Jewelry sales new ideas, do not look at you out!

The first step: to greet the customer's goal: to retain past customers, create one-on-one interaction, and build trust. Rationale: Sales experts have always believed that the first 30 seconds are the most important moments in sales. After the customers enter the store, don't rush to evaluate them. First, find the feeling of starting sales and create a sales atmosphere. If his dress is very avant-garde, the opening remarks may be used as an entry point, which is good for the whole sale. Let the customer feel that you are talking to him personally, is a one-on-one interaction. In this way, the level of customer satisfaction will rise. Another important task is to focus on selling our stores and ourselves, in addition to selling jewelry, in order to build a solid customer relationship. “Why are you entering our store” is a good sale of our store and our own questions. Taboo: Call the customer's first sentence, avoid using open-ended questions, such as: "Need help?" "Buy something?" "How much do you plan to spend?" and so on. This kind of dialogue can only lead to answers like "just look". Coping skills: If the customer answers “just look”, we should not be discouraged. Give customers 20 seconds to let them take a serious look. In general, customers will need your help after 20 seconds, because their alert mentality has been eliminated, and their mood is now relaxed, which is more conducive to the completion of the transaction. This 20-second "just look" will also give customers a feeling of being respected. Respect also plays a big role in sales.

Step 2: Exchange Message Goals: Find out why customers are coming into our store, what they need, what they want. The basic principle: know as much information as possible from the customer. Interrogating the protagonist, event, location, time, etc. of the purchased jewelry will help us gain a lot of knowledge, and listening is a good way to get information. For example, “Do you have any special meaning in purchasing this XX jewelry?” This kind of dialogue will lead to the reason why customers buy jewelry, which will be the main purpose of our entire sales process. According to the customer's preferences, choose different focus to sell jewelry. Taboo: Don't ask customers questions such as “how much to spend”, which is not conducive to recommending higher-priced jewelry to customers, and it is not conducive to helping customers find the jewelry they like. Coping skills: Ask each customer two or three questions: Who buys jewelry? ----What aspect do you pay most attention to? ---- Did you have any favorite jewelry before? ----When is the special occasion? ---- When did you decide to buy jewelry? If you still can't cope with it, then you can assume that you are helping to buy jewelry as a friend or relative.

The third step: creating the desired goal: to build the sense of value of the product in the customer's consciousness, to create the desire of the customer to have it immediately. Basic principle: When introducing products, avoid using professional words, which will make customers confused and give customers a feeling of being fooled. Introducing the advantages of the product will greatly increase the chances of successful sales. For example, when introducing a clip, we can say that this method of setting is very strong and suitable for everyday wear. Try it on: Let the customer feel the jewelry he wants to buy, which is a good way to create value. Try-on will give the customer a sense of ownership and help to complete the transaction. Taboo: Don't introduce all the advantages of the product at the beginning. When the customer suddenly asks, we will have nothing to say. Instead, we want to retain one or two of the advantages of the product and explain it to the customer at the appropriate time, which increases the customer's purchasing confidence. Don't judge the products in the store, it is equivalent to playing your own mouth. Coping skills: Be silent after introducing the product, give the customer the right amount of time to think, this will let the customer choose the jewelry he really likes. Through some novel stories, or interacting with customers, you can relax your customers' vigilance and help sales reach.

Step 4: Eliminate doubts: Create value and trust, and eliminate customer concerns. Rationale: Customer concerns arise at any stage of sales. Here are some of the most common concerns and corresponding answers: --- I just look at it.

----I understand, tell me which one you like the most, ok?

---- This is the first jewelry store I entered. ----awesome! I feel very honored that you prefer our store, please allow me to introduce myself. ---- Another store has the same jewelry, but it is much cheaper. ---- I can guarantee that the two products are just similar and not the same, I can guarantee that our products are absolutely worth the money. ---- I want to discuss it with my wife. ---- Very good, such an important piece of jewelry really should be discussed with Mrs. Zun. Then let me tell you about its biggest advantage, so that you can discuss it with your wife. Taboo: When a customer raises an objection, don't immediately refute the customer, it will make the customer feel frustrated. First understand the customer's doubts, and then slowly introduce the correct information. No matter what difficulties you encounter, the smile can't disappear from your face. Coping skills: When many salesmen encounter difficulties, they will sell another product instead. This is not appropriate. Customer concerns do not necessarily mean that our sales are problematic, customers just want more information.

Step 5: Complete the trading goal: motivate customers to purchase our products. Fundamental:

The beginning of sales should lay the groundwork for completing the transaction. The way to ask questions is to get information and an effective way to complete the transaction. Because every time you ask a question, you can get an answer from the customer. By stringing these answers together, you can successfully complete the transaction.

Look at two examples:

----Left ring or right hand ring? ---- Left hand. The engagement of the engagement (marriage) ring is very important. ----What kind of metal does she like? ---- Platinum. ---- Great, so she can wear it every day without worrying about damage. This will help the customer find the reason for the purchase, and this method should be used throughout the display. Another way to complete a transaction is also the way to ask questions, such as: --- Do you pay cash or credit card? ----I will you pack it into a special gift box or put it in a jewelry box? Another way to complete the transaction is the reflexive question, that is, the customer's question will eventually return to the customer. If the customer is sure to answer, it means that he agrees to purchase. For example: Customer: Can you engrave on the ring? Salesman: Yes, you want to engrave, right? Customer: Yes. (Transaction) Customer: Can this ring be done on Saturday? Salesman: Yes, you want to get it on Saturday? Customer: Yes, I plan to propose to her on Sunday. Salesman: Don't worry, you can get it when you come. There is also a way to complete the transaction, which is more straightforward, but also very effective. For example:---- Since you like it so much, buy it. ----We have stock, do you want it? ----I know that you like it very much, why not buy it, it is like tailor-made for you. ----You said that you can't make a decision, then let me make a decision for you. Need to be packaged into a gift box? Additional sales: Additional sales are additional sales after we complete the existing transaction. Customer: This is my first piece of platinum jewelry, and my other jewelry is gold. Salesperson: I understand how you feel, but this ring is perfect for you. Do you think this pair of earrings is a good fit for this ring? Taboo: Do ​​not use such questions to complete the transaction. "This is the last retail sale this year. We will not sell it tomorrow." "We will sell it tomorrow." "This is the last one in our store." . Such words may prompt customers to seize the opportunity to buy the jewelry they want, but it will also give customers the idea of ​​going to other stores to see, but will lose the upcoming transaction.

Step 6: After-sales service goal: Establish customer relationship and lay the basic principles for customers' future jewelry needs: In general, the after-sales service of the jewelry industry is not so ideal, so who can do the after-sales service, who will Leading the way in the jewelry industry. With the customer's permission, we can record the customer's address, contact phone number, convenient contact time, special holiday and other information. The completion of a transaction is not the end of the transaction, we have to try to be a jewelry consultant for the customer's life. Gifts: Write down special festivals for customers and send special small gifts to customers on special days. Or send a small gift that the customer would like based on the customer's preference. These will bring good feedback and bring us a lot of repeat customers. “Do you like the birthday gift you bought for her?” “Don’t forget that we have 6 months of free cleaning and inspection. Call me at the end of June.” “We have some new diamond jewelry, with yours. Diamond rings are a great match, so have time to come and see." A jeweler who has been a customer for a lifetime, when it comes to a customer anniversary or birthday, gives customers a call to introduce jewelry that might suit them. Taboo: If the customer does not want to attach the purchase, then do not impose an introduction to the customer, which will make the customer resentful.

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