooth, and ties should be neutral, not too fancy or too dark.

Female designers should not dress up too fancy, make up too much, wear too much jewelry, and show elegant and generous professional femininity.

Language use is very important. In the conversation with customers, use warm and confident language, which requires you to be energetic.

Be kind to every customer.

The cadence of expression will increase the persuasiveness of what you say, so you need to speak loudly in the conversation with customers and avoid the mantra.

Avoid speaking too slowly and lisping. There is an old saying in China, "It is not surprising to be polite to others". The image of a designer should not only focus on clothes and language.

Gas, you should pay more attention to your self-cultivation, and polite behavior will help you succeed.

In the conversation, let customers fully express their ideas and be good at listening to customers' conversations, which will help you to know more information and real ideas.

Help build mutual trust with customers; In conversation, you should express yourself in a relaxed manner. Being too nervous will reduce constructive suggestions.

Weight will also weaken your persuasiveness.

Second, character and character.

1, positive attitude towards life

Designers should have a positive attitude towards life than anyone else and face achievements, setbacks and failures calmly. It is difficult for people who are frustrated by setbacks to succeed.

An excellent designer should have the qualities of taking failure as valuable experience, actively summing up and courageously challenging the goal of success.

Step 2 be patient

Repeated visits to some potential customers are also one of the means to achieve the goal. We can keep getting customer information in every visit.

Real needs, and then targeted reception and return visit, will certainly reduce the other party's rejection, patient reception for three or four times, maybe customers will have it

I intend to cooperate with you. Therefore, in order to avoid failure, it is very important to cultivate endurance.

3. Intelligence

Intelligence is very important for designers. Intelligence is the basis of our quick response to customers' questions, and it is also the basis of our adoption.

The foundation of clever and appropriate coping methods.

4. Steady attitude

An excellent designer is not only a debater, but also a master who can explore customer needs from the heart and make appropriate responses.

In talking with customers, we hope that the other party will understand our point of view and tell customers that we understand his needs and can meet them. and

We don't want our customers to agree with us and finally not cooperate with us. Therefore, a stable mentality is necessary, and what we advocate is by no means unreasonable.

Then, blindly obey customers and be more serious about customers, but take care of the overall situation on the basis of understanding and respecting customers. The foundation is respect

Heavy, true and not hypocritical.

5. Reliability

In the market situation of oversupply, designers often face the ambiguous situation of customers wandering around. For customers, if they want to accept new

The company or the company's market visibility requires the cooperation of designers and their expertise in all aspects. The most important thing is to make customers happy.

Accepting a designer means trusting him, which requires that the designer must have actions to make the customer trust, and the two sides are not only temporary.

Easy relationship. Only in this way will customers be willing to advertise for you and bring more customers back.

Step 6 be considerate

People with good eloquence may not become excellent designers, because such people often concentrate on their eloquence and ideas and ignore customers.

The real needs of excellent designers will constantly inquire about the needs of customers, and judge the real needs of customers with delicate sensibility and compassion.

Satisfy the final transaction.

Step 7 imagine

Excellent designers should also have the ability to describe the company's prospects, imaginative statements, not only can eliminate the rejection of residents, but also give people confidence.

It brings satisfaction and self-confidence, enhances persuasiveness and promotes the success of the transaction.

Third, the basic body language that a designer should have.

Look directly at each other and rest on their eyebrows. The distance is one elbow apart, hands naturally droop or take information and stand upright.

Cross your legs, lean forward slightly, and sit in the chair smoothly.

Fourth, the shortcomings that designers should overcome

A successful transaction is actually the result of a series of negotiation skills, experience and policy support. This is a systematic project. In this project,

Any problem anywhere in the world will affect other aspects, leading to failure or incomplete success, so designers must avoid any.

A small mistake.

1, to be honest

Some designers are used to written and rational exposition. It will make customers feel that their suggestions are not feasible and it is too difficult to achieve their goals.

Difficult. So cooperation or suggestions are often rejected.

2, the tone is outrageous

This will destroy the relaxed communication atmosphere, enhance the customer's disgust, and reasonable suggestions are out of the question.

3, like to refute at any time

If the designer keeps interrupting the customer's conversation and refuting every objection, he will lose a real difference in a short time.

The opportunity to discuss, and this rebuttal is not accompanied by a proposal. The rebuttal is only a temporary pleasure, which easily leads to customers becoming angry from embarrassment and interrupting the conversation.

This is a great pity for both sides.

4. The conversation has no focus

If the focus of your conversation is unrealistic and it is difficult for customers to detect or find your requirements, then there is no way to talk. Therefore, when you speak, you should focus on the key points.

One sentence can help you succeed.

5, insincere compliment

We should be honest with our customers and sincerely agree with their correct judgment on the market. If we applaud the signing of the bill,

, will reduce the credibility of designers and companies, and will bear the consequences in the future.

Verb (the abbreviation of verb) explores the customer groups and consumer psychology we face.

(A), market segmentation, customer base selection

The needs of consumers are diverse, and a specific design scheme or price cannot meet all the requirements of consumers.

This requires dividing customers according to the results of market research and certain classification standards, and dividing customers into several types to find and master.

(B), customer types and consumer psychology

1, customer type

First, analytical and rational consumers

This kind of customer is usually more rational when choosing a company, and will weigh it from many aspects. Considering various factors, he will often consult many companies about the price.

, quality, service and your tolerance, and then decide whether to cooperate with you.

B. Independent and controlled consumers

This kind of person's way of thinking, behavior habits, preferences, etc. They are relatively fixed, very independent, and usually don't care much about external influences, such as your company.

If you are interested, you will not run.

C, phenotype. Impulsive consumer

Such people usually like novelty and high-end things and spend a lot of money to show their status.

E. Friendly and hesitant consumers

Such people have no opinion, sometimes they don't even know their own needs, are hesitant, indecisive and capricious.

2. Consumption level

A, for analytical and rational consumers.

Usually, most working class people want not only good quality and service, but also low prices. We should highlight the advantages of the company and help him.

Students analyze their own situation, analyze the advantages of our company, and eliminate concerns.

B, for self-controlled consumers.

These people's preferences are relatively fixed, and they usually have unique requirements for design, or higher aesthetic requirements, or special requirements for engineering quality. negotiate

We should skillfully combine their demands. These people are usually very professional in one aspect, such as art and architecture.

C, for phenotypic and impulsive consumers.

Generally speaking, the requirements are more casual and there are fewer questions. I don't want to show that I know nothing about home improvement. I can highlight my company by exaggerating and stimulating.

Different, stimulate their desire to pursue novelty and high-grade, and guide consumption to complete transactions.

For friendly and hesitant consumers

You can publicize the characteristics of the company, understand the needs they don't understand, and let him see the unexpected places through the horizontal comparison of the company.

Make clear the value and benefits of cooperation with our company and be his assistant.

(C), the factors affecting cooperation with customers

1, price, quality, service, enterprise consciousness.

2. Consumer psychology: preference and income.

3. Social factors: family members, close friends, colleagues and neighbors.

(4) Matters needing attention in the whole transaction process and various environments.

1, the process of completing a transaction.

Visit customers, prepare before negotiation, handle objections during negotiation, and complete post-transaction services.

2. Telephone answering skills (consultation or feedback)

Polite language, tone, intonation, speed of speech, listen carefully, answer confirmed questions in the affirmative, and answer uncertain questions flexibly.

3. First contact consultation and communication

First, the designer should have negotiation knowledge.

First of all, we must understand our company and relevant departments. Secondly, the characteristics, development goals and technological processes of the company and its customers are analyzed.

Benefits, the mastery of professional knowledge in the decoration industry and the operation of peer companies, as well as our company's position in the same industry are very clear.

What is the acceptance of our company in the whole market? Who are our main competitors? What are the advantages and disadvantages of both sides?

B. Investigation of counterparties

Learn as much as possible about the natural situation of customers, such as name, age, marital status, occupation, hobbies, background, economic status, family status, etc.

And understand the preferences and behavior habits of family members.

C. Try to imagine all kinds of problems that may be encountered in the negotiation process and find out six, and negotiate face to face.

1, overcoming communication barriers and effective communication skills

Make detailed and comprehensive preparations before the negotiation, act according to circumstances, start with appropriate topics, objectively understand the needs of customers, and avoid self-assertion.

Subjective judgment. Choose enough trading reasons, emphasize that choosing our company is value for money, and avoid aimless introduction; Strive for customer recognition and avoid "bending"

Guest "; Be honest and avoid exaggerated false information; Show interest and enthusiasm and avoid indifference; Ask questions with initiation,

Take the initiative, provide a variety of options and avoid unscrupulous means.

2. Negotiation skills

Know yourself (the analysis and understanding of the company and yourself), know each other (the motivation of customer behavior analysis), and find out the degree of relationship (needs and hidden things)

Item, build a win-win situation).

3. Eight preparatory processes before negotiation

A. preparation before negotiation.

B, set big goals and prepare contingency methods.

C. Ask enlightening questions to get a deeper understanding of the truth.

D, grasp the initiative, turn customers' problems into their own problems, and turn their objections into positive interests.

E. introduce the benefits.

F. handle objections.

G, establish an elastic space.

H, achieve the goal.

Do a good job of contingency measures, choose a better one, and be prepared.

D, if possible, try to agree on the time and place of meeting with the customer first, so as not to waste time.

Pay attention to your appearance, tidy your hair and dress appropriately before the meeting.

Seven. Grasp the negotiation scene

The opening remarks should depend on the situation, avoid copying mechanically, take pains to ask customers, publicize moderately, don't exaggerate, and pay attention to each other's expressions.

, language, body language and other signals. Understand customer psychology and firmly affirm established principles. Join in due course during the negotiation

Some topics that bring personal feelings closer are good at creating opportunities for themselves, grasping opportunities, completing transactions, controlling advance and retreat, and not stalking for the next time.

There is room for dialogue.

How should designers talk about customers 4

Eight, how to deal with objections

Objection is that customers object to the design scheme or the company's system and price for some reason. But that doesn't mean that customers won't be with us.

Cooperation, but there are still some concerns, ideas and dissatisfaction. There are two main ways to handle objections:

1, reducing the probability of objection.

In the negotiation process, objectively understand the needs of customers, provide a variety of choices, emphasize value for money, and show honesty.

And strive for customers' acceptance and avoid the occurrence of objections.

2. Effectively handle objections.

(1), attitude towards handling objections

Relax, don't get excited, be sincere, pay attention to listening, repeat questions, answer seriously, be kind, respect customers and be flexible.

(2), the first way to deal with objections

When customers raise objections, find out what the other party is not satisfied with, put forward correct views, and actively list the advantages of the company to make up for the shortcomings, specifically

These methods are:

First, the question method

You can directly ask why you disagree with customers.

B, right ... but

Accept the opposition of the other party and then turn it into a counterattack.

C, example method

Illustrate the customer's objection with examples, and relieve the customer's worries.

D, turn a deaf ear method

Don't take the other person's words completely seriously, but change the subject.

E, data transmission method

Attract customers' attention to information and other sales tools.

F, negative method

Deny what the customer said.

Echo method

Like an echo, I will repeat it in square characters.

(3) Method of Handling Objections 2

A. quotation

Emphasize that the quotation is different from other companies, and it is really worth the money, which is exactly what the other party needs.

Competitor of quotation

Emphasize the accuracy of your quotation, which is incomparable to other companies.

C. Satisfied quality and after-sales service

Emphasize the company's commitment and bring new feelings and benefits to customers.

D, receive preferential treatment

Tell our customers about our company's preferential policies.

E, your company has never heard of it.

Tell customers the scale of our company's influence and emphasize the company's popularity, but customers just don't notice it.

Stick to your point of view.

Designers should show modesty, praise each other's opinions and achievements, and then elaborate their own opinions step by step in order to achieve the success of the negotiations.

Purpose.

G, don't give a definite answer

Designers can directly ask questions related to the introduction until they are answered, or they can ask customers questions unrelated to the transaction, and customers are willing to answer them.

Problem, when customers are in high spirits, they can take the opportunity to return to the transaction problem.

H, maybe next time

Designers can ask customers to reconsider, make an appointment to talk again, or ask each other frankly, what is their failure? What can't satisfy customers?

Are you online? Sometimes you will get unexpected success.

I've decided not to cooperate.

I hope the other party will reconsider it with great regret and emphasize the benefits our company has brought to our customers. We will do it at the right time in the future.

Cooperation.

J, tap new customers

If customers don't want to cooperate with their own companies, they can also tap new customers from other places. The channel for customers to introduce customers is also the secret of your success.

Trick.

Nine, complete the transaction

Grasp the signal of successful negotiation. All negotiations are for closing a deal, and designers should pay attention to grasping the customer's response signals and closing a deal in time.

1. When the designer explains the details of the scheme and the quotation in detail, if you see the customer suddenly focusing on it, show seriousness.

When waiting or being silent, the designer should ask about the transaction in time.

2. After listening to the introduction, the smiling customer suddenly becomes nervous or changes from a nervous expression to a smile, indicating that the customer is ready to make a deal.

.

After listening to the introduction, customers will look at each other and exchange views through eye contact. When you seek advice from others, you should

Take the time to complete the transaction.

4. At the end of the introduction, the customer leans forward to the back of the chair, gently spits out a breath, stares at the document on the desk, and then stops.

The engineer shall close the transaction in time.

5. During the introduction, you found that the customer showed neurotic behaviors, such as scratching his hair, licking his lips, blushing and fidgeting.

Explain that the customer's inner struggle is fierce, and the designer should clearly say what the customer is worried about, then the transaction is not far away.

6. When the customer * sits in the chair, looks around and suddenly looks straight at you, it means that the person who has been hesitating has made up his mind.

7. When the designer asks detailed questions, reads the materials and starts to calculate the cost during the introduction, the success of the transaction is not far away.

8. When the designer introduces, the customer has a childlike excited reaction or nods frequently, indicating that the customer has decided to close the deal.

9. If a customer who is eloquent in the past starts to ask some related questions and actively discuss them, it means that this customer is very satisfied with this transaction.

10. If a customer who listens attentively to a few words asks about the payment, it means that this customer has the intention to make a deal.

1 1. If the customer has a long face and looks confused, the designer should introduce and show more details to conclude the transaction.

12. After the introduction of the designer, the customer unexpectedly pulled a chair over. Or drink the water you prepared for him, which means that the customer is ready to make a deal.

13, when customers want to establish the price and payment method from the language, they are required to compare the company's services with other companies and seriously talk about the topic of money.

When you say' temporarily impossible' but still ask the main points, you can talk about this transaction with the customer.

X. words and deeds that hinder transactions

1, panic

When the transaction is coming, the designer's forehead is slightly sweaty and trembling, and the neurotic action will make the customer doubt and worry again.

Therefore, I lost confidence. Then you will lose customers' trust and orders.

2. It's no use talking more

Now that the transaction is ready, it shows that the customer's objection has basically been satisfactorily explained. At this critical moment, we should be cautious and remember that silence is golden.

Avoid creating troubles for customers due to any opening, raising new objections and causing the transaction to fail.

Step 3 control your excitement

It is very important to keep a straight face when closing a deal. A smile at this time will make the customer feel bad.

4. Don't make negative statements

At the moment when the transaction is completed, we should convey positive news to our customers so that they can sign the contract with confidence.

5. The sooner the better.

Don't talk to customers for a long time after the transaction to avoid falling asleep.

XI。 Closing method

1, direct operation completed

Determine the details and arrange the payment method.

2. End of the programme

Ask the customer to choose one from various schemes.

Step 3 reward the ending

Provide additional benefits to make the other party take immediate action.

Twelve, after-sales service

The transaction was successful, but the post-service designer should carry it through to the end.

Thirteen. abstract

Transaction negotiation is a systematic project, and designers should sum up the reasons and experiences of success. Maybe this time it was just an accidental or isolated success.

After each transaction is completed, the designer should make the following summary:

1. During the negotiation, do I know clearly what the customer needs and what he doesn't need?

2. During the negotiation process, do I try to let customers know about myself and the company?

3. Did I get information from my competitors during the negotiation?

4. In this process, do I pay too much attention to my personal relationship with customers?

5. If the talks are unsuccessful, what are the reasons and crux of the failure?