If the shopping guide wants to complete the work smoothly, he must first clarify his role in the shopping guide. In addition to guiding customers' consumption, the shopping guide is a brand marketing representative and an expert in the service industry. Secondly, the shopping guide should also be the representative of customers. Only from the customer's point of view can we find the most suitable products for customers and complete the sales better.

Many customers are at a loss when facing products, because they don't know the professional parameters of the products and don't want to buy them in a fog. Therefore, what they need is a friend who can give them reasonable advice, not a shopping guide who is eager to make them pay. This is why many customers always ask people around them when choosing products, especially when they want to buy high-priced durable consumer goods, they not only have to shop around, but also collect information everywhere and constantly consult their relatives and friends.

But no matter how much customers collect, those are peripheral information, and what can really help them make up their minds to buy products is professional information closely related to products. The source of this information is usually obtained through shopping guides. When the shopping guide can become a customer's purchasing consultant, provide customers with the most authentic information and help customers choose the most satisfactory products, the shopping guide can also be regarded as playing his greatest role. Customers will therefore trust the shopping guide, thus forming purchasing power.

Therefore, to become a top shopping guide, it is very important to master professional and detailed commodity information. It's hard to imagine how a shopping guide who doesn't even know his own products can satisfy, impress and make customers spend.

2. Communication skills close to customers.

In the traditional sales process, shopping guides need to interact with customers through seven steps: paying attention to products, stimulating interest, guiding association, stimulating desire, comparing products, building trust and realizing transactions. In the whole process, the most important step is how to close the distance with customers. If the shopping guide appears at an inappropriate time, or the first sentence is not well said, it will affect the sales performance of the shopping guide. Therefore, if you want to become a top shopping guide, you should pay great attention to the skill application in this step.

In fact, every step of sales contains opportunities to get close to customers, such as: when customers stare at a product; When a customer stops in front of a commodity and picks up the commodity to watch; When customers look at the goods in the store, they turn to the shopping guide; When customers communicate with peers; When the customer puts down what is in his hand; When customers repeatedly visit the window display, ...

Shopping guides need strong observation ability if they want to seize these moments. This ability not only requires you to accumulate rich social experience, but also requires you to carry out professional training to strengthen it. For example, you can practice turning off the video sound, observe the actors' movements and expressions, and infer their next movements. After a period of training, I believe you will have certain observation ability.

Seize the opportunity, the next thing to do is to make the opening remarks:

Question: Generally speaking, most customers will not ask questions to the shopping guide. At this time, the shopping guide can ask questions and let the customers make corresponding answers.

Take advantage of it: If the store happens to have a discount or promotion, the shopping guide can let the customer know the news first, make him feel "profitable" and his attention will follow you.

Sincere praise: A good shopping guide will not be stingy with praise, which is also a common sales method in store management.

Arouse customers' curiosity: For some products with special technology, the shopping guide can introduce the advantages of the products to customers by arousing customers' curiosity.

Third-party testimony: the shopping guide can provide some real customer feedback in time, on the one hand, it can better introduce the products to customers, on the other hand, it can indirectly prove that the products sell well.

Providing the honor of a strong brand: shopping guides can use some patents, awards and other information to show customers the advantages of products. For example: which patents have been obtained, which institutional certificates have been obtained, which are the top ten brands in the industry, and so on.

Product demonstration: Let customers actively participate in the product experience, which is another big sales tool for shopping guide. Can effectively stimulate the sensory experience of customers, so as to accept products faster.

3. Master the method of quick closing.

The purpose of any shopping guide is to achieve a product transaction, so many shopping guides take sales, shopping guides and transactions for granted, but they are not. In the whole sales process, every link will change, so an excellent shopping guide will not miss every opportunity to clinch a deal and will not fail at the last minute.

In order to successfully complete the transaction, the shopping guide is required to accurately identify the buying signal sent by the customer at any time. For example, customers began to ask about payment methods (whether they can pay by credit card) and transportation methods, and repeatedly confirmed after-sales service.

4. Quick closing method is also a skill that excellent shopping guides should master.

Whether the customer can take the initiative to clinch a deal has a lot to do with his personal character. Decisive and independent customers usually make their own transactions, but most customers are passive and need shopping guides to actively promote transactions.

An excellent shopping guide usually talks with customers very speculatively, but when it comes to transactions, he will not directly put forward the words "pay the bill" or "pay the money", but put forward the goods that customers like "confirm the purchase information" or "deliver the goods on the same day", which means that customers acquiesce in the transaction. At this time, if you want to talk to the customer, you should focus on answering his questions. When all the problems in the customer's mind are understood, you will naturally be willing to close the deal. Therefore, top shopping guides should have superb trading skills.

Commonly used trading methods include: direct method, trial method, preferential method, selection method, delay method, celebrity effect method and so on.

5. The secret of creating repeat customers.

The most direct way to distinguish top shopping guides from ordinary shopping guides is to see how many repeat customers he has. The old customers of these stores have made great contributions to the sales performance of shopping guides and the sales profits of stores. The well-known "28 Law" is the golden rule of the sales industry: 80% of the profits of the store are provided by 20% of the old customers. Another important data is 1: 25: 8: 1, which means that if the shopping guide can successfully acquire an old customer, he will promote it to 25 people, 8 of whom will choose to buy in the store, and one of these customers may make a deal.

Therefore, the ability to catch repeat customers is another important skill of top shopping guides. Such as: statistics and establishment of customer database, special data analysis of target customers, focusing on those customers who have made great contributions, remembering their basic information and hobbies, and giving personalized service every time they consume, thus winning the trust of customers; Providing them with more optimized services and keeping long-term and effective contact with them will effectively improve sales performance.

6. Additional sales mentality and skills.

Many shopping guides will think that everything will be fine as long as customers pay for the products. But in fact, sales are far from over, and top shopping guides will seize the opportunity to make additional sales (also known as joint sales and chase sales). The so-called upselling means selling more products to customers. For example, when customers pay the bill, recommend products near the cashier. Making good use of upselling will create more practical value. The secret that an excellent shopping guide must know: "The first sale is the cost, and the additional sale is the profit".

Extended data:

The appearance of shopping guides is the inevitable product of "buyer's market" and "channel economy". In fact, the "channel economy" is closely related to the "buyer's market": due to the formation of the buyer's market, the status of channel terminal distributors is increasingly prominent, so terminal manufacturers not only demand resources such as price, booth and POP, but also emphasize terminal construction and delivery capacity.

In order to maintain the terminal image and ensure the delivery capacity, factories often have to submit to the terminal business. On the other hand, sending shopping guides often becomes an effective weight for factories to force terminal businesses to make money, settle accounts and provide better positions.

Shopping guide is an important link to complete the whole sales work and realize the exchange of goods and money. The shopping guide is the key person to realize this key leap. Getting customers to pay for the company's products is a difficult process. A shopping guide must have sufficient reasons to make customers willing to buy products and make customers feel that the products he buys are worth the money.

To do this, we must explain the function of the products sold in detail and patiently, and let the customer know that this function is exactly what he needs. To do this, shopping guides need to use a lot of promotion means and skills in the promotion process.

References:

Shopping Guide-Baidu Encyclopedia