1. "As long as the people are right, the world will be right."

In the sales industry, you must have a positive attitude, especially for those who face different types of challenges every day. For clients, if you don’t take vitamin ABC every day, over time, you will either be deficient in calcium or weak in tendons.

2. Be "sweet-mouthed" - praise customers, even the most difficult customers to praise. Praise used in sales techniques is by no means a simple "flattering". There are four major principles for praise:

First: the tone should be enthusiastic and lively, not like an endorsement.

Second: It must be concise, colloquial, fluent, and speak what you usually say.

Third: Be creative and praise what others cannot praise.

Fourth: Be integrated into the customer’s company and family.

3. "The waist must be soft".

It is said that humility makes people progress, and mature ears of rice are all bent over. The more successful you are, the more humble you must be, and the more you must learn from others.

There is no order or priority in skills. The key is how you use them and how you use the most appropriate means to deal with the worst things.

If you break down the professional sales process, you can draw a picture like this:

No matter what type of sales, the sales process is always the same, but it is not the same. Not all sales processes require these steps. Some people just don’t want you to show the product, and some people just don’t want you to facilitate it. The process is just a general martial arts routine. To defeat the enemy, you may need to practice the routine back and forth several times, but it may only require one or two moves. It is important to fully digest the buying point, which is the basis of sales. Know what features your product has and what it can do to attract people—this is the so-called selling point of the product.

Cosmetic Sales Skills: Skilled Sales Words and Actions - To do sales, you need to be like a professional actor - with skillful acting skills, a sales promotion is like a "show".

Cosmetic Sales Skills Salespeople must also have a considerate heart. This is the so-called "go into the mountains and see the mountains." Salespeople should be the embodiment of the sales principle - "selflessness" and "selflessness". Regardless of whether your customers want your product or not, you have to do what you should do to promote it. Rejection is something that every salesperson encounters almost every day as he or she grows up. However, we cannot refrain from selling just because we are going to suffer rejection.

Customer development has the so-called reason method, introduction method and unfamiliar method. The law of cause is the person you know.

The advantage of the causal method is that because they are familiar people, it is easier to approach and succeed, but the disadvantage is that the focus on gains and losses is heavier. In a society like China, selling to acquaintances is still a shameful thing, but salespeople should make it clear that our products bring benefits to them and solve their problems, rather than "killing familiarity." When you love your product and fully understand the purchase point of your product, these worries will disappear.

The introduction method is to use the influence of others, or to continue existing customers, to establish a word-of-mouth effect. There is a famous saying in the sales industry: “Behind every customer, there are 49 customers hidden”.

The unfamiliar method will make your market infinitely large - everyone is your customer. However, the unfamiliar method can only be based on quantity and quality. If you haven't been rejected enough before, you won't be a good salesperson. The real top sales come from the constant rejection of such strange visits and the continuous sales again!

Cosmetics shopping guide preparation before the war::{ smile}

First, beauty knowledge: Shopping guides must master a wealth of beauty knowledge, including skin structure, skin classification, identification and care As well as skin care procedures and hair structure, hair quality classification and other beauty and hair care knowledge.

Second, product knowledge: Shopping guides must be proficient in the formula, ingredients, features, specifications, prices, usage methods, and shelf life of their own products. They must also understand the characteristics of competitors' products to the extent of reciting them. .

Third, basic sales skills: Sales skills are a key factor in the success or failure of a shopping guide, with special emphasis on turning each potential customer into a prospective customer through effective methods.

Training sales skills is usually divided into five steps:

(1) Greet the customer; when the customer approaches, take the initiative to greet the customer, greet the customer with a gentle smile, and express sincerity kind regards.

(2) Understand needs; analyze customer psychology, ask relevant questions, and understand customer needs.

(3) Promote products; promote products that customers need.

(4) Close the deal; achieve sales and promote joint sales as much as possible. For example, by the way, "The effect will be better when used with xx products, many people buy them this way." Most consumers will agree.

(5) Farewell customers; provide good after-sales service, package products for customers who have purchased, and treat customers who have not completed their purchase with the same sincere and gentle attitude, and do not neglect.

Examples of cosmetics shopping guide sales skills

To master the key steps in cosmetics sales skills, it is crucial to understand and guide customers

1. Understand the needs:

a. Look at the eyes

b. Weigh: competing products (companies whose products are introduced by the first two shopping guides, most people will fail)

c. Look at the skin type

d. Read the promotional materials carefully

e. Ask questions seriously

f. Ask about price and purchase conditions

g. Ask about promotional conditions

h. Discuss with companions

i. Feel in a good mood

j. Go back and look at our company's products

k . Ask technical questions about the company's products,

l. Express a favorable impression of the company's products

m. Think about the company's products

2. Make specific purchases to meet needs Motives include:

Realistic buying motivation---affordable price;

Cheap buying motivation--there are special offers and promotions;

Purchasing for convenience Motivation -----convenience, time saving;

Purchasing motivation for safety----product safety, health protection;

Purchasing motivation for beauty---beautiful packaging;< /p>

Purchasing motives for name---brand;

Hobby purchasing motives---habitual purchasing

3. Try and pay attention to the methods to discover the unique characteristics and advantages Characteristics a. Meet customer needs b. Avoid saying no to customers’ skin, and can introduce what effects our products can achieve for which type of skin. (Aiming at problem skin, not personal skin type)

4 .Further emphasize the benefits

a. Use the benefits (again)

b. Discount format: for example, special price increase time period; Use tools to help sales increase: for example, pop dm Price tags, etc. to promote transaction opportunities.

c. Gifts: Limited time periods should have the display characteristics of gifts to further introduce the company's products, joint sales, and analyze value.

5. Sales promotion achieved (Dealing Skills) Final touch.

7. I will bandage it for you

8. This is a gift for you. Refuse to object and deal with it. Have a welcoming and positive attitude, deal with the customer's mood first, and then deal with the customer. Opinions

9. Restate the reasons for customer objections

10. The golden question--Why?' "Besides" The second promotion cycle is revealed: Obtaining customers Purchase information → Assuming agreement, I will help (take) you to pay the bill, etc.

Enlightenment: The water is not boiling, not because it is too cold, but because the heat has not yet reached a. It seems simple but difficult to do b. Communication is difficult and the value is high c. Practice makes perfect d. Practice, practice and practice

Adjustment of the psychological quality of cosmetics shopping guides

The process of shopping guide is the process of communication with customers. The psychological quality of shopping guides directly affects the success or failure of sales. This requires shopping guides to have good psychological qualities.

1. Maintain an optimistic mood; your mood directly affects the customer, which in turn affects her desire to buy. If you have a frosty face, the customer may not be willing to stand for a minute longer.

2. Have a sincere and enthusiastic attitude; your sincerity and enthusiasm prove that you value the customer, and she will be moved by you; and your indifference will definitely drive away the customer.

3. Don’t be afraid of customers and don’t despise customers; customers are God and must be respected. No matter how many reasons customers have to buy, they will be offset by your contempt.

4. Serious and patient; it is our duty to conscientiously help customers choose and explain. Customers’ requirements and questions are sometimes too many, but we have no reason to refuse and can only take the trouble, because we are in Serve her.

5. Neither humble nor arrogant, and generous; guiding customers to purchase is a kind of communication and communication, don't be restrained. In fact, customers also want to communicate easily. We do not advocate the use of harsh language or excessive flattery, because we treat customers as friends.

6. Have confidence in yourself; when customers come to buy our products, we must have a deeper understanding of the products than they do. We must believe that we are right and dare to guide customers. The customer hopes that you can teach her more things. If you don’t know anything about the product, she won’t be able to buy with confidence. Show your customers that you are an expert, and your confidence is actually the customer's confidence.

7. Dare to admit mistakes; communicate honestly and generously with customers. If you make a mistake, you must dare to admit it. Customers know more than you do, so ask for advice humbly.

8. Be calm and calm; when encountering unexpected problems, be calm, and then find a solution as soon as possible. Don’t be in a hurry, and never show your confusion to customers

How to develop cosmetics Terminal sales skills training

The prices of cosmetics retailers have now tended to be consistent, and competition among retailers has also shifted to soft services. Therefore, it is becoming more and more important for sales staff to train, learn and apply sales skills.

So how to effectively carry out terminal sales skills training?

1. Training objects

The conventional understanding is that they are shopping guides or salespersons, because they are front-line sales executors and deal directly with customers. The promotion of sales is related to them. There is a direct relationship, so they are the targets of sales skills training. This understanding is correct, but incomplete.

We know that for retailers, sales are the core of their business, and all actions of everyone should be centered around the purpose of promoting sales. In this sense, all staff of the retailer must Should be trained in sales techniques. It’s just that the training received by different levels and positions differs in professionalism and depth. Front-line employees focus on learning operational skills tools and methods, which can be used immediately and are effective micro-methods. The management should focus on the management, motivation and control of front-line employees. After all, the retail industry is an industry that attaches great importance to experience, and managers play the role of masters to a certain extent. Therefore, the training of sales skills should be an activity that all retailers participate in, and managers must learn more. better.

2. Training content

The content of sales skills training includes psychology, language, behavior and other aspects. Specifically, the following content must be learned:

1. Product expertise. Cosmetics are highly professional products, and customers will value the opinions of sales staff. If the sales staff themselves are not professional about the product, it will be difficult to gain the trust of customers, and naturally it will be difficult to conclude business.

2. Customer psychological analysis and mastery. There are all kinds of customers who come to the store. Some have clear purchase intentions, some are just looking around, and some are here to explore. Faced with various customers, how to effectively analyze and screen valuable objects, and then provide Targeted service is a very important part of promoting business, which requires the sales staff's observation, analysis and reaction skills. This is also a very important part of sales skills training.

3. Language ability. Good language can impress guests, but inappropriate language can offend them. In a certain sense, all sales skills rely on language. As the most effective and direct carrier, the impact of language ability on sales is self-evident. Salespeople must also work hard on language skills during sales skills training.

4. Business etiquette. In modern sales behavior, more and more emphasis is placed on politeness and etiquette. Purchasing is a spontaneous behavior of the customer and cannot be forced to buy or sell. How the salesperson makes the customer feel comfortable determines how quickly the customer pays. You pay for enjoyment, and comfort is of course important. You probably won’t see a customer who is angry and still spends money to buy something. The courtesy and etiquette of sales staff directly give customers a sensory impression, so the study of this cannot be relaxed.

Usually it can be started by following the following questions:

1. What is sales? Is it to satisfy customer needs or to make your own money?

2. What do we sell? What is the core? What's the difference from your opponents?

3. What do we need to prepare before sales for customers to purchase?

4. Why do customers need our products? What is the “buying point” we bring to our customers?

5. How to communicate with customers? What to ask? How to ask? How to answer? How to guide?

6. How can we make customers want our products more? Where are the opportunities? How to make customers trust me, not him!

7. Customers are very different and come in all shapes and sizes. What’s the difference? Where else? How does it vary from person to person?

8. Why do customers have objections? What kind of objections will arise? What's behind the objection? How to eliminate it?

9. Why do customers politely refuse? How to deal with it?

10. One-shot deal or resale? How can I resell it?

3. Training steps and methods

As the saying goes, if you don’t prepare in advance, it will be ruined. To achieve good results, training must be carefully prepared and planned, and it must not be rushed. act. Basically, we recommend that sales skills training be divided into the following steps:

1. Classification of students. The purpose of this is to help understand the basic situation of the students and have a reference basis when designing courses and dividing classes.

2. Training needs survey. Conducting training needs surveys for different students can help truly grasp the key needs of students, formulate targeted training content, and ensure training effectiveness.

3. Training content design. Do this based on an understanding of training needs.

4. Lecturer arrangements. Only by making reasonable arrangements according to the course content and the parts that the lecturer is good at can ensure the learning effect.

5. Training location and time schedule. Usually sales training is on-the-job training, and working hours must be fully considered so as not to affect normal work.

6. Training and assessment. The results of sales training are directly reflected in the work. It is recommended to quantitatively assess the work performance before and after the training. This can fully reflect the training intention and acceptance of the lecturers and students. At the same time, the data-based assessment is more convincing and will not make the training ineffective. Fall into the void.

Training is an integral part of the training, from the preliminary pre-training research, to the arrangement of lecturers, venue layout, to the final post-training assessment. If anything goes wrong in one of the links, it will directly affect the final training effect. .

Cosmetics Sales Skills Author 2:

Cosmetics sales skills require mastering key steps, understanding customers, and guiding customers.

3. Try and pay attention to the method* Antibacterial properties Advantages and Features a. Meet customer needs b. Avoid saying no to customers’ skin. We can introduce what effects our products can achieve for which type of skin. (Aiming at problem skin, not personal skin type)

4. Further emphasize the benefits a. Use benefits (again) b. Discount forms: for example, special price purchase time period to increase intensity; use tools to assist sales increase: for example, pop dm price tags, etc. to promote transaction opportunities. c. Gifts: The limited time period should have the display characteristics of gifts to further introduce the company's products, joint sales, and analyze value.

5. Sales promotion (closing skills) Two reasons for customers to buy; 1. Pleasure feeling

7. I will bandage it for you

8. This is a gift to you. Refuse to object to handling. Have a welcoming and positive attitude, deal with the customer's mood first, and then Handle customer opinions

9. Reiterate the reasons for customer objections

10. The golden question - why?' "Besides" a. Get to the bottom of the matter Secondary Promotion Promotion Cycle: Obtain customer purchase information → Assume consent, joint action → Ease rejection and objection processing → Get to the bottom of secondary promotion → Obtain customer purchase information b. Convincing language and behavior: Nodding yes, that’s right. It’s not easy to see.