The main points of interior design mainly rely on experience, and it is impossible to reach the goal in one step! The following is my paper on interior design and sales skills for everyone. Welcome everyone to refer to it, I hope it will help you.

With the development of China's economy and the formation of a buyer's market, salespeople occupy an increasingly important position in enterprises. Excellent salespeople have broad promotion space and right to speak in enterprises, but it is difficult to become an excellent salesperson among tens of millions of marketing troops. Therefore, for the current sales staff, we should first examine whether they have the seven core competencies of sales work, and constantly improve and enhance them.

First, endurance.

Patience is the hardest thing to do Anyone who has done sales knows that you should be patient when customers don't have them at first. I have seen many people who have just entered the sales industry give up halfway, which is the result of not sticking to it. Maybe you need to be patient for a month, half a year or even a year before you start to accumulate some customers, so that your performance and income can be improved accordingly. So, if you are an opportunist, don't do sales.

Patience is still needed in the sales process. You arrive on time at the appointed time with the client, but the client has something temporary or is in a meeting. What should you do? Be patient, or you will lose this client. I knocked on the door a few years ago. A 29-story building with 8 households on each floor "sweeps" from the ground floor and knocks on doors. As a result, 20% people are extremely disgusted with your knocking at the door, and they will let you "roll" if the door doesn't open. 40% people are not very patient, open the door and tell you to "go"; 30% people responded flatly and said, "I don't need it." Only 65,438+00% people can patiently listen to your introduction of your product, and they may not buy it. Can't you do it without endurance?

Second, self-control

Most of the time, salespeople are all alone, and they have to develop customers and safeguard their feelings every day, which can't be carried out completely under the supervision of leaders. The only way for an enterprise to control is to report daily work and report personal work at a meeting every day, but it is very easy to be lazy, such as deliberately going to distant customers and taking a break; We talked for half an hour, but lied about talking for three hours and so on. This way not only harms the interests of enterprises, but also hinders our own development. A friend of mine, Mr. Zhang, was then the account director of an international media company in China. He once said that when he first joined the sales work, he went out at 8: 00 every morning and went home at night 10, rain or shine. When he was hungry at noon, he ate bread and drank mineral water. He didn't rest for three months before signing his first customer. It is with this requirement of self-development and good self-control that my friend can achieve today's achievements. This achievement is not forced by * "daily access list" and "daily situation report", it is completely controlled by myself.

Third, communication skills.

Communication is an indispensable ability for salespeople. Communication has two meanings: one is to accurately collect each other's information, understand each other's real intentions, and at the same time accurately convey their own information to each other; The other is to make it easy for both sides to reach an understanding through appropriate communication methods (such as tone, intonation, expression, way of speaking, etc.). ).

Good communication is the key to successful sales. Once, a sales executive talked with the owner of a supermarket many times, but the other party insisted on refusing our products to enter the market. The sales supervisor feels great pressure to complete the task. Seeing this situation, I decided to meet this unreasonable boss with him. However, before going, in view of the director's "proactive" style, I repeatedly told him, "You just be a guest today, don't talk, let me know about each other." When I met the supermarket owner, I found that the other party was less than 30 and had already opened three medium-sized supermarkets in the city. I can imagine the spring breeze. After a brief introduction by the sales director, I made it clear with a more humble attitude that I just came to "chat" with him, "make friends" and "learn from him and learn about the local market". During the three-hour conversation, I basically only said "yes", "well" and "awesome". The boss poured out all his entrepreneurial experiences, and finally he said, "I talked to you." In the last five minutes, I mentioned that the product had entered his store, and he readily agreed. Looking back at the communication method used by the sales supervisor, I saw that the other party only ran to the theme, "We are well-known manufacturers and brands, you can rest assured that you can enter our goods." This set of plain English may be useful for ordinary shops, but for this "young and promising" boss, he doesn't think these famous enterprises and famous brands are anything. It can be seen that communication ability plays an important role in the sales process.

Fourth, observe

Observation is not simply looking. The first lesson of many salespeople is to learn to "see" the market. This kind of reading is not just browsing, but carefully observing with professional eyes and knowledge, and discovering important information through observation. For example, if you go shopping, ordinary people may know what products are on sale and how much, but professional salespeople can observe more information:

Have you noticed what others sell good products for? Price, gift, packaging ... what gift? What material? How is it made? The packaging is very good. What's so good about it? Colors, shapes and materials can be used for other purposes (such as food packaging, which can be canned when used up). What promotional activities do competitive brands have? What is the specific time period? What are the specific forms of activities and ways of participation? The number of competing brands in the store has increased from 28 to 29. Which manufacturer has increased, is it a potential threat to us? What are its main products and price positioning? ..... too much information needs your careful observation. Many salespeople, after training for a long time, still can't get useful information. Then I can only say that you are not fit to sell this job.

Salespeople are also the information feedback members of every enterprise, and it is a big responsibility of salespeople to get a lot of accurate information feedback through observation.

Verb (abbreviation for verb) analytical ability

Analysis and observation are inseparable, observation can get information, and analysis can draw conclusions. What can be analyzed by looking at the product distribution on the shelf? In the best display position, it is either the best variety sold or the flagship product of the manufacturer at this time; Through the analysis of production date, the closer the production date, the more normal the sales circulation of products, and the slower the sales of products with longer production date. Through the analysis of the price, the larger price reduction than before shows that the product is under too much pressure from competitive products, the sales situation is not ideal, the price has risen sharply, and the overall price of the raw material market has risen, resulting in a sudden increase in product costs, or the product market is in a state of short supply. These indirect information must be obtained through careful analysis.

Similarly, in the negotiation with customers, you analyze each other's "card" and mentality from the information revealed by their words and behaviors. For example, if you enter the negotiation and the buyer gives you an offer, being a salesperson is definitely not a promise. Analyze the tone of the other person's speech, snoop with words, and then analyze whether it is possible to reduce the price and how much space there is.

Execution of intransitive verbs

Execution reflects the comprehensive quality of sales staff, and it is also a spirit of not giving up until the goal is reached. Salespeople often encounter difficulties in carrying out plans. At this time, if you just say "the manager is too difficult to do." Then your leader can only say "Well, I'll find someone who can do it". Nothing difficult is not a task, and what everyone can accomplish does not reflect your value.

There is a large chain store A in a city, and there are more than a dozen stores in the city, which is extremely important to occupy the terminal market of the city. Company B decided to let salesperson Zhang handle this matter, and beat several excellent salespeople before Zhang took over. The reason is that the store is the leader of the local retail industry, so it has always been overbearing and has no acquaintance relationship. The admission fee is very high, and there is no chance to bargain. However, the company requires to enter the market at a "reasonable" cost. How to execute this order? Zhang Can couldn't sleep well after receiving the task. It is natural to be promoted if he completes the task, but the company will also feel that he is "incapable of carrying out the company's plan." Next, Zhang visited Huang, the purchasing manager of Store A, many times. I waited for a long time, but I didn't even see it. He knew that this was because the other party deliberately refused to give him any chance to reduce the price and forced him to agree to harsh terms. At this time, Zhang learned from Huang's subordinates that Huang's wife worked in a bank. He found an insurance friend, took the initiative to get to know Huang's wife on the grounds of promoting insurance, then introduced Zhang and Huang's wife, and then narrowed the distance by buying gifts for the children. When the time is right, Huang's wife introduces Huang to Huang. Zhang's kindness deeply touched Huang, and finally Zhang successfully completed the task.

This kind of example is not uncommon in sales work. Therefore, the executive power is not for the sales staff to find out the reasons, but for you to do your best to achieve the results. The result is what your leader cares about most, and it is also the embodiment of your ability.

Seven, learning ability

As a salesperson, you need to be exposed to a wide range of knowledge, from marketing knowledge to finance, management and related industry knowledge. It can be said that sales is definitely a "comprehensive quality" competition. Faced with so much knowledge and information, it is impossible to participate in the competition without strong learning ability. Take sales skills as an example, from guided sales to listening sales, to questioning sales and then to consultative selling ... sales skills are constantly changing and innovating. As an excellent salesperson, only by mastering all kinds of sales skills can we win in the competition. Of course, salespeople need to learn not only sales skills, but also the ability to draw inferences from others. Therefore, without good learning ability, they will be eliminated today when speed determines the outcome and the future.

Interior Design Sales Skills Chapter II Integration Method

Most people have herd mentality. When people see activities in the street and there are many onlookers, people will get together and go there. Finally, he bought the products launched by the event in the impulse of people to snap up, although he may not need them.

Therefore, it is a very simple way to directly affect the customer's mind by using the customer's herd mentality to force an order.

Reference words: Elder sister/elder brother, up to now, we have renovated xx houses, and the professional level is obvious to all. It's only two days since I started this xx activity, and 20 customers have already made deals. The choice of decoration is reliable! You don't have to hesitate!

At the same time, take out the form of customer signing, preferably with photos of customer signing, to prove that it is really so hot and guide customers to make up their minds.

Grouping and forcing a single method

Grouping is actually a fission way, which is to grasp the psychology of customers taking advantage, make customers feel that this offer is very valuable, and thus enhance their decision-making.

Of course, for the company, through the way of customer group decision-making, more customers can also participate in it to achieve better drainage and contract transformation.

Reference: Sister/Brother, how about this? Some time ago, we held a decoration group purchase activity. If you make a decision today, I can apply to the general manager specifically to see if I can put it on that list for you, so that you can also get a discount, and I can also rush it. This kind of discount is definitely not available to you at ordinary times.

Time-limited special preferential treatment law

Customers are always hesitant when making decoration decisions, so we should give them an opportunity to make use of it and emphasize special approval within a limited time.

Tell the customer that if you can offer any special discount today, you can apply to the general manager, but only for today. Of course, this is just an attempt. I'm not sure if the general manager will agree, so that customers will feel that you really work for him. This offer is hard to come by and customers will cherish it more.

Reference: Sister/brother, you are really lucky. It happened that the manager visited the shop today. If you pay the deposit now or sign the contract directly, I'll help you apply right away and see if the manager has any special discounts. This is a rare opportunity. The manager usually comes only once every two months. Of course, I'm not sure whether the manager will agree. If you don't mind, I'll apply. But to be honest, if I apply, you must make a decision.

Consultation method

People always have hints that I am strong and you are weak, especially when dealing with salespeople, customers always feel that salespeople are at a disadvantage. For customers who really can't do it, ask them directly and honestly, ask them what they are doing badly, and let them point out the maze, which may produce unexpected joy.

Reference words: Elder sister/brother, since you came to consult the decoration, we have hit it off very well, and I know your family very well, but we have communicated for so long and talked thoroughly in all aspects. I don't know where you are now, am I not doing well enough?

Keep a low profile, people are always willing to preach rather than listen to others. Seize this point and guide customers to express their inner worries through consultation, thus facilitating the transaction.

The above methods are all used when customers have a desire to buy. What we have to do is to enlarge customers' desire to buy and give back to customers with timely and accurate service and excellent products. Therefore, these methods of forced ordering are not forced buying and selling, but using some skills to help customers buy the best and promote their intention to sign the order.

Interior design sales skills 3 1. Overcome communication barriers and effective communication skills, make detailed and comprehensive preparations before negotiation, improvise, start with appropriate topics, objectively understand customer needs, and avoid 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 "losing customers"; Honest and reliable, avoid exaggerating false information; Show interest and enthusiasm and avoid indifference; Ask questions, take the initiative, provide multiple choices and avoid unscrupulous means.

2, negotiation skills Know yourself and know yourself (analysis and understanding of the company and yourself) Know yourself and know yourself (customer behavior analysis motivation) Find out the relationship between the two sides (needs and hidden matters, establish 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.

Analysis of Interior Design Market

In recent years, the decoration of buying a house has become a hot spot of public concern. With the continuous prosperity of the real estate economy, the rapid development of the decoration industry and the prosperity of the market, the demand for talents is naturally strong. Some decoration companies don't even worry about no orders, just worry about no one. More and more people are optimistic about the good career prospects of interior decoration designers and join the ranks of interior designers. Interior designer has become a profession that has attracted much attention, and has been praised by the media as one of the "golden gray collar occupations". Because the training of interior design professionals in China started late, there is a big gap in talent supply in the face of high-speed development industries.

According to statistics, the income of the main case designer generally takes the form of basic salary plus commission, and the basic salary ranges from 1000 yuan to 2000 yuan. The design fee is generally 65438+ 0-5% of the whole decoration project cost. The average annual salary of interior designers ranges from 40,000 yuan to 80,000 yuan, while the annual salary of outstanding designers with more than 5 years of design experience can reach 6.5438+0.5 million yuan.

Therefore, the development of interior design industry presents a good development trend and is a very good industry.

Interior design is a high-paying industry and a free industry, and it is inseparable from ability. The development of a country is closely related to its physical appearance, which is reflected in its design rationalization. Now that the national economy is developing better and better, it is more in line with the pursuit of modern people to attach importance to decoration rather than decoration. Therefore, whether in big cities or small towns, the prospect of the design industry is still full of hope.

How does office decoration do a good job in design?

First of all, I have the positioning of my own company. At least let the designer know the type and nature of your enterprise and outline the development plan of your enterprise. You know, an electronic technology office is very different from a beauty cosmetics office decoration. Office is the carrier of enterprise and the essence of material culture within enterprise. It is not only a simple decoration design, but also a simple requirement to look good.

Secondly, you can choose a suitable decoration style. It's not just home improvement that has a decoration style. Office decoration also has various styles. You can make it simple or luxurious. You can be modern or classical. Of course, many offices are simple and fashionable classic designs, which can simply create a beautiful feeling and establish a working atmosphere. But most of them are antique companies, so we should pursue classical details.

Finally, office decoration should also have taste. Actually, this has been explained above. The office should be able to display the corporate image well, especially those offices that often invite customers to visit for business talks. Moreover, a tasteful office decoration can also make employees feel superior and positive energy at work all the time.

Consumer behavior psychology and interior design;

1, whether the font size of the door is combined with the facade.

The appearance of the facade basically determines your style positioning, and the choice of font basically determines your grade. This is my personal opinion, I can't say it's very scientific, but I think so. The color of the door head and the appearance of the facade must be well matched.

2, the cashier's setting and specific location

Some shopkeepers at the checkout counter may think it is unnecessary, but I feel that even the smallest shop should have this thing, which means that more than just a table can be replaced. The color of the cashier should also be combined or echoed with the color of the storefront wall and door head. The stupidest way is to be the same color as the door head (the door head is not a font). I think it should be placed in a dead corner or not in the exhibition area, and it must be close to the fitting room.

3. The setting and specific location of the fitting room

As for the color of the fitting room, I suggest that it is better to match the color in the store and stand out at the same time. It is best to decorate the fitting room carefully, and the warm and convenient clothes hook must be set. The specific location is preferably near the cashier's desk in an unused corner or a place that does not occupy the exhibition area.

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