Because many enterprises have short-term shopping guides, as enterprises, friends engaged in shopping guides should have long-term planning to guide their future work. Shopping guide is compatible with statistics, promotion, display and market regulation. And it is a compound sales talent. Shopping guide is the best school to train marketing managers. Having a clear goal in life is not a short-term job for a shopping guide. You can learn a lot of product knowledge by engaging in shopping guide. Industry knowledge. For example, if you are a shopping guide for a certain brand of drinks, then you will know what Tetra Pak, tetra pak Pillow, pets, carbonated drinks, juice drinks, milk drinks and so on are. You will not only know about these products, but also feel the corporate culture and historical background of the company. If you are a shopping guide of an international brand, you will learn more knowledge and even learn the scientific method of terminal management.
Two: Different products have different shopping guides.
We found in many stores that when recruiting shopping guides, most enterprises like to find smart young girls as shopping guides, which is incorrect, because different goods need different gender shopping guides, including the choice of age. Imagine if a girl is asked to buy men's underwear or a handsome boy is asked to buy sanitary napkins. Then there will be more embarrassing scenes. It is not as convincing as a middle-aged woman in her thirties to ask a 18, 9-year-old girl to buy a bottle nipple. Let a fat man weighing more than 200 kilograms buy slimming products, let a dark-skinned person buy whitening cream, and so on, which will make a lot of jokes. Therefore, enterprises should choose different shopping guides according to different products, such as age and gender.
1. The daily work report of the shopping guide should not only record how much is sold in a day, but also record the flow of people in the store, the sales of products and competing products in great detail, record and analyze the consumption behavior characteristics and customs of people who come here, and even record and analyze the psychological changes of consumers before shopping, and record everything related to sales, whether indirect or direct. The more auspicious the better. This will not only give feedback to the company in time, but also help the company to develop products and formulate sales policies, which will also be of great help to the promotion of its future career. Therefore, for a shopping guide, observation and analysis are very important.
2. Generally, what we see in the store is the sales statistics of the shopping guide for one day, because it is directly related to the benefits of the shopping guide, but as an enterprise, we should have higher requirements for the work diary of the shopping guide, and the unified record of the shopping guide should include several aspects, not just the sales statistics. I read a shopping guide work note, which recorded a 10 meter shelf that the shopping guide was responsible for, something like this. It records how many consumers have been here every day, how many products they have bought, how many products they have touched, how many words they have said here, and all the praises and criticisms of the products. These are very precious commercial materials, which are very valuable.
As a shopping guide, you must have keen observation, a fiery star and an excellent shopping guide. It can make a very effective judgment on most consumers who come to the store. She can roughly guess the consumer's education level, income level and what kind of products he should be suitable for consumption by clothing, age and manners. Let's imagine a person driving a Mercedes-Benz to go shopping. Is it appropriate for you to sell him five pairs of discount socks 10 yuan, or to sell thousands of brand-name belts to a consumer who just got off work and hasn't had time to change clothes? Only by observing and understanding can we do a good job of shopping guide more effectively.
4. tally is a compulsory course for shopping guides, and the products are displayed horizontally, vertically, horizontally and vertically. Effective and vivid product display in the store is to show consumers a beautiful picture of enterprise products, so the tally work should be done in detail.
Four. Shopping guide sanbao
A shopping guide is a staff member who sells products to consumers at the terminal and spreads corporate culture. Any enterprise has the same business philosophy, that is, sowing the seeds of love into the hearts of consumers. The shopping guide is the messenger of love. Here are three treasures for you:
First, reading glasses. Modern consumer groups are mostly rational consumers. When they buy the products they need, they will carefully look at the origin, weight, production date, formula and so on. These words are often very small on the outer packaging of products, so especially some elderly consumers seem to be entangled. At this time, as a shopping guide, when meeting elderly consumers, they will hand over a pair of reading glasses while selecting products.
The second thing: cotton paper. It is common for a shopping guide to put a packet of small tissue paper in his pocket, but a packet of small tissue paper can play a big role at a critical moment. I've seen a tissue buy two tubes of milk powder. A young couple took their baby for several months to buy milk powder in the store. Suddenly, the baby cried and had a stomachache, and pulled a stool there. The couple were at a loss and embarrassed. At this time, a shopping guide lady handed me a paper towel, and the husband and wife thanked her again and again, and happily chose the milk powder recommended by the lady and left happily. For the sake of consumers, do a good job of quality service before consumers buy products, so as to win the trust of consumers.
Third: rags. The neatness of shelves and products is the most important thing in shopping guide work. Please remember this sentence, dusty goods will never be wanted. No matter what brand of products, no consumer will choose dusty products. Keeping shelves and products clean is an eternal theme. If you can't do this at all, there is no need to talk about others.
As a shopping guide, you must have a strong ability to deal with unexpected problems in the store. Once in a shop, a customer accidentally knocked over the goods on the shelf and spilled them all over the floor. At this time, the shopping guide picked up the goods, tidied them up, and smiled and said to the customers: Our goods can dance. You look very popular! A humorous remark immediately dissolved the embarrassing scene of the customer. Customers also organize goods with the shopping guide. During this period, the shopping guide successfully carried out the shopping guide work.
In short, a qualified shopping guide is the starting point for the career of marketing manager and marketing director. In the product circulation of the enterprise, the shopping guide plays a great role in the terminal channel, and is the most advanced propagandist, salesman, marketer and waiter of the enterprise. What is the customer?
For shopping guides, customers are the most important thing in the world.
Customers are the most important people in business operations.
Customers are the source of all the achievements and income of the store.
Customers are the blood of store management activities.
Customers are part of the store, not outsiders.
Customers are the people who should be given the highest courtesy in shopping guide.
So the customer is supreme, and the customer is always right.
Management of customer's psychological change process.
(1), watch/follow
Watching/paying attention is a positive state of customers' psychological activities, which makes psychological activities have a certain direction. Judging from the purchase process, this is the first and important stage. If the customer doesn't find the goods he is interested in during browsing, and the shopping guide can't attract the customer's attention to the goods he sells, then the buying process will be interrupted; If you can attract customers' attention, you will initially master the sales transaction.
(2) Interested in
When customers stop in front of a product or read the information on POP, they may be interested and curious about the price, style, color and so on of this product.
③ Lenovo
If customers have a strong interest in a product, they will no longer stay in the stage of "staring at it". They may observe it from different angles from the sense of touch or related product manuals and think, "What will I look like after wearing this dress?" Will my friends praise me for being beautiful when they see this dress? "
This association stage is very important, because it is directly related to the initial impression and emotional stage when customers express satisfaction or dissatisfaction, like or dislike goods, so we call this stage "like stage". When customers buy goods, the shopping guide should use various methods to improve his association-this is also one of the secrets of successful sales.
(4), produce desire
After Lenovo, customers will have a desire and impulse to take this product for themselves through liking. In fact, when a customer asks about a product and looks at it carefully, it already shows that he is very interested in it or wants to buy it. Therefore, the shopping guide should seize the opportunity, through careful observation, try to figure out the customer's psychology, further introduce their concerns and promote the customer's desire to buy.
(5) Comparison and trade-off
Desire is just that customers are ready to buy, if they don't reach a certain level. Customers may make further choices: either watch other goods in the store or go to other competitive stores to learn about similar goods.
Comparison and trade-off is the stage when buyers and sellers will reach the peak in the purchase process, that is, customers have a more comprehensive understanding of the goods after comparison. At this time, it is the best time for the shopping guide to provide consulting services to customers-show their service skills, provide some valuable suggestions to customers, and help respondents to supplement their trust.
After comparing the samples, customers often ask the shopping guide for some advice. Once you get a satisfactory answer, most customers will have a sense of trust in the goods. At this stage, sales skills, service attitude and personal understanding of goods are very important.
(7), decided to act
That is, customers buy goods and put them into action, which is called "transaction" for shopping guides.
(8), meet
The customer's purchase decision is not the end of the purchase process, and there are two kinds of "satisfaction" in the purchase process:
(1), one is the satisfaction of customers after buying satisfactory goods;
(2), one is the satisfaction caused by the recognition of the kind service of the shopping guide.
Therefore, the shopping guide should maintain the principle of sincere and patient hospitality from beginning to end until the customer is sent away.
The above are the eight stages of the customer's psychological process, and even the psychological change process of special customers will not break away from and surpass these eight stages. If a shopping guide wants to understand and master these eight stages, it is equivalent to completely mastering the customer's purchasing psychology. Basse matador, answer adoption rate: 29.6% 2009-06-22 23:29 Attitude is to read more fashion magazines, know how to praise and know how to struggle alone. Answer adoption rate: 15.7% 2009-06-22 23:30 should be a mental problem. See if you can seize the opportunity ... you can give him some free space first ... when he is intoxicated, you can go up. First of all, you need to know what kind of clothes he wants to buy ... what he wants, and you try to sell what he wants ... don't take too expensive for the first time ... according to his request ... God's tears.