店面管理與銷售技巧(英語)

1、showroom sales management and selling skillsHow to increase the showroom turnover? there are two aspects， one is management, another is selling skills. This two effective aspects are the precondition and basic of increasing turnover。First， Effective showroom management： Showroom Image Inner & outsid

2、e showroom decoration Decorating showroom according to the product positioning。 Outside the showroom：Putting some of logos, advertising signboard， banners and other small ornaments， the capacious parking place is necessaryInner showroom： Display all the products according to the product function， th

3、e price of the products (it is better to display the promote products or main products in the position which is near to the door by the right side)， also， showing some government customer or important clients photo company photos and qualifications certificate in the right place， where is easily to

4、be seen.Complete hardware facilities Showing the production information via big screen TV， based on the showroom condition。 Or playing some music （it is better adopt the tireshaped sound box）， using air condition to make the customer comfortable。 And setting a customer rest waiting area。 Showroom pe

5、rsonnel unified image Standardization of clothing, smiling, greetings, praise, standing。 Clothing： Wear unified suit, white shirt, it can be shown the standardized and professional image of enterpriseSmile 1. The sincere smile is the key to get customers heart. It is the best way for the salesman。 2

6、. Sweet confident smile is your start of success sales。 3。 We should smile to the customers, when they are entering。 4. Three meters smile principle: that is, sales personnel must smile to customer while the distance between customer and sales staffs is three meter。 5。 The principle of smile: (1） th

7、e two corners of the mouth move upward （2） keep the two side of face symmetry （3） keep two eyes shining （4) expose 6 or 8pcs upside teeth Greetings： Getting the appropriate time to greet customer， both late and early is not good, will make customer feel uncomfortable。Greeting with customer， when the

8、 distance between you and customer is around 1。5m or 2m. aim to get the attention of customer。 example： how are you ! Welcome！!！ This is Gencotire showroom.。. example: hello Mr. Wang! Welcome！! (if the customer is an old customer， try to remember clients name, it can let old customers feel warmth， h

9、ospitality， it can get more chances to make the deal） Note: greeting is with warm, kind， attractive Praise Praise is best way to let you win trust of customer and friends。 Praise is the lubricant in interpersonal relationship. Example： hello， my sister， your cloth is beautiful， where did you get it？

10、Example： sir， your car is really luxury (if you can know car model of customer， you can give the choice and proper advice to the customer about which kinds of tire dose customer need。） use of the right way to praise the customer， praise the advantages of characteristics， not weakness. Standing： When

11、 we attend the customer， we should stand in the 45 degree right side of customer， and keep about one shoulder distance with customer （this position in psychology can make the customer reduce defensive security） Second， showrooms selling skills sales need master the selling skills apart form excellen

12、t interpretation during the endtoend sale process， it can make the sales perfect and attract the customers。What is the sale： Utilizing products and services to meet the needs of the customers, getting any profit from it。 Need: improve or achieve something desires. We have to understand and meet the

13、needs of the clients， so as to help customers， make our company and our own successful。 The real purpose is that the customers want to get satisfaction，When they express their ideas, what they expressed is the desire of to get the improvement or achievement. Sales precondition Collecting market info

14、rmation: Known the rivals and yourself， analysis the occupancy rate and competition proportion of our rival， to grasp new trends and channel. Sale goals Turnover Turnover = customer flux unit deal price。 Increasing customer amount get more sales opportunities. How can we get more customers? Choosing

15、 the showroom position: Choosing the district which is centralized with automobile tire industry as the showroom position 。 propaganda The advertisement publicity, newspapers， magazines， signboards, flyers, television ads, radio， mass text messages， and so on Service: upgrading the service quality a

16、nd add the added value of the products, it can promote showroom public praise， increase customer amounts。 The base of sales-product introduction Product introduction way （especially product performance, the selling point) is the basic。 the key of success is mind， believe in yourself。 Have the confid

17、ence on your products。 No one can look down upon you， you are the most excellent clerk in showroom, you can control the whole showroom, you should pay more attention and passion into the showroom。 you can introduce the selling points to meet the requirements customer, to make the deal。 Tire performa

18、nce: (1）comfortable capability (2） low noise （3） skidproof capability （4） free control（5) durability （6） abrasion resistance Utilizing the above performance knowledge answer the questions of customer， to enlarge the advantages and avoid disadvantages。 come to an agreement。Collecting the customer inf

19、ormationEstablishing customer information sheets， the more particular the better。 Such as car registration number， credit, family member and so on。Including sales record，deposit record，customer information record, big and important customer record，after service record，sales analysis record etc.Based

20、 on the precondition and basic condition of sales, we should adopt different sales ways to treat different customer， so as to reach the purpose of sales。 20 sales skills Skill1： Propaganda promotion method Do the different promotions due to the different festivals， such as legal holiday, celebrating

21、 the opening ceremony， sanitation days。 To enlarge the customer amounts， so as to increase the sales turnover。 Skills 2: Learn how to as the closed questions In the Sales process, hope we can design and ask some closed questions according to each of our selling point, it means only let customer to a

22、nswer “yes” or “no。 For example: sir， Is our tires design fashionable? When we design the closed questions, try the best to let customer answer “yes”， if the customer answer is “yes”， it is going to get success. Skills 3: Combination sales methods after selling the tires to customers， we also can in

23、troduce some accessories to the customer， such as glass film， ornaments。 Thus we can increase turnover For example： sir, you can look at our new coming car accessories， because you have already bought our tires， you can get 30 off discount for the accessories。 Skills 4: Making the customer involved

24、in the sale of interaction Sales is a process of interaction， not the performance of a single on the stage, let customer take part in this interaction to make customer convince our products and pay more attention to sales explanations For example: when we are explaining tire surface material, we can

25、 let customers touch tires. Let them feel real material of tire。Skills 5： Adding the added value of the products Providing other services， such as testing, regularly remind customers to test or replace tires。 Providing the good service can make customer purchase again。 Skills 6: To make up the stori

26、es and guide customer into the plot As we know， we have to face different consumers， in order to let customer understand our product performance， and have the deep impression of customer on our products， we can make all different stories or subconscious to let customer follow our topic. For example：

27、 we can make up a story。 Sir， suppose， you drive to home with excited feeling， wind breeze gently， you can enjoy the beauty of the night because of the tire comfortable capability， otherwise， you could not feel uncomfortable. Skills 7： Who is the real purchaser, who is the policy maker In the sales

28、process， try to attract the attention of policy makers also should treat infective persons well。, because infective persons could affect our the deal. For example： young couples enter into showroom to buy things， normally , the woman is the decider.For the Muslim customers， decision is made by the m

29、an. Skills 8： Encouraging deal method The efficient is important in the sales process。 It is better to push the customer to make the decision at some sales stage。 for example: sir, you can set your heart at rest now, you just buy this kind of tire， because this tire with the high performance and low

30、 price. Salesman should help the customer make the decision in the case of the customer hesitate to making the decision。 For example: “if you think there is no doubt， I will help you make the decision to choose tire, is that ok？Skill 9： Know how to cope with bargaining customers The reasons of barga

31、ining of customer: one is not agree with the price， the other is that customer want to pursuit of the sense of achievement。 Our first countermeasure is to have confidence, highlight our outstanding brand strength， set up integrity feeling。 Second one is to flatter and praise consumer， make consumers

32、 have some satisfaction. At last get mercy of customer with persistent price。 Skill 10： Learn how to appeal and praise Praise customers can rise vanity of customers, give the good deep impression to them。 Make them lose the mind and stay in the showroom for a long time, then we can get more time to

33、get success. To make customer determine to buy with our impressive language， for example： “your wife will be happy because you bought this type of tire for her?！盨kill 11: Using sales props In our sales process, we should learn how to use advantageous side of some newspapers， books and magazines， com

34、ments and evaluation to help us sell the products。 For example： the customer disbelieve the quality of our tire， we can say： “Sir， our products have passed international verification, we have the relevant certificate, you can see them， if the quality is bad， your government will not allow us to ente

35、r your country market， is it right？ Skill 12: Learn how to observe and compare In the sales process, we should observe and investigate the selling point of competitors， learn how to use the technique of comparison， express all the idea to the customer, deepen the understanding of the customer. For e

36、xample： your maximum speed is 160 / H， another brand of speed is 210 / H We can say： “sir， in fact do you really need that speed? Normally our national highest speed limit is 100 / H， also compare with other brand tires， our own is more safe。 Skills 13： Joint sales (“step by step” sales method) Join

37、t sale is the way to get more turnover, when we finished first time deal with customers，in fact the sales are not finish， one time deal is only satisfied one of customers requirements， we can suggest customer to change another or others if the customer just changed one tire。Skill 14: Example sales m

38、ethod That is to find some example， important person， representative example to let customer purchase。 For example： “this kind of tire i is very good， my mother and father is using this type now。” For example: “most of your government officer are using this tire now”Skills 15 Praise methods： Most of

39、 person would like follow others way to do something, we can use this method to let customer buy the tires. For example: “sir， you really have the sharp sight。 So many people bought this type of tire and they gave the active response and re-purchase it. You can try it。 Skills 16： The cost structure

40、method (a) We should think over and give the sharp response for the customers questions during the sales, especially price question. For example: “you said you use same technology and XXX company ， why the price is lower than XXX company? Is that mean you use the bad material to produce the tires? ”

41、Answer ： “sir, do you know this？ Let me tell you， the sales price is decided by cost of sales and production。 our producing cost is same with XXXs。 But XXX established its own sales channels, we are different with XXX。 we are using original DIY channel， and the original DIY personnel to sale， so our

42、 sales cost is lower than XXXs. also our enterprise culture is： “create value for customers”！ Therefore， our tires are absolutely the most valuable and low price products ! Skills 17: The cost structure method （2） We should think over and give the sharp response for the customers questions during th

43、e sales， especially price question For example: “ why your tires price is higher than XXX company? ” Answer: “sir, do you know this？ Let me tell you， the sales price is decided by cost of sales， production and the cost of enterprise management。 our enterprise is normal group company， the cost of our

44、 enterprise propaganda, service, and other aspects t is higher than other small companies， so our price is a little high， but our raw material is high-grade one， in addition， you will get benefit form our additional services and propaganda and our high grade management。 You will be proud of that you

45、 are the customer of Gencotire. ”Skills 18： Comparing with A brand products As a salesman， we should fully understand our products, and know how to compare with a brand products on aspects of quality, performance， function。 Get close to the first brand，F(xiàn)or example: “ I still prefer to buy a famous b

46、rand， such as XXX. ” Answer： “sir， you are lucky that you found the right person！ We used the tire materials and technology our company used are same with XXX。 The quality is same， the only different between us and XXX is that XXX is a old brand and come to tire industry earlier than us。 ”Skills 19： Heuristic methodTo suggest customer to purchase other products， after sold some goods.For example： “do you need something else？ What you bought is driving tires， it can match with this directional tire, they are one set of tires. I suggest you also buy