When the middle-aged man was a little further away, Meng Zhen reminded Gu Yao: "When a customer comes into the store, try to judge whether he is your target customer within three sentences.
Like the man just now, when he entered the store, he looked around everywhere. It was probably his first time in the store. Or he was just wandering around aimlessly, just to see what was going on.
But this is just our initial judgment based on customer behavior. Next, you need to test and verify whether your judgment is correct.
So I asked him directly if it was his first time in the store and what he wanted to buy. His answer was obviously what I had guessed. So I didn't have to spend too much time with him and could quickly serve the next customer.
This was the first time Gu Yao had seen sales skills. While digesting Meng Zhen’s words, she nodded repeatedly in amazement.
It turns out there are so many tricks involved in selling things.
It seems that I need to learn from my younger siblings.
Just then, a second male customer came.
This time, as soon as the customer entered the store, his eyes were drawn to the men's luggage area.
Meng Zhen still wore a sweet and warm smile as he walked over to greet him. "Hello, comrade, welcome. What would you like to buy? A wallet or a briefcase?"
Usually when a gay man sees a beautiful woman, he will take the initiative and say, "I want to choose a wallet. Can you show me some?"
This kind of customer with clear goals usually has a strong desire to buy and is easy to close a deal with, so it is worth investing time in him.
In order to complete the transaction as quickly as possible, we need to further test the customer's needs and recommend suitable products based on those needs.
As Meng Zhen led the customer to the wallet display counter, he asked, "We have quite a few wallet styles in our store. Are you using it yourself or giving it to someone else?"
Customer: "It's a gift for someone. A close friend of mine has a birthday and I want to find a suitable gift."
What customers want now is gifts, and the most basic principle of gift giving is that it must be decent!
What is decent?
The most decent thing is the flashy thing.
It must look high-end, classy and classy. No matter whether people understand it or not, they can tell at a glance that it is worth a lot of money.
As for whether it is practical or not, that is secondary.
So when he got to the display counter, Meng Zhen picked out a few classic wallets and introduced them:
"These are our best-selling styles, and their designs are highly recognizable. Our brand logo is printed on the bottom right corner of the wallet, so anyone who has heard of our brand will immediately recognize its value."
Even those who don't know our brand can tell by the materials and texture. These models are all made of classic top-grain cowhide, with a very good gloss and feel.
The customer nodded repeatedly after hearing this, saying that these models are indeed suitable for giving as gifts.
Meng Zhen observed the customer's expression and knew he was quite satisfied, so he asked naturally, "Excuse me, what price range would you like to give your friend as a gift?"
This question tests the customer's psychological price range. Based on the customer's answer, we recommend products at the right price to narrow the customer's choice range as quickly as possible.
Moreover, she brought up the question naturally while introducing it to the customer.
It will not cause psychological rejection among customers.
Instead, it makes the customer feel that you are sincerely considering him.
Sure enough, the male customer hesitated for a moment and replied, "Under a hundred yuan."
This price is usually the highest price the customer can afford.
Therefore, it is easier to be successful if you recommend products that are priced below this level.
If the price is higher than this, it is almost impossible to sell the product unless the customer is willing to spend money to buy it for his own use or to give it as a gift.
Based on the customer's answer, Meng Zhen immediately adjusted the recommendation direction.
She picked up a black long wallet and a brown folding wallet.
"Then I recommend you take a look at these two. They're both made of classic cowhide and are suitable for both older and younger men."
"The black one is eighty dollars, and the brown one is sixty-five dollars."
Men's wallets are similar in design, and the main difference is the price.
In addition, what male customers fear most when purchasing goods is trouble.
Such recommendations greatly reduce the difficulty of decision-making for customers. They only need to choose between a and b.
After thinking for a moment, the customer pointed to the black one and said, "This one will do. Please pack it for me."
"Okay, please follow me over here to pay."
Meng Zhen picked up the black wallet with a smile and directed the other party to the cashier.
Gu Yao followed Meng Zhen not far away throughout the whole process. Seeing her successfully sell a wallet effortlessly, she was immediately shocked!
Is this thing so easy to sell?
A wallet worth eighty yuan, and the customer doesn’t hesitate?
If you calculate again, you can get a commission of 4 yuan for selling this wallet, and it only took ten minutes!
If you only sell one order a day, you can make 4 yuan. If you sell ten orders a month, wouldn’t that be 40 yuan?
Adding the guaranteed salary, that’s 70 yuan!
After seeing it with her own eyes, Gu Yao admired Meng Zhen even more.
After seeing the customer off, Meng Zhen reviewed the sales process to Gu Yao.
To sum up, determine whether the customer is worth your time within three sentences.
If it is worthwhile, further explore the customer's needs, such as purchase purpose, preferences and psychological price range.
Of course, you need to be tactful when testing someone, and don't be too blunt. It's best to casually ask questions while introducing a product or chatting casually.
In this way, customers will not feel that they are being tricked, but will naturally discuss and share with you.
In one day, Meng Zhen received ten male customers and completed seven transactions.
Gu Yao calculated the commission and found that her sister-in-law earned nearly 50 yuan in commission in one day.
That month...
Gu Yao was so surprised that she could hardly close her mouth.
Meng Zhen encouraged him, "If you master those sales techniques, you'll soon be able to earn that much commission. However, these techniques won't work for every customer. There will always be exceptions, so you'll have to adapt to the situation."
There was one more thing Meng Zhen didn't tell her.
Salespeople who are good-looking will never have bad performance.
Men are visual animals and they care about their reputation.
You just smile at him and give him a few compliments, and he'll immediately be at a loss.
Naturally, they are generous when spending money.
Even if the item is beyond his spending power, he will still buy it in order not to lose face in front of the beautiful woman.
However, Meng Zhen looked at Gu Yao's innocent look and warned her, "Sister-in-law, if you encounter a male customer who makes advances towards you, don't condone his behavior just to close the deal. Leave him immediately and report the situation to the store manager."
The sales staff in the store are all beautiful female lesbians, and occasionally there will be a few male customers who try to take advantage of them. Meng Zhen has specially trained the employees on how to deal with such situations.
In short, she will unconditionally stand on the side of her employees and fight against obscene behavior to the end!
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