I believe that every shopping guide in a ceramic tile store has a dream, which is to become the best brick seller in the store, the market, and even the industry.
However, the dream is full, but the reality is very skinny. After several years of hard work, looking at my mediocre performance, some shopping guides often say to the author: "Maybe I'm really not suitable for sales"!
The author believes that it is irresponsible for oneself to draw conclusions without doing in-depth exploration, research and practice.
In fact, for terminal shopping guides, it is not difficult to become an excellent gold medal shopping guide as long as they find the right way to advance.
Next, the author will sort out the "four-step ladder" for you to become a gold medal shopping guide. As long as you follow these four steps, step by step, step by step, and make a little progress every day, it won't take long for you to make huge progress and become a gold medal shopping guide. It is only a matter of time.
The first step: knowing how to sell products
The first step for a gold medal shopping guide is to be able to sell products.
As a gold medal shopping guide, you must first be able to sell products. So what kind of shopping guide can sell products? At least the following three points must be done:
1. Understand and be familiar with your own products. Understand the general value and unique value of the product, or understand the general selling points and unique selling points of your own product. For general selling points, I have them, and competing products also have them; for unique selling points, I have them, but competing products don’t, or competing products have them, but I’m better than them.
2. Respect and admire your own products. Do something, love something, and if you invest your emotions in selling products, you will also give life to the products.
3. Have your own way of selling products. For example, the more common FABE product sales method.
The second step: selling design
The second step for a gold medal shopping guide is to be able to sell designs.
According to data, 92% of consumers who buy home building materials are now born in the 1980s and 1990s. When buying home building materials and supplies, the first thing people born in the 80s and 90s care about is the design beauty of the product, and only then do they care about the product. of intrinsic quality.
Therefore, it is particularly important for shopping guides in ceramic tile stores to be able to sell designs. So how can one be considered to be able to sell designs?
1. Stores must have design capabilities. That is to say, the store must have at least a designer. The designer must not only have design capabilities, but also sales and communication skills.
2. The shopping guide will interpret the beauty of the design. As a shopping guide, you don’t have to understand design, but for the renderings designed by designers, you must know how to interpret the beauty of the renderings to customers, and combine style, color, matching, texture, and mosaic. , shape, soft decoration and other elements are integrated into it, and the overall beauty of the design renderings is released through explanation, giving customers a strong aesthetic impact.
3. The store has a set of design and marketing models or methods. If you still want to use the traditional store sales model to bypass design and promote transactions, you will only be able to deal with some low-end customers at most, and it will be difficult to deal with mid- to high-end customers. Therefore, it is necessary to create a design marketing model in addition to the traditional sales model. Only by combining the two methods can we deal with customers at three levels: high, medium and low.
The third step: selling services
The third step of a gold medal shopping guide is to be able to sell services.
Is service important in ceramic tile store sales? Regarding this question, I believe everyone with a slightly normal IQ knows the answer; but how important service is, many people may not be able to tell clearly. According to statistics, 60% of the customers lost by ceramic tile stores are lost due to insufficient service. Since service is so important, how should shopping guides improve their ability to serve customers?
1. Services must be designed. Ceramic tile stores should design a complete set of service processes from customers entering the store to leaving the store. As a shopping guide, you should be familiar with this processHowever, knowing what to do at what stage and satisfying customers are the professional qualities of a gold medal shopping guide.
2. Service must be attentive. If the shopping guide only performs the service process rigidly, I am afraid that customers will not be able to enjoy a wonderful service experience. Therefore, in addition to design, service must also be attentive. Only when the shopping guide is emotionally invested can customers feel the warmth of the service.
The fourth step: selling yourself
The fourth step of a gold medal shopping guide is to be able to sell yourself.
"Only when customers recognize you as a person will they recognize your products and services!" This classic saying about sales is even more vivid in the ceramic industry. The ceramic industry is an industry with low attention. Customers don't know ceramic tile products, but they know people. They can judge whether the products and prices sold by this person are reliable by judging the shopping guide.
So, in the ceramic industry and in the ceramic tile store sales process, the human factor is the first factor that determines whether customers can make a deal.
How to make customers recognize the shopping guide himself?
1. Be confident. 97% of transactions are due to trust, and only 3% of transactions are due to spontaneity. To gain the trust of customers, a shopping guide must first be confident. This self-confidence is not only about believing in yourself, but also about believing in your own brand, believing in your own products, believing that every customer you receive needs you, and believing that every customer who makes a deal will thank you. This kind of self-confidence is not just belief in oneself, it is a system of trust.
2. Have a good attitude. Mention determines a person's state and appearance. If a person's mentality is positive, optimistic, and sunny, the appearance and state he presents will be infectious; if a person's mentality is negative and complaining, the appearance and state he presents will make people stay away.
3. Professional enough. Why do we like to visit specialist clinics when we go to see a doctor? Why do we trust experts more? Just because of professionalismIt’s easier to win trust, and trust is more likely to lead to deals.
4. Positive image. The image mentioned here refers to the professional image presented by the shopping guide. It has nothing to do with appearance and is closely related to appearance and appearance. Appearance refers to the shopping guide's hair and makeup, appearance refers to the shopping guide's dress, and demeanor refers to the shopping guide's demeanor. As a ceramic tile shopping guide, you should be professional in your appearance and appearance, and gain recognition from customers with a professional image.
If you want to become a gold medal shopping guide selling ceramic tiles, you might as well practice yourself from the four steps mentioned in this article. If you do all these four steps, you will definitely become an excellent gold medal shopping guide!
Author: Teacher Xiaoxiao
