1, refused to answer by phone or hung up after two sentences;
2. There was a customer consultation, and the customer asked you about the decoration quotation but did not follow up;
Customers say everything well, but when it comes to signing the bill and paying the money, they lack interest.
First, supplement customer resources. Everyone has tried various methods, and the best results are these four methods:
1, free house testing and free scheme quotation;
2. The residential units in this community are mature in research and development, with various schemes;
3, the model room qualification, cheap;
5. Give gifts.
Second, some sales always accumulate a lot of indigestible customers, but it's a pity to abandon them without taste and don't know how to start. Communicating with customers for the first time makes you stand out:
1, don't just ask your budget, which styles of main materials you like, etc. It is the same as the sales of other decoration companies. Send some decoration knowledge points, anti-pit guides and cost-effective recommendations;
2. Talk about where the customer is from, the topic of customer "customer" or the requirements of home ecology, and finally talk about the owner's own decoration;
3. When the customer raises the topic of home improvement, the salesperson should tell the customer's optimization strategy in terms of design layout, main materials and environmental protection from a professional perspective.
Be mentally prepared. Selling is actually the same as falling in love. With this mentality, the follow-up with customers is half the battle.
Third, how to assist:
If it is split sales, then the action of communicating with customers is "sales" and promoting the decoration design scheme with yourself. The other part is "selling", selling substantive services and products.
In terms of quotation, the peers are all home improvement companies, and the decoration company can't kill one thousand and lose eight hundred. The actual cost to customers is an order of magnitude, so how to get customers to sign the bill, the best starting point-how to guide the price issue into value.
For example, "The price quoted by the decoration company next door is lower than your price per square meter 150 yuan. And the promised things are the same, and I agree with your company, but this price has given me a discount. "
Solution:
1, do a good job: ask customers what they don't know and what they don't care about. For example: the proportion of the exterior wall of the apartment, the living room and the bedroom are opposite; Daylighting cycle; Daylighting area; How many people are there in the family; Whether friends often come to spend the night; Children's planning; Store and use women's clothes, shoes and cosmetics at home; These details should be livable, so that customers can feel that you are serious, meticulous and professional, so that they can have more exchanges with you and stay in the store for a longer time.
2. Empathy: frankly decorate the internal market of the industry. Guerrillas have low prices, but without supervision and after-sales, their houses will live for life, and the quality is not guaranteed; The price of peer decoration is similar to the profit, the price is low, and the promised service meets the standard, which may cut corners or temporarily increase the cost later; Choosing by yourself is not necessarily the cheapest, but it must be the best, saving time, effort and worry, with high cost performance.
3. Sincerely identify with customers: say what customers like to hear (praise), say what customers want to hear (especially understand your thoughts), and say what customers must hear (professional). Playing the emotional card "looking for decoration is a lifetime thing." You've listened to me so much. Before that, I also talked a lot about decoration. Where is the decoration? It really doesn't matter. What you want is the most important thing. You sincerely come to talk about decoration. This house is hard to come by. My company and I will definitely build the best home for you. "
4. Timely assistance of the whole company: Sales is not a one-man show, and the company needs a set of operation and marketing norms. Customers should have a complete set of implementation service processes and standards in the front desk, exhibition hall, negotiation room, first time entering the store, second time entering the store and promotion by the store manager.
Finally, I want to sum up a sentence for you:
Solve the decoration problem with professional knowledge; Use language skills to break the deadlock; Use talk list tools and strategies to provide services; Treat customers with care.