After the purchaser has experienced the customer's judgment and initial contact, the buyer has to introduce the product to interested or interested customers. The process of this introduction is also quite critical. Product introduction is not only a recommendation for the product itself, but also an important process to stimulate customers' desire to purchase and to strengthen customer confidence.
Tell the customer about the lighting, do you really want it?
Although the LED lamps installed in the store can fully understand the appearance, texture and function of the products, the feelings and display skills of the shopping guides will also play a key role. The introduction process is the process of the customer understanding and experiencing the lighting products. It is also the best time for the purchaser to appeal for product benefits.
Through the purchaser's order, logical, focused, and complete introduction and explanation of the lamp, through the interests and purchases, the ultimate goal of the transaction is achieved.
Introduce the main points of lighting products:
After obtaining the basic information of the customer, the characteristics of the lamps are different and the needs of the customers are different. The emphasis and introduction methods for the introduction of the lamps are not the same, but attention should be paid to grasping several points of the introduction of the lamps.
1. Clearly targeted
First of all, we must introduce the needs and concerns of customers. Some customers pay attention to quality, some customers pay attention to styles, some customers pay attention to prices, through smooth and affirmative introduction words around customer concerns, with physical introduction, the whole sales process becomes smooth and smooth, step by step to achieve the reservation. purpose.
2, the introduction must be rational
Step 1: According to the observation, judge the customer's attention point;
Step 2: Introduce the features and benefits of the luminaire in a simple and fluid language;
Step 3: Communicate with customers in an interactive way, and focus on customer concerns;
Step 4: Make a summary and ask for a purchase.
3. Mobilize customer enthusiasm
If the shopping guide speaks in one go, the customer can only listen to you in addition to a few sentences, and the chances of participation are too small. As a shopping guide, we must actively mobilize customer participation, combine introduction and consultation, communicate with customers and encourage customers to experience your explanations with hands-on experience, and actively participate in the explanation process to increase customer participation.
4, the introduction without losing professional standards
You should know your products well, so that you don't know if you are in a passive position when you ask questions, but you should use the words that customers can understand when introducing products, and avoid using too many "professional terms" so that customers can not fully understand what you want to express. meaning.
5, choose the right time
When expressing your thoughts to customers, especially when asking for a purchase, be sure to choose the right time. For example, when the customer is very interested in the content, you can talk about some of the more important topics, and don't rush to pass on the content that you really want to express and the most important.
Contrary to this, when the customer is not very interested in the topic, the conversation should first emphasize the key points, and then say some minor, freely manageable content.
Introduce the method of lighting products:
For different customers, you can choose different methods to introduce the lamps, impress the customer's heartstrings through vivid explanation and display, and summarize the following methods for the sales staff to learn from.