To Establish Customer Identification With Shopping Guide

(1) agree with customers. When a customer disagrees in the purchase process, the instinctive reaction of most shopping guides is to try to refute and persuade customers. They forgot the natural hostility between the purchase and the customers. Shopping guides always think that they can persuade customers to convince customers, in fact, customers will never be persuaded, and customers will only be convinced. In a typical terminal real battle, when shopping guides sell high priced products, they often encounter customer objections: "your products are too expensive, they are all played out by advertisements, and the wool comes out on sheep, which allows our customers to pay the bill." The 99% guide to this question answered: "our product sales volume is very large, and it is less than a dollar for every product. It's really not expensive." Will customers change their minds? Absolutely not. Obviously, the manufacturer advertised, and the cost of advertising was reflected in the retail price, and it was for the consumers to pay the bill.

This is the fact that "the louse on bald head is obvious". Why does the manufacturer's guide do not recognize it? This can only strengthen the original view and position of the customer. The answer to this question can give customers the answer: "you did a good job of this question. We did a lot of advertising. I would like to ask you, what do you know about most brands? Most of them are advertised. Do not you advertise the brand that you never heard of? Do you dare to buy it? Do you dare to buy it? P & G advertised every day on CCTV every day, when it became a leader of CCTV for two years, and hundreds of millions of advertisements, why do you still want to buy its products? "This series of rhetorical questions has made the conclusion drawn by customers self-evident.

(two) the second way to identify is to praise customers. The weakness of human nature is that they both like sincere and sincere praise. Of course, it is not the right way for customers to be polite or to flatter. This may backfire. For example, for "expert" customers, you can say: "you raised this question too professionally, as soon as you see this product very well, very research, I will give you more details about the technical details of this product."

(three) the third way of identification is to find common interests and hobbies with customers, show concern and devotion to this common interest point, and give customers good impression and trust in shopping guide. For example, common hobbies, such as football, chess and other hobbies, triggering customers' recognition of shopping guide. As the saying goes, "wine is worth a thousand cups, but not half a word." Customers agree with people who are "the same".

(four) the way to identify four is to find out. customer The opinion leaders who identify themselves, because customers are the "iron fans" of these opinion leaders, agree very much with the choice of opinion leaders, and are willing to embody this identification through the same choice as the opinion leaders. For example, the opinion leaders of the owners' committees in the residential quarters, the important leaders of customers, companies and units may all become opinions, such as those of the customers or relatives. leader Candidates. If these opinion leaders can be established, their driving role is very huge.

(five) Identification The fifth way is to keep in touch with customers. Some of the terminal's excellent shopping guide did not bother to push the product, but just pulled a few words with the customers, chatting a few words, and the customer paid the bill. It's a bit weird. When these excellent shopping guides are introduced, they are also at a loss. "I didn't introduce the product very well, so how did it happen?" The truth is also very simple. The customer is judging the purchase guide through his family habits. The guide is very real, the character is good, and can be trusted. Therefore, "love the house and the black", and feel that the product of the shopping guide is also like the character of the shopping guide, 80% will not be wrong, so the deal is completed.