店面管理与销售技巧英语.docx

店面管理与销售技巧英语.docx

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店面管理与销售技巧英语

showroomsalesmanagementandsellingskills

Howtoincreasetheshowroomturnover?

therearetwoaspects,oneismanagement,anotherissellingskills.Thistwoeffectiveaspectsarethepreconditionandbasicofincreasingturnover.

First,Effectiveshowroommanagement:

ShowroomImage

Inner&outsideshowroomdecoration

Decoratingshowroomaccordingtotheproductpositioning.

Outsidetheshowroom:

Puttingsomeoflogos,advertisingsignboard,bannersandothersmallornaments,thecapaciousparkingplaceisnecessary

Innershowroom:

Displayalltheproductsaccordingtotheproductfunction,thepriceoftheproducts（itisbettertodisplaythepromoteproductsormainproductsinthepositionwhichisneartothedoorbytherightside）,also,showingsomegovernmentcustomerorimportantclientsphotocompanyphotosandqualificationscertificateintherightplace,whereiseasilytobeseen.

Completehardwarefacilities

ShowingtheproductioninformationviabigscreenTV,basedontheshowroomcondition.Orplayingsomemusic（itisbetteradoptthetire-shapedsoundbox）,usingairconditiontomakethecustomercomfortable.Andsettingacustomerrestwaitingarea.

Showroompersonnelunifiedimage

----Standardizationofclothing,smiling,greetings,praise,standing.

Clothing:

Wearunifiedsuit,whiteshirt,itcanbeshownthestandardizedandprofessionalimageofenterprise

Smile

1.Thesinceresmileisthekeytogetcustomer'sheart.Itisthebestwayforthesalesman.

2.Sweetconfidentsmileisyourstartofsuccesssales.

3.Weshouldsmiletothecustomers,whentheyareentering.

4.Threemeterssmileprinciple:

thatis,salespersonnelmustsmiletocustomerwhilethedistancebetweencustomerandsalesstaffsisthreemeter.

5.Theprincipleofsmile:

（1）thetwocornersofthemouthmoveupward

（2）keepthetwosideoffacesymmetry（3）keeptwoeyesshining（4）expose6or8pcsupsideteeth

Greetings:

Gettingtheappropriatetimetogreetcustomer,bothlateandearlyisnotgood,willmakecustomerfeeluncomfortable.

Greetingwithcustomer,whenthedistancebetweenyouandcustomerisaround1.5mor2m.aimtogettheattentionofcustomer.

example:

howareyou!

Welcome!

!

!

ThisisGencotireshowroom...

example:

helloMr.Wang!

Welcome!

!

!

（ifthecustomerisanoldcustomer,trytorememberclient'sname,itcanletoldcustomersfeelwarmth,hospitality,itcangetmorechancestomakethedeal）

Note:

greetingiswithwarm,kind,attractive

Praise

Praiseisbestwaytoletyouwintrustofcustomerandfriends.Praiseisthelubricantininterpersonalrelationship.

Example:

hello,mysister,yourclothisbeautiful,wheredidyougetit?

Example:

sir,yourcarisreallyluxury（ifyoucanknowcarmodelofcustomer,youcangivethechoiceandproperadvicetothecustomeraboutwhichkindsoftiredosecustomerneed.）

useoftherightwaytopraisethecustomer,praisetheadvantagesofcharacteristics,notweakness.

Standing:

Whenweattendthecustomer,weshouldstandinthe45degreerightsideofcustomer,andkeepaboutoneshoulderdistancewithcustomer（thispositioninpsychologycanmakethecustomerreducedefensivesecurity）

Second,showroomssellingskills

salesneedmasterthesellingskillsapartformexcellentinterpretationduringtheend-to-endsaleprocess,itcanmakethesalesperfectandattractthecustomers.

Whatisthesale:

Utilizingproductsandservicestomeettheneedsofthecustomers,gettinganyprofitfromit.

Need:

improveorachievesomethingdesires.Wehavetounderstandandmeettheneedsoftheclients,soastohelpcustomers,makeourcompanyandourownsuccessful.Therealpurposeisthatthecustomerswanttogetsatisfaction，Whentheyexpresstheirideas,whattheyexpressedisthedesireoftogettheimprovementorachievement.

Salesprecondition--Collectingmarketinformation:

Knowntherivalsandyourself,analysistheoccupancyrateandcompetitionproportionofourrival,tograspnewtrendsandchannel.

Salegoals----Turnover

Turnover=customerflux*unitdealprice.

Increasingcustomeramountgetmoresalesopportunities.

Howcanwegetmorecustomers?

Choosingtheshowroomposition:

Choosingthedistrictwhichiscentralizedwithautomobiletireindustryastheshowroomposition.

propaganda

Theadvertisementpublicity,newspapers,magazines,signboards,flyers,televisionads,radio,masstextmessages,andsoon

Service:

upgradingtheservicequalityandaddtheaddedvalueoftheproducts,itcanpromoteshowroompublicpraise,increasecustomeramounts.

Thebaseofsales----productintroduction

Productintroductionway（especiallyproductperformance,thesellingpoint）isthebasic.thekeyofsuccessismind,believeinyourself.Havetheconfidenceonyourproducts.Noonecanlookdownuponyou,youarethemostexcellentclerkinshowroom,youcancontrolthewholeshowroom,youshouldpaymoreattentionandpassionintotheshowroom.youcanintroducethesellingpointstomeettherequirementscustomer,tomakethedeal.

Tireperformance:

（1）comfortablecapability

（2）lownoise（3）skid-proofcapability（4）freecontrol（5）durability（6）abrasionresistance

Utilizingtheaboveperformanceknowledgeanswerthequestionsofcustomer,toenlargetheadvantagesandavoiddisadvantages。

cometoanagreement.

Collectingthecustomerinformation

Establishingcustomerinformationsheets,themoreparticularthebetter.Suchascarregistrationnumber,credit,familymemberandsoon.

Includingsalesrecord，depositrecord，customerinformationrecord，bigandimportantcustomerrecord，afterservicerecord，salesanalysisrecordetc.

Basedonthepreconditionandbasicconditionofsales,weshouldadoptdifferentsaleswaystotreatdifferentcustomer,soastoreachthepurposeofsales.

20salesskills

Skill1:

Propagandapromotionmethod

Dothedifferentpromotionsduetothedifferentfestivals,suchaslegalholiday,celebratingtheopeningceremony,sanitationdays.Toenlargethecustomeramounts,soastoincreasethesalesturnover.

Skills2:

Learnhowtoastheclosedquestions

IntheSalesprocess,hopewecandesignandasksomeclosedquestionsaccordingtoeachofoursellingpoint,itmeansonlyletcustomertoanswer“yes”or“no”.

Forexample:

sir,Isourtiresdesignfashionable?

Whenwedesigntheclosedquestions,trythebesttoletcustomeranswer“yes”,ifthecustomeransweris“yes”,itisgoingtogetsuccess.

Skills3:

Combinationsalesmethods

aftersellingthetirestocustomers,wealsocanintroducesomeaccessoriestothecustomer,suchasglassfilm,ornaments.Thuswecanincreaseturnover

Forexample:

sir,youcanlookatournewcomingcaraccessories,becauseyouhavealreadyboughtourtires,youcanget30%offdiscountfortheaccessories.

Skills4:

Makingthecustomerinvolvedinthesaleofinteraction

Salesisaprocessofinteraction,nottheperformanceofasingleonthestage,letcustomertakepartinthisinteractiontomakecustomerconvinceourproductsandpaymoreattentiontosalesexplanations

Forexample:

whenweareexplainingtiresurfacematerial,wecanletcustomerstouchtires.Letthemfeelrealmaterialoftire.

Skills5:

Addingtheaddedvalueoftheproducts

Providingotherservices,suchastesting,regularlyremindcustomerstotestorreplacetires.Providingthegoodservicecanmakecustomerpurchaseagain.

Skills6:

Tomakeupthestoriesandguidecustomerintotheplot

Asweknow,wehavetofacedifferentconsumers,inordertoletcustomerunderstandourproductperformance,andhavethedeepimpressionofcustomeronourproducts,wecanmakealldifferentstoriesorsubconscioustoletcustomerfollowourtopic.

Forexample:

wecanmakeupastory.Sir,suppose,youdrivetohomewithexcitedfeeling,windbreezegently,youcanenjoythebeautyofthenightbecauseofthetirecomfortablecapability,otherwise,youcouldnotfeeluncomfortable.

Skills7:

Whoistherealpurchaser,whoisthepolicymaker

Inthesalesprocess,trytoattracttheattentionofpolicymakersalsoshouldtreatinfectivepersonswell.

becauseinfectivepersonscouldaffectourthedeal.

Forexample:

youngcouplesenterintoshowroomtobuythings,normally,thewomanisthedecider.

FortheMuslimcustomers,decisionismadebytheman.

Skills8:

Encouragingdealmethod

Theefficientisimportantinthesalesprocess.Itisbettertopushthecustomertomakethedecisionatsomesalesstage.forexample:

sir,youcansetyourheartatrestnow,youjustbuythiskindoftire,becausethistirewiththehighperformanceandlowprice.Salesmanshouldhelpthecustomermakethedecisioninthecaseofthecustomerhesitatetomakingthedecision.

Forexample:

“ifyouthinkthereisnodoubt,Iwillhelpyoumakethedecisiontochoosetire,isthatok?

”

Skill9:

Knowhowtocopewithbargainingcustomers

Thereasonsofbargainingofcustomer:

oneisnotagreewiththeprice,theotheristhatcustomerwanttopursuitofthesenseofachievement.

Ourfirstcountermeasureistohaveconfidence,highlightouroutstandingbrandstrength,setupintegrityfeeling.Secondoneistoflatterandpraiseconsumer,makeconsumershavesomesatisfaction.Atlastgetmercyofcustomerwithpersistentprice.

Skill10:

Learnhowtoappealandpraise

Praisecustomerscanrisevanityofcustomers,givethegooddeepimpressiontothem.Makethemlosethemindandstayintheshowroomforalongtime,thenwecangetmoretimetogetsuccess.

Tomakecustomerdeterminetobuywithourimpressivelanguage,forexample:

“yourwifewillbehappybecauseyouboughtthistypeoftireforher.”

Skill1