When beauticians try to make a deal, once they seize the opportunity to make a deal, they should end the negotiation as soon as possible. Because the customer is still hesitating at this time, but it doesn't matter. As long as the consumer's desire is still strong, the beautician's chance of clinching a deal is still great. Next, I will introduce 20 trading skills, which can be used flexibly for different beauty salon customers.
After the salespeople of beauty salons get the customers' buying signal, they directly propose the transaction. When using the direct demand method, beauticians should try to avoid being too hasty. The key is to get a clear buying signal from customers. For example, "Mr. Wang, since you have no other opinions, let's sign the bill now." When the beautician asks for a deal, he should keep silent, wait for the customer's response and avoid saying a word, because a word from the beautician is likely to distract the customer immediately and make the deal fall short.
The salespeople in beauty salons provide customers with two solutions to problems, and no matter which one the customers choose, it is a result that the beauty salons want to achieve. When using this method, beauty salespeople should try their best to let customers avoid the question of "yes or no", but let customers answer the question of "A or B". For example, "Do you like white or red?" "Will you sign the bill today or tomorrow?" "Do you use credit card or cash?" "Are you bringing your friends or yourself?" "Should I keep two seats or one seat?"
Note that beauticians should not put forward more than two choices when guiding customers to make a deal, because too many choices will make customers feel at a loss.
The beautician should show all the actual benefits brought by customers and their own transactions in front of customers, sort the matters that customers care about, and then sum up the interests that beauty customers care about by combining the characteristics of products and the problems that customers care about, so as to finally urge customers to reach an agreement.
For example, "hair accessories mode can not only help your store attract more new customers and stabilize old customers, but also help you promote consumption to a great extent." Sister Wang, if there are no other objections, we will sign the bill and bring more benefits to your store as soon as possible. "
Also known as concession trading method, it refers to a method by which beauty salon salespeople urge customers to buy immediately by providing preferential conditions. It is suggested that beauty salons should pay attention to three points when using these preferential policies:
(1) Let the customers who come to the beauty salon feel that she is special, and your discount is only given to her, so that the customers feel that they are very distinguished and unusual.
(2) Never discount casually, otherwise the customer will make further demands until the bottom line is unacceptable to you.
(3) To show that your power is limited, you need to ask the above: "Sorry, Sister Wang, I can only give you this price within my handling authority." Then (turn, "however, since you are my old customer, I can ask the manager for instructions and give you an extra discount. But this kind of offer is hard to get, and I will do my best. " In this way, customers' expectations will not be too high. Even if she doesn't get the discount, she will think that you have done your best and won't blame you.
Before a beauty salon customer makes a request, the salesperson will determine the result for the customer, and at the same time recognize and appreciate the customer, so that they can do what they say, for example, "Our course is for those who are determined to break through themselves and improve their sales performance. I believe that you are definitely not the kind of person who doesn't like to learn and make progress, right? " "The main object of our meeting is a successful beauty salon owner who wants to continue to improve himself, break through himself and improve his sales performance. I believe that you are definitely not the kind of person who doesn't like learning and doesn't strive for progress? "
The challenge method is that beauty salons use the competitiveness and self-esteem of beauty customers to urge them to buy products. A prestigious Hong Kong couple went to the mall to buy jewelry. They are interested in a 90,000-dollar jade ring, but they are hesitant because it is too expensive. At this time, a salesperson who was watching came over. She told two guests that the wife of the president of a Southeast Asian country had seen this ring in the shop and liked it very much. She couldn't put it down, but she didn't buy it because the price was too high. After being provoked by the salesman in public, the Hong Kong couple immediately bought the jade ring because they wanted to show that they were more powerful than the president's wife. For example, "You have a good eye. The wife of the president of a Southeast Asian country visited the store the other day and saw this ring. She likes it very much and can't put it down. Then she didn't buy it because the price was too high. I can tell at a glance that you are equal in strength. This is definitely not a problem. Let me help you pack together! "
(Note: Salespeople should be calm and natural when challenging each other, so as to avoid the other party seeing that you are "challenging" her. )
Customers in beauty salons are reluctant to take risks when buying products. Beauty salon customers are generally skeptical about new products that have not been tried by others and dare not choose easily. They are easy to trust and like products recognized by everyone.
For example, a customer took a fancy to a microwave oven, but did not decide whether to buy it or not. The salesman said, "You really have a good eye. This is a popular microwave oven at present. On average, more than 50 sets are sold every day, and you have to make an appointment in the peak season to buy the spot. " The customer looked at the microwave oven and hesitated. The salesman said, "The employees in our shopping mall are also using this kind of microwave oven, which is said to be convenient and affordable." It is easy for customers to make a purchase decision.
The beautician just took advantage of the "fear of not buying" psychology. The more you can't get or buy something, the more you want it, the more you buy it. This is the weakness of human nature. Customers in beauty salons will take action as soon as they realize that buying this product is a rare opportunity.
The way to regret losing a deal is to grasp the customer's psychology of "winning without arrogance and losing with grace" and urge the other party to make a purchase decision in time by putting some pressure on the beauty salon customers. Generally, we can start from these aspects:
(1) The quantity is limited, which is mainly similar to "the purchase quantity is limited and I want to buy it as soon as possible".
(2) Limited time, mainly to enjoy preferential treatment within the specified time.
(3) Limited service means that you will enjoy better service within the specified quantity.
(4) the price limit is mainly aimed at the goods to be increased in price.
? In short, we should carefully consider the consumer object and consumer psychology, and then set it as an effective trading method. Of course, this method should not be abused casually, or it will eventually lose customers.
The penny wise and pound foolish method emphasizes that it is a big mistake for beauty salon customers not to make a purchase decision, and sometimes even a small mistake will lead to terrible results. Through this kind of pressure to strengthen the "bad result", we can stimulate customers and force them to make a deal.
If you sell health products, you can say, "If you save this investment on health, if you get sick in the future, you will spend dozens or even hundreds of times as much money on treatment!" This statement is actually the application of the method of penny wise and pound foolish in daily life. In such an example, the customer is faced with two choices, one is to obtain potential benefits, and the other is to imply huge risks (if she does not make a purchase decision).
Customers in many beauty salons often delay before buying. They will say, "I'll think about it." "I'll think about it." "Let's discuss it." "Let's talk about it in a few days."
Excellent salespeople in beauty salons, when pushed off, will first agree with the customer's statement: "You should be as cautious as you when buying things, and you should consider it clearly first. You are still very interested in this product, otherwise you wouldn't take the time to think about it? " They have to accept your point of view.
At this point, you press: "I'm just curious, I want to know what you want to consider, is the reputation of our company?" The other person will say, "Oh, your company is good." You ask her, "Is that my character?" She said, "Oh, no, how come?"
You keep asking questions by approaching at different levels, and then let the other person tell her what she is worried about. As long as you can solve the customer's questions, the transaction becomes a natural thing.
Many beauty salon customers don't like to sign the bill quickly even if they are interested in buying. She always chooses from the East and keeps spinning around in terms of product color, size, style and delivery date. At this point, the salesman will change his strategy, not talking about orders for the time being, but enthusiastically helping customers choose. Once the customer chooses a product, you will get the order.
For example, "which model and color do you want, and I'll help you choose?"
Write down positive and negative opinions. This is a way to make beauty salon customers make up their minds to buy by comparing the advantages and disadvantages of words. The beauty salon salesperson prepares a pen and paper and draws a "T" shape on the paper. Write down the positive reasons for buying on the left and the negative reasons for not buying on the right. Under the design of sales staff, there must be more reasons to buy than not to buy, so that you can take the opportunity to convince customers to make up their minds and make a purchase decision.
For example, "Sister, do you think this is good? Now let me help you write down the reasons for buying and not buying. Make a comparison before you decide whether to buy it or not, ok? "
Buy some trials first. Beauty salon customers want to buy your products, but they can't make up their minds. Customers who come to beauty salons can be advised to buy less trials. As long as you have confidence in the product, although the order quantity is small at first, it is possible to give you a big order after the other party is satisfied with the trial.
For example, "Sister, this is the case, because everyone's skin is different. Well, you can try buying a small one first. If it feels good, can we cooperate again? "
Some beauty salon customers are naturally indecisive. Although she is interested in products, she drags her feet and doesn't make a decision. At this time, you deliberately pack up and pretend to leave, sometimes prompting the other party to make up their mind to buy.
When you have tried your best, all kinds of methods have been tried to no avail. When you see that this business can't go on, you might as well change the topic and stop selling to the beauty salon customer, but ask her own sales problems.
"I believe this product can bring you many benefits, but my eloquence is too poor to express my true meaning. It's really a pity. If I can make it clear, you will certainly enjoy the benefits. Can you do me a favor and tell me what I didn't do well so that I can improve? " Then, the customers who came to the beauty salon complained. Your answer: "Did I really not mention this?" You sincerely apologize, continue to explain, dispel the customer's doubts, and of course, propose the transaction later. You must be sincere when apologizing, otherwise once the customer doubts your sincerity, I am afraid that the expulsion order will be issued immediately.
At the end of the beauty salon sales conversation, you should ask the customer if there are any questions or concerns that have not been clarified. If the customer says there are no other questions, you can take out the contract, turn to the signature side, make a mark at the customer's signature place, and then push the contract to her and say, "OK, please approve it here, and we can start our homework right away."
The word "approval" is better than "signature". At this time, you put the whole sales contract in front of the customer, put your pen next to the marked contract, sit straight with a smile and wait for the customer's response.
At the end of the sale in the beauty salon, take out the order or contract and begin to fill in the above information. If the customer doesn't stop it, it means that she has decided to buy it. If the customer says he hasn't decided to buy it, you can say, "Never mind. I just fill in the order first. If you change it tomorrow, I'll tear it up, and you have enough time to think about it. "
"Mr. Wang, there is no problem with the delivery date, and other conditions are good. We have also solved the payment problem. In that case, can you sign this document? "
You pass by a pet store and see a cute puppy looking at you with big black eyes. Before you know it, you walk into a pet shop. Clever salesman, gently put the puppy in his hand. You can't let go anymore. This is the pet trading law.
Many beauty salons are using this trading method, such as: trying to drive a car; Free membership for 30 days; Try it at home for 7 days; No.65438 +0 free magazine; Send the copier to your office for a trial of two days.
In fact, many customers in beauty salons, who think they are important people in the world, always demand special treatment, such as the low price she enjoys alone.
You can say, "Mr. Wang, you are our big customer, so-"This skill is suitable for this type of customer.
Everyone loves stories. If a customer wants to buy your product and is worried that there is something wrong with it, you can say to her, "Sir (Miss), I know how you feel. I'd be worried about that, too. There was a Mr. Wang (miss) in the same situation as you last year. She is also worried about this problem. But she (she) decided to rent our car for a trial period of six months. But within a few weeks, she (she) found that the problem was nothing at all-"The beauty salon salesperson must emphasize the satisfaction of the last customer, as if to let the customer feel it personally.