店面管理与销售技巧(英语)
showroom sales management and selling skills
How to increase the showroom turnover? there are two aspects, one is management, another is selling skills. This two effective aspects are the precondition and basic of increasing turnover.
First, Effective showroom management:
Showroom Image
Inner & outside showroom decoration
Decorating showroom according to the product positioning.
Outside the showroom:
Putting some of logos, advertising signboard, banners and other small ornaments, the capacious parking place is necessary
Inner showroom:
Display all the products according to the product function, the price of the products (it is better to display the promote products or main products in the position which is near to the door by the right side), also, showing some government customer or important clients photo company photos and qualifications certificate in the right place, where is easily to be seen.
Complete hardware facilities
Showing the production information via big screen TV, based on the showroom condition. Or playing some music (it is better adopt the tire-shaped sound box), using air condition to make the customer comfortable. And setting a customer rest waiting area.
Showroom personnel unified image
- - - - Standardization of clothing, smiling, greetings, praise, standing.
Clothing:
Wear unified suit, white shirt, it can be shown the standardized and professional image of enterprise
Smile
1. The sincere smile is the key to get customer's heart. It is the best way for the salesman.
2. Sweet confident smile is your start of success sales.
3. We should smile to the customers, when they are entering.
4. Three meters smile principle: that is, sales personnel must smile to customer while the distance between customer and sales staffs is three meter.
5. The principle of smile: (1) the two corners of the mouth move upward (2) keep the two side of face symmetry (3) keep two eyes shining (4) expose 6 or 8pcs upside teeth
Greetings:
Getting the appropriate time to greet customer, both late and early is not good, will make customer feel uncomfortable.
Greeting with customer, when the distance between you and customer is around 1.5m or 2m. aim to get the attention of customer.
example: how are you ! Welcome!!! This is Gencotire showroom...
example: hello Mr. Wang! Welcome!!! (if the customer is an old customer, try to remember client's name, it can let old customers feel warmth, hospitality, it can get more chances to make the deal)
Note: greeting is with warm, kind, attractive
Praise
Praise is best way to let you win trust of customer and friends. Praise is the lubricant in interpersonal relationship.
Example: hello, my sister, your cloth is beautiful, where did you get it?
Example: sir, your car is really luxury (if you can know car model of customer, you can give the choice and proper advice to the customer about which kinds of tire dose customer need.)
use of the right way to praise the customer, praise the advantages of characteristics, not weakness.
Standing:
When we attend the customer, we should stand in the 45 degree right side of customer, and keep about one shoulder distance with customer (this position in psychology can make the customer reduce defensive security)
Second, showrooms selling skills
sales need master the selling skills apart form excellent interpretation during the end-to-end sale process, it can make the sales perfect and attract the customers.
What is the sale:
Utilizing products and services to meet the needs of the customers, getting any profit from it.
Need: improve or achieve something desires. We have to understand and meet the needs of the clients, so as to help customers, make our company and our own successful. The
real purpose is that the customers want to get satisfaction，When they express their ideas, what they expressed is the desire of to get the improvement or achievement.
Sales precondition --Collecting market information: Known the rivals and yourself, analysis the occupancy rate and competition proportion of our rival, to grasp new trends and channel.
Sale goals---- Turnover
Turnover = customer flux * unit deal price.
Increasing customer amount get more sales opportunities.
How can we get more customers?
Choosing the showroom position:
Choosing the district which is centralized with automobile tire industry as the showroom position .
propaganda
The advertisement publicity, newspapers, magazines, signboards, flyers, television ads, radio, mass text messages, and so on
Service:
upgrading the service quality and add the added value of the products, it can promote showroom public praise, increase customer amounts.
The base of sales----product introduction
Product introduction way (especially product performance, the selling point) is the basic. the key of success is mind, believe in yourself. Have the confidence
on your products. No one can look down upon you, you are the most excellent clerk in showroom, you can control the whole showroom, you should pay more attention and passion into the showroom. you can introduce the selling points to meet the requirements customer, to make the deal.
Tire performance:
(1)comfortable capability (2) low noise (3) skid-proof capability (4) free control(5) durability (6) abrasion resistance
Utilizing the above performance knowledge answer the questions of customer, to enlarge the advantages and avoid disadvantages。 come to an agreement.
Collecting the customer information
Establishing customer information sheets, the more particular the better. Such as car registration number, credit, family member and so on.
Including sales record，deposit record，customer information record， big and important customer record，after service record，sales analysis record etc.
Based on the precondition and basic condition of sales, we should adopt different sales ways to treat different customer, so as to reach the purpose of sales.
20 sales skills
Skill1: Propaganda promotion method
Do the different promotions due to the different festivals, such as legal holiday, celebrating the opening ceremony, sanitation days. To enlarge the customer amounts, so as to increase the sales turnover.
Skills 2: Learn how to as the closed questions
In the Sales process, hope we can design and ask some closed questions according to each of our selling point, it means only let customer to answer “yes” or “no”.
For example: sir, Is our tires design fashionable?
When we design the closed questions, try the best to let customer answer “yes”, if the customer answer is “yes”, it is going to get success.
Skills 3: Combination sales methods
after selling the tires to customers, we also can introduce some accessories to the customer, such as glass film, ornaments. Thus we can increase turnover For example: sir, you can look at our new coming car accessories, because you have already bought our tires, you can get 30% off discount for the accessories.
Skills 4: Making the customer involved in the sale of interaction
Sales is a process of interaction, not the performance of a single on the stage, let customer take part in this interaction to make customer convince our products and pay more attention to sales explanations
For example: when we are explaining tire surface material, we can let customers touch tires. Let them feel real material of tire.
Skills 5: Adding the added value of the products
Providing other services, such as testing, regularly remind customers to test or replace tires. Providing the good service can make customer purchase again.
Skills 6: To make up the stories and guide customer into the plot
As we know, we have to face different consumers, in order to let customer understand our product performance, and have the deep impression of customer on our products, we can make all different stories or subconscious to let customer follow our topic.
For example: we can make up a story. Sir, suppose, you drive to home with excited feeling, wind breeze gently, you can enjoy the beauty of the night because of the tire comfortable capability, otherwise, you could not feel uncomfortable.
Skills 7: Who is the real purchaser, who is the policy maker
In the sales process, try to attract the attention of policy makers also should treat infective persons well.
, because infective persons could affect our the deal.
For example: young couples enter into showroom to buy things, normally , the woman is the decider.
For the Muslim customers, decision is made by the man.
Skills 8: Encouraging deal method
The efficient is important in the sales process. It is better to push the customer to make the decision at some sales stage. for example: sir, you can set your heart at rest now, you just buy this kind of tire, because this tire with the high performance and low price. Salesman should help the customer make the decision in the case of the customer hesitate to making the decision.
For example: “if you think there is no doubt, I will help you make the decision to choose tire, is that ok?”
Skill 9: Know how to cope with bargaining customers The reasons of bargaining of customer: one is not agree with the price, the other is that customer want to pursuit of the sense of achievement.