The mattress is laid on the bed board, which makes people feel comfortable and soft when they lie down and sleep. Keeping the mattress sanitary, comfortable, beautiful and durable can make us get high-quality sleep. Below, I will share the skills and words of selling mattresses for you, hoping to help you!

Tips and remarks on selling mattresses 1 shopping guide When introducing mattresses, you must squat down beside the bed and say: Our mattress fabric is made of Belgian imported constant temperature cloth, also called lycra fabric, which is characterized by antistatic property, good air permeability, moisture absorption and perspiration, and antibacterial and mite removal. Please feel it (customers must feel the mattress fabric at this time). At present, many high-grade underwear in shopping malls are made in lycra fabric. YSMS, the contact surface between the mattress and the human body is wavy, in order to fit the human body better. The mattress is divided into two layers, and the weight of the person lying on the mattress can be dispersed in all directions through the first layer of material, thus reducing the local pressure on the human body. When introducing professional knowledge, we must slow down, emphasize our tone of voice at the right time, and sometimes pause appropriately, because we are all talking about professional terms. If we speak quickly, customers can't keep up with their ideas and can't understand them. Even if we do, we won't be too impressed. )

The first mattress contains 3 cm thick natural latex. Latex mattress is a popular product in the world at present. The raw material of latex is a kind of white natural latex juice collected from natural rubber trees in Malaysia. Each rubber tree only produces 30CC of rubber juice every day, which is made into natural latex through special processing. It has the following characteristics, (the following characteristics latex name has 2-3 selling points according to the actual situation, mainly 1, 3, 6).

1, super high elasticity:

The super-high elasticity and fit of natural latex can make latex mattresses adapt to people with different weights, naturally adapt to any posture of sleepers, and the fit with the body can reach 95%, while the fit with the body of ordinary mattresses can only reach 60-75%. Natural latex can also improve backache and insomnia caused by sleep.

2, orthopedic function:

The contact area between latex mattress and human body is 3-5 times that of ordinary mattress, which can evenly disperse the bearing capacity of human body weight, automatically adjust bad sleeping posture to relax and recover the spine, and has orthopedic function.

3. Breathable bacteria:

Latex has a special molecular structure, good comfort, air permeability, mildew resistance, dust mite prevention, and inhibition of bacteria and parasites. The open latex porous air bag structure has 250,000 interconnected air holes per cubic inch, so that air can circulate freely in the mattress, which can dispel the hot air and sweat generated by the contact between the skin and the mattress during sleep and keep the body comfortable and dry during sleep. Therefore, sleeping on latex mattresses in summer will be much cooler than ordinary mattresses, and there will be no sultry and irritable phenomenon of sleeping on mattresses.

4, ultra quiet:

Pure natural latex can absorb the noise and vibration caused by turning over during sleep, so that sleeping partners will not be disturbed during sleep, and can effectively reduce the number of turning over, so that you can sleep more stably and sweetly.

5. Independence and comfort:

Every inch of latex is designed according to the human body structure: the head accounts for 8% of the body weight, the chest accounts for 33% of the body weight, and the buttocks account for 44% of the body weight, which conforms to the ergonomic principle and ensures the reasonable dispersion of the body weight.

6. Electronic version-Biology:

Latex is made of natural rubber juice, which can effectively prevent the formation of magnetic field and achieve complete insulation and antistatic. 100% natural latex has the characteristics of comfort, naturalness and gentleness, contains no chemical components, and will not produce adverse chemical reactions when contacting with skin. It is high-tech and natural and environmentally friendly, thus ensuring health and comfort, allowing you to experience Eskimo and return to natural sleep.

Shopping guide: Because latex has many functions, a latex mattress with a thickness of 18 cm on the market will cost 20,000-30,000 yuan (shaping the value of latex mattress).

Buying a mattress is not as expensive as possible. You can't measure it by price. The most important thing is to experience it yourself and choose the product that suits you. You lie on the mattress and experience it. Let me tell you some key points in choosing a mattress. It doesn't matter whether you buy it or not (we speak from the customer's point of view and choose products for her, not fool her into buying the most expensive products)

When couples are alone, the woman should try to lie down first, and it is better to take off her coat when trying to lie down. When introducing the 258 mattress, the customer must lie down and experience it, otherwise the customer can't experience the comfort of the mattress, which is not conducive to showing a perfect introduction process. After lying flat, the customer asked in a guiding way, "Do you think the mattress fits your body?" Because people's backs are relatively flat when lying flat, the mattress will fit the body very well.

But when people sleep, sometimes they lie flat and sometimes they lie on their side, so you can fully feel the support of the mattress to the body. Guide customers to lie on their side, so as to facilitate the introduction of the concept of sleep. When you lie on your side, you must have passion and proper body movements. When people lie on their side, the curves of hips, shoulders and waist fluctuate greatly, which is the best way to test the fit between mattress and body. When it comes to key issues, you can relax and feel the fit between the mattress and your body. We stand up and put our fingers together, and the back of our hand bends upward and slowly inserts into the customer's waist. ) Ask the customer: Do you feel this way? (Customers usually say that you feel it. ) Yes, it proves that this mattress is more suitable for you, because it fits your figure very well, and you will obviously feel uncomfortable when my hand is placed on your waist.

If the mattress is too soft, the whole body will droop when you lie on it, and you won't feel your hands on your waist. Bending the spine for a long time will cause oppression to the internal organs. After a long time, it will cause cervical spondylosis and lumbar disc herniation, which is also bad for the body. This mattress doesn't suit you.

Then we stood up, pressed the mattress with one hand and said, how do you feel now? Is your waist empty (customers will say it is empty or a little empty)? If you want to sleep on a mattress that is too hard, this is the effect. When people lie on it, only the four points of head, back, buttocks and legs bear the body weight, and other parts of the body are not fully and effectively supported. The spine is actually in a state of rigidity and tension. The next day, they will have backache and back pain, and their bodies will not be fully supported. (Use the knowledge of professional sleep consultants to choose mattresses for customers, and customers trust experts)

Especially now, many young people have cervical spondylosis, that is, they often surf the Internet during the day and don't have a good rest at night. Therefore, it is said that "a good mattress is not bad for sleeping, and a bad mattress is not bad for sleeping." Besides, there is a lot of work pressure now, and poor sleep will affect your work status and mood. They only have a good rest at night, and they will have plenty of energy to work the next day. Everything will be fine after a good sleep. Fear marketing magnifies the painful effect of using mattresses that are too soft or too hard, and reminds customers of the serious consequences of using mattresses that are not suitable for them.

Another feature of our mattress is the five-zone design, and the elasticity of each zone is accurately calculated according to the weight of each part of the body. As we all know, a person's body has a natural curve, and the weight of each part varies greatly. If you lie on the same elastic mattress, some parts of your body can't be fully supported, especially your waist and neck, and you can't relax when you sleep. The biggest feature of the five-zone mattress is that it is divided into five zones according to the different spring hardness. Hips are the heaviest, and this area is designed with the greatest elasticity, middle waist and legs, and high elasticity, while the head and feet are the lightest, and hard springs are used, so that all parts of the body can be strongly supported, thus obtaining healthy and comfortable sleep. When talking about each area, compare it with your hands and let customers know how to divide it into five areas.

Its springs are different from ordinary mattresses. Ordinary mattresses are fine steel interlocking springs, and the springs are connected by steel wires. This model uses independent pocket springs, and each spring has a bag outside. The spring is not connected, mainly through the connection between bags. (Speaking of springs, there should also be gestures to describe the difference between ordinary springs and independent pocket springs. The biggest feature of independent spring is that it can reduce noise and vibration, and two people do not affect each other when they sleep and turn over. So you lie still and I'll show you the non-interference effect. (When the customer lies on the other side of the mattress, his legs kneel inward 30cm from the extension of the mattress, facing the customer's waist, and his hands are straight and move up and down. The strength of the legs is small, and the amplitude of the hands is large, so that customers can see our strenuous exercise and feel the effect without interference. Because there is a steel wire sticking out of the mattress, don't press it, otherwise it will affect the non-interference effect. ) What's the difference if I move so hard? (At this time, some customers said no, but there was still a little bit. The shopping guide said: Because the fabric and latex of this mattress are integrated, you will feel a little touched. Usually we turn over when we sleep, and you can't feel the movement at all. If you try another mattress, it won't have this function (immediately let the customer lie on the mattress of 359, mainly pressing the edge line, and we will move hard according to the above action, and the customer will.

The shopping guide said: (key) Men and women have different constitutions and different requirements for mattresses. Men fall asleep in bed, but women are different. The older you get, the higher the requirements for sleeping environment and mattress. You see, some women have good complexion and temperament. First of all, the quality of sleep is good. Now we are under great pressure to go to work. If we don't sleep well for a day, the direct impact is dark circles in our eyes. If we don't sleep well for more than ten days, our skin color will be dark yellow. Long-term poor sleep will also affect endocrine, long spots and acne on the face, and women's skin color is not good, which can not be changed by cosmetics of several hundred thousand yuan. Cosmetics can only cure the symptoms, not the root cause. To improve themselves from their sleep habits, women should be better to themselves (fear marketing: expanding the unfavorable factors of poor sleep and increasing the painful effect, beauty marketing: every woman loves beauty, wants to have a good complexion and good temperament, and is always young and beautiful, especially middle-aged women.

People's sleep is divided into three stages: the first stage is light sleep, and they fall asleep when they lie in bed with their eyes closed; the second stage is moderate sleep, and they can wake up at any time when they have fallen asleep; the third stage is deep sleep, and they will never wake up. People of different ages can have a good rest after 3-5 hours of deep sleep, but there are many factors in reality that make people unable to have a good rest (noise, lighting and work pressure in the car). You can't get a deep sleep for 3-5 hours, which is why many people feel particularly tired every day. If you use this mattress of YSMS, you can reduce the number of turns every night and increase the deep sleep 1-2 hours. Sleeping for four hours is equivalent to sleeping for six hours.

It will take us at least ten years to decorate our new home and buy a bed. If you want to choose this mattress, it may be 2-3 thousand yuan more expensive than other mattresses, with an average of less than one yuan a day. You can have a good sleep, so you can look good and sleep well. Do you think it's particularly worthwhile? This mattress fits your bed, otherwise you will regret it.

When a woman wants to buy it, when a man hesitates, the shopping guide can say: Sir, for the sake of your wife's youth and beauty, you must choose this mattress, which is also the embodiment of love. Choosing a mattress is as important as choosing a bed.

Tips for selling mattresses and words 2 Tips for shopping guide of home building materials-Opening: Are you in charge or is he in charge?

My wife said that the mattress in my friend's new home is very comfortable. We can change a comfortable mattress without moving to a new home. Before, my wife chose furniture and home, and I didn't pay much attention to beds and mattresses. According to my wife's instructions, I went to Jisheng Weibang, Yingbin Road, Panyu, Guangzhou, to get to know it first, so I had nothing to do and had the right to study.

I was accidentally robbed by the shopping guide of M brand when I was walking around. The shopping guide recommended me a soft mattress, saying that a thin man like me is suitable for sleeping in a soft bed, and the bed is for two people. I asked a dilemma: "What if my wife is fat?" The shopping guide asked him how fat he was, and I said 130 or 40 kilograms. The shopping guide rolled his eyes and said, "That's so lucky!" The response was very quick, and the praise also changed the focus of the problem. Very interesting. It seems that I met a sales expert, so I began to ponder every word she said (occupational disease extracted from words). I didn't expect another M brand store with different positioning to have experts. Let's share the sales skills and words of these two sales experts. Hereinafter, the guides of these two stores will be referred to as MD 1 and MD2 respectively.

First, the opening remarks: Are you in charge, or is he in charge?

Second, communication: giving face or giving examples?

Third, introduce products: numbers or metaphors?

First, the opening remarks: Are you in charge, or is he in charge?

1, your decision

The first store of M brand:

After I entered the store, I pressed the mattress at the door.

MD 1 Stand not far from me and immediately say: This mattress is harder. Do you prefer a hard bed or a soft bed? Which one do you like? You can lie down and try.

My wife said that other people's beds can't be made casually, so she carefully asked: What kind of bed is suitable for me? (My height 175 cm and weight 1 10 kg)

MD 1 Right hand pointed to a bed deep in the store and said, Come and have a look. Does this suit your figure better?

Inoue: Why?

MD 1: Different people need different mattresses. Your body is thinner, which is more suitable for this kind of latex.

Then he took me to a latex mattress.

analyse

There is a saying in the Analects of Confucius: "If you can speak without words, you will lose people;" You can't talk to it in words, you will make a slip of the tongue. "Can talk in words, can't talk in words.

This degree is difficult to grasp, and it is difficult to accurately figure out the customer psychology. After seeing a lot of shopping guides in the store, customers began to talk endlessly, from selling point 1 to selling point 1 1, until customers stopped or turned away. Opening remarks are particularly important. The first three sentences basically laid the impression of brands, products and shopping guides in customers' minds. This image formed by three sentences is hard to change in 30 sentences. Some shopping guides feel that customers hate themselves, because they recite the selling points of products to customers from the moment they enter the store, and put themselves in the perspective of salesmen rather than purchasing consultants.

After I entered the store, I pressed the mattress at the door. A product locked by a customer immediately after entering the store (locking performance: stopping to watch, touching with hands) is mostly random, conditioned or curious, and the customer's actions have no purpose. At this time, if the shopping guide judges that the customer has a strong interest in this product and emphatically recommends it, and begins to recite the selling points of the product, it will probably slip of the tongue.

In the face of customers' first action when they enter the store, we must first respond to satisfy their curiosity, that is, "touch what they say and see what they say", but the main points have not been fully developed so far. The first action is not to buy the performance of the signal. Secondly, every customer who enters the store doesn't know what kind of products he should buy and what kind of products are suitable for him. What a shopping guide should do for customers entering the store is to help them make judgments and choices, thus shaping the image of a consultant.

MD 1 has prepared the opening reception. First, introduce the products you are in contact with in one sentence, respond with actions, and then change your mind to understand your needs, and strive to be targeted. When customers can't judge or don't want to tell their own needs, it is reasonable to consider the corresponding needs according to the external performance characteristics of customers. In several brief conversations, I showed my professional image and took the initiative to attack.

The practice of MD 1 is not only active, but also meaningful to retain customers. The first thing I came into contact with was the products placed in front of the store. At this time, the shopping guide began to explain the products at the door. If I am not satisfied with the reception and explanation of the product or the shopping guide, I can leave completely, leaving her little time to stay. Lead me to the depths of the store, even if I am not satisfied with that one, I will not leave, which will give her enough time to retain and show her unique skills.

He is in charge.

M brand second store:

I pressed the mattress after I entered the store (different from the first store, a little deeper).

MD2: You can't press the comfort of the mattress by hand. You must lie down and try.

After I lie down, MD2: You can feel it. Do you usually like hard or soft?

Inoue: So do you think I should sleep in a soft bed or a hard bed?

MD2: Hehe? I can't see this. It depends on your own feelings. Generally, men have strong back muscles and like to sleep hard.

Inoue: But I have no meat on my back.

MD2: Hehe? A little thin. I tell you, western medicine does not recommend sleeping in a hard bed, and Chinese medicine does not recommend sleeping in a soft bed. Both statements make sense. If you sleep on a hard bed, you won't stick to your waist, because your spine is not flat but S-shaped. If you don't stick to your waist, it's suspended (demonstration: press the lower part of your waist, let your waist hang, and make me feel that I don't stick to my waist). Think about it. In order to protect the spine, the lumbar muscles have been in a tight state. Therefore, 90% of the people in China have different degrees of lumbar osteopathy among middle-aged and elderly people. It is because of the traditional concept of China people that the harder the bed, the better. Actually, it's not. If you work too hard, you will be tired after a night's sleep. The waist and buttocks are the heaviest, accounting for 60% of the human body. If it is too soft, the waist and hips will sink, and this position will sink (demonstration: press the hip mattress down), so it is easy to form hunchback when you are old. This is why children can't sleep in soft beds, because their spine is still developing. I feel that the bed is crooked again.

analyse

Pressing the mattress when entering the store is the same action for me in both stores. The dining skills of MD2 and MD 1 are different. MD2 first builds its professional image: If the mattress fits, you can't squeeze it out, but you have to lie on it. MD 1 told me to sleep in a soft bed, so I'll find out whether the mattress is soft or hard first. My straight thinking is that the soft mattress is the object of purchase, and I intend to be preconceived, but MD2 immediately disrupted my thinking mode and told me that this was wrong.

The same question asked me whether I like soft mattresses or hard mattresses, but I didn't give a clear answer. Let the shopping guide introduce me according to my body shape. MD2 is a master of Tai Chi, "It depends on your own feelings", but the following sentence confirmed this message: "Generally, men have strong back muscles and like to sleep hard." The subtext is that you should also like to sleep hard. After hinting that I still didn't get clear information, she began to let me make my own judgment, citing different views of Chinese medicine and western medicine, pressing different positions of the mattress made me feel different, and then guided me to make judgments. From the opening to the product introduction, I didn't feel that she was selling me a mattress, but told me sincerely how to choose a mattress that suits me.

Are you in charge or is he in charge?

MD 1 Tell me what kind of mattress I should choose according to my body shape, which is up to her; MD2 is to let me feel and judge what kind of mattress I am suitable for, and the decision is up to me.

Are you in charge or am I in charge? Each has its advantages and disadvantages. Some indecisive customers need to be guided by shopping guides, but the customer's personality can't be judged in a few words. It is counterproductive for the supervisor to draw a conclusion to the customer before making a clear judgment on the customer's personality. Most customers don't like others to make their own decisions, but prefer to be in control. Like me, the shopping guide said that my body shape is suitable for soft sleeper. Although she is right, I think she challenged my right to choose. I asked her defiantly: What should I do if my wife gets fat? At first, it's best to choose MD2, feel, judge and choose by yourself.

M brand mattress has high value, and the fine packaging of healthy sleep concept, the premium basis of the product is to let customers have a perfect experience on the spot, and the starting point of the two shopping guides is to guide the customer experience. After lying down, customers will feel real personal comfort, and after being guided, they will experience fresh, comfortable and warm feelings, which will make customers reluctant to leave for a long time. Even after leaving the store, all kinds of warm feelings after contact are still there.

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