In order to better improve the sales level of employees, strengthen the professional image of the company and the enthusiasm of employees, and increase the profits and welfare of individuals and companies, we will try out the following regulations in the future, and hope that everyone will implement them seriously. If there are any inappropriate places during the trial period, you can propose improvements.

1. When waiting for customers, be in an obvious position, smile and always pay attention to potential customers from all directions.

2. When you meet a customer for the first time, you should smile and have a loud voice (subject to the customer's clarity) and greet the customer in your own way.

3. Customers take the initiative to ask about the products they want after entering the store. If the customer doesn't answer or patrol, please keep a distance of about 1M from the customer, smile and wait for three seconds before making the next step (three seconds is to let the customer watch the product and think about the way to negotiate with you. At the same time, you should also observe the appearance of customers and initially confirm the negotiation plan. )

4. First, start the dialogue by asking questions. There are three aspects that must be asked:

1) What kind of products do you want to choose? Are there any promising models? What are the main uses?

(mainly to confirm whether the customer has inspected or inquired about the product. If so, please pay attention. This kind of customer has looked at it for a long time or has inquired about the detailed configuration and price of the machine. Salesmen must be careful not to quote first unless customers strongly demand it. Be sure to ask about this product first.

Do you need to confirm the configuration, whether to buy on the same day, whether to compare the model and other issues to finally confirm you? If it is possible to buy on the same day, remember not to let customers go out of your website. First, take the products he knows as gifts and quote them at unprofitable prices. If you don't buy on the same day, you should also quote as a potential customer and make a detailed introduction.

2) If there are other machines for comparison, the salesperson should not keep silent without knowing the basic configuration. He should praise his vision from the perspective of the brand. First of all, he should talk about some advantages of comparative brands, then find out the disadvantages of comparative brands and try to find out what is not suitable for customers. Be careful not to say that the brand recognized by customers is not good, but must find out the places that are not suitable for customers, such as weight, brand, motherboard, quality, warranty and so on.

3) In the case that the above introduction can't impress the customer, in order to prove that your statement is right, you must tell him a short story. The main content is that based on your own personal experience, you will get some experience in buying products (such as mobile phones, all electronic products) and the consequences caused by different quality, so that you will stand on the same front with customers. If the customer listens, which customer will not be hostile to you.

4) If there is no doubt about the above customer introduction, then your success rate will reach 70%, which is not the next step of destination implementation.

5. Slogan: We try not to sell machines that customers know, and we want to maximize profits.

Through the above communication with customers, customers' trust in you will be significantly improved. At this time, you should

Try to let customers change models to increase profits and sell machines, which depends on the sales staff's understanding of their own products and other mainstream brands, that is, the basic skills of sales staff.

1) First of all, you should have two machines to replace the models specified by customers, and introduce the characteristics of the products respectively, mainly focusing on the advantages of the two products. The high-end ones must work hard in the mainstream direction. At roughly the same price, you must first configure a high-performance machine. The most important thing is what benefits you can bring to customers by introducing products, and what benefits you can bring to customers in the long run and economic interests, so that customers feel that you are considering everything for him.

2) In the second paragraph, you need a low-end computer, preferably AMD (customers must not be superstitious about the Internet), but the price will be higher, at 1000 yuan, which is lower than the product price introduced in the last paragraph (depending on customers and their trust in you). This machine must work hard on the practicality of the customer and let him know that you will not be exposed to complex graphics with this machine in the next few years. At the same time, let customers know that the elimination of machines is not because machines are getting slower and slower, but because people's requirements are different. As long as you are dealing with your present job, this machine will not be eliminated. You can imagine what you can buy for your customers.

(For example, DV and DC are not expensive, so it is difficult to eliminate them.) Let customers associate and think for customers, and you will increase the motivation of 10%.

6. Final single

1) If the customer intends to buy the above communication on that day, it will be almost enough. At this time, don't rush to ask which one you want, but return the initiative to the customer and politely say: Is there anything unclear about the product and so on? Why not choose one that suits you? In fact, whichever one you choose is the result you want, but don't be too happy! Remember, it's not over until you pay. At this time, you must observe the words and deeds, analyze the customer's eyes, movements and the length of stay on which machine, in order to achieve the desired effect.

2) If the customer finds an excuse to leave, you should ask what the reason is, whether the product is not suitable or the price is not suitable. If the price is poor, I can give you some discount. (However, give him 300 yuan to scare him and give him some gifts first. ) In short, don't let him leave easily. Price is not the goal, mainly depends on his reaction, and we must know the reason to suit the remedy to the case. If the client still wants to leave, you must say: I didn't finish the task today. If the price is poor, I will call our manager and apply for a guarantee that you won't spend too much money. You are buying it everywhere. Playing the family card, the customer listened to you for an hour and had some feelings. Pretend to be poor, not too much. Who makes you want to make money? Anyway, don't let him out! If he can't get out twice, he has no reason to say it again. He also knows that you can't let him go, and you can't get out! Finally, remember to collect money first and then inspect the goods!

7. Transaction process

The transaction process is also very important. If you don't lower your initial enthusiasm (no matter how tired), you can talk to him about society, economy, politics and family. As long as you speak, he can say whatever he wants (in the meantime, you must complete all relevant information and necessary work first). Now it's his turn to say you listened. One thing is to rest (but eyes can't rest, continue to communicate with him). Even if another customer comes in, you should say hello to this customer before going to work. When you come back, you should say you are sorry. After everything goes well, you should try your best to send him out (especially when the profit is high, it is best to send him to the car, otherwise it is not easy to miss the price). This courtesy can impress him and make him an important node in your sales chain and a loyal user.

Step 8 focus on

In the process of sales, we must master all kinds of questions to customers at any time in order to find any opportunity to recommend other products to increase profits. Salespeople must have this idea in mind, which is a basic quality of salespeople.

The classic method of store reception is to say hello first and not get up.

In fact, what a store sells is a probability. We can't make a deal with every customer who comes into the store. No matter how good the store location is, no matter how high the decoration is, 100 customers may enter the store, that is, about 30 customers. Similarly, not every customer who enters the store needs to be received. If you are too enthusiastic, it will often backfire. This method is to greet customers by greeting, and then use static braking. For example, customers take the initiative to ask or are obviously interested in products, and we will take the initiative to provide services to customers. This way is more suitable for receiving idle customers and customers who are difficult to communicate.

Second: help customers.

Everyone wants to get sincere help from others. When customers enter the store, if they bring their children, we can give them some candy or balloons. If they bring their husbands, they can arrange a good seat for them. If customers have rain gear in their hands, they can help provide them with a place to put it. In short, we can provide customers with services that make them feel at ease and thoughtful.

Third: Simple questioning method.

By asking some simple questions to customers, guide them to participate in the sales interview with a good rhythm, and gradually move towards the purchase stage until the final transaction. We can start with the following questions:

Is this your first visit to our store, sir?

Sir, what stage has your home been decorated?

Reception personal etiquette instrument

Instrument refers to a person's appearance, which is the external expression of a person's mental outlook. A person's hygiene habits and clothes are closely related to the formation and maintenance of a dignified and generous appearance.

1. Hygiene: Cleanliness is the key to beautiful appearance and the basic requirement of etiquette. No matter how beautiful clothes and luxurious clothes are, if the whole body is covered with dirt and smell, it will inevitably destroy a person's aesthetic feeling. Therefore, everyone should develop good hygiene habits, wash their faces and feet after going to bed and getting up, brush their teeth in the morning and evening and after meals, wash their hair and bathe frequently, pay attention to neatness and change clothes frequently. Don't "clean personal hygiene" in front of people. For example, picking teeth, picking nostrils, digging ear wax, manicure, rubbing dirt and so on. These behaviors should be avoided by others, otherwise, it is not only unsightly, but also disrespectful to others. When talking with people, keep a certain distance, don't speak too loudly, and don't splash on the population.

2. Clothing: Clothing reflects a person's cultural quality and aesthetic taste. Specifically, it is necessary to be natural, decent, harmonious and generous, and to abide by some established norms or principles. Clothing should not only adapt to its own specific conditions, but also always pay attention to the dress requirements of objective environment and occasions, that is, dress should give priority to time, place and purpose, and strive to keep in harmony with time, place and purpose in all aspects of dress.

The content/manner of speech

As an art, speech is also an important part of personal etiquette.

1, courtesy: be sincere and kind; The sound size should be appropriate, and the tone should be peaceful and calm; Respect others.

2. Terminology: honorifics, words expressing respect and courtesy. Such as "please", "thank you", "sorry" and "you" in the second person. The first meeting was "I've heard a lot about you"; I haven't seen you for a long time. Please criticize it as "teaching"; Trouble others call it "disturbing"; Seeking convenience is "borrowing light"; Ask people to do things, such as "please". Efforts should be made to form the habit of using honorifics. At present, the polite expressions advocated in China are ten words: "hello", "please", "thank you", "sorry" and "goodbye". These ten words embody the basic language form of speaking civilization.

Etiquette and manners

1, Conversation posture: Conversation posture often reflects a person's character, cultivation and civilized quality. So when talking, first of all, both sides should face each other squarely and listen to each other. They shouldn't look around, read books and newspapers, look tired and yawn. Otherwise, it will give people the impression of being absent-minded and arrogant.

2, standing posture: standing posture is the most basic posture of people, is a static beauty. When standing, the body should be perpendicular to the ground, the center of gravity should be placed on the palms of the two front feet, and the shoulders should be relaxed. Arms naturally droop or cross in front of the body, eyes straight and smiling. Don't bend your neck, waist and legs when standing. In some formal occasions, it is not advisable to put your hands in your trouser pockets or cross your chest, let alone make some small moves unconsciously. This will not only appear stiff, give people a feeling of lack of self-confidence, but also lose the dignity of etiquette.

3, sitting posture: sitting is also a static shape. A dignified and elegant sitting posture will give people an elegant, steady and natural aesthetic feeling. The correct sitting posture should be: straight back and relaxed shoulders. Women should put their knees together; Male knees can be separated, but not too big, generally not more than shoulder width. Put your hands naturally on your knees or on the armrests of your chair. On formal occasions, you should be gentle when you sit down, dignified and steady when you get up, and you can't rattle tables and chairs and create an embarrassing atmosphere. No matter what kind of sitting posture, the upper body should be kept straight, just like the ancients said, "sitting like a clock." If you insist on this, no matter how you change your posture, it will be beautiful and natural.

4. Walking posture: Walking is the main action in people's life, and walking posture is a dynamic beauty. "Walking like the wind" means using popular water to describe a brisk and natural gait. The correct walking posture is: light and steady, chest raised, shoulders relaxed, eyes looking straight, smiling, swinging arms naturally.