As a salesperson for gold and silver jewelry

The front -line sales staff must read the aforementioned jewelry industry and product knowledge. To fully understand the characteristics of the product. There must be a good understanding of the jewelry that you sell, so that you can use these knowledge to use these knowledge to impress customers. As a successful salesperson, you must finger the store in the store so that you can quickly provide the goods to the guests without the need for guests to wait for a long time, so that the guests have confidence in you. It is worth mentioning that when explaining the advantages of the product to the salesperson, it should be:

1. Use the characteristics to explain the value

The value you seek is not just to explain the characteristics of jewelry to migrate, but to evolve these characteristics into "benefits" and "advantages" that are useful to customers, and pass on to customers in a reliable and organized way.

2. Emphasis on quality

The explanation method should be dependent on specific jewelry and specific customers.

3, emphasizing jewelry representing emotion

It can touch the customer's "need" in emotion, and can stimulate a variety of motivations. At this time, the salesperson needs to be based on consumers according to consumers的言谈举止和行为方式作为判断, 进而提供有针对性的服务. 这些动机常见的有: 求实、求新、求变、求便、求利、求趣、求优、求多、求美、求Different, curiosity, benefit, reserve, preferences, customs, good, imitations, obedience, prestige, showing off, super group, white self -improvement and so on. When selling jewelery, if you can do some targeted work; these motivations are all we can use. Top-Sales/YX/XSJQ/Index
. Basic sales 5 steps
good reception
a, body language:
This facing outside the shop, smiling, eye contact, nodding, and greeting forward.
b, language communication:
Welcoming the rose Supreme Diamond!
Hello! Please visit casually! what can I do for you?
I name is Xiao Li, please find me casually.
c, note:
The must not be visible, not to step, not too enthusiastic. When the other party should be asked to watch, I invite to sit down and Fengcha
1. What to buy?
Me your customers' purchase goals first.
a, eyes:
In the customer to buy product types, styles, and prices.
b, mouth:
what can I help you?
This style is new, let me give you good luck?
2. Do you like it?
It the need to be introduced to determine the needs of customers, which can be reduced and exempted from unnecessary errors.
a, actively introduce
-Please sit, my name is Xiao Li, this is my business card.
-Mr./Miss, I would like to ask your surname?
-Mr. Huang/Miss Li, hello!
-Is it good for me to show you? (Products that customers watch for a long time)
-I must give you the best! (Products requested by customers)
Pu Make to display it with the display boxes to the customer for appreciation.
It the best effect to achieve the best effect when displaying the goods, it is recommended to pay attention to the following main steps:
⑴ Prepare a small tray on the counter for placing diamond jewelry.
: In the same price range and style series, select several goods (2-3 pieces).
注 Scholars first stare at the jewelry for three seconds to praise its beauty and elegance.
展 First display high -priced goods.
顾 Let customers try to wear goods.
台 A mirror is always available on the counter.
Assist customers to make appropriate comparisons.
特 Introduction to the main characteristics and the benefits of customer purchase (psychological satisfaction brought).
客 When customers appreciate the jewelry, do not stand opposite the customer, and should stand on the left or right front of the customer for the customer to appreciate it slowly, do not urge them.
在 We must know that keep silent at the right time and let customers "fall in love".
他们 Makes them feel that the goods are designed for them.
你 "Your Diamond" is called that product.
在 Let them choose between the two until they make their own choices, instead of giving them a lot of goods.
达 Pay attention to the transaction signal.
b, invite test wearing
-no polite, please try it.
c, help test wearing
-Let me help you wear it?
D, invitation photo mirror
-look at it, is it beautiful?
The customer may have multiple selection and should be provided patiently.
It other salespersons can praise the effect of the guests to try.

3. Ask more, listen more, learn more
Remember: the more successful the customer, the higher the successful sales.
a asking for the motivation: —— buy things for people, or wear it yourself?
b Listening and observation: - Try to collect enough information.
c understands customer motivation: - According to its motivation analysis, make a suitable response.
Investment ---------------------------- value value preservation, value-added
gifts ----------------------------------------------------------------------- -Darian, precious, packaging
purchases ----------------------------------------------------------- --------------------
4. Talking about the price
The confidence in the company, individuals, and goods, and conscientious response in the face of customers.
a Customer Valuation
-The company's open price is opened to the customer, and the company's advantages are used as a bargaining point

b Customer objection
—— face to smile, listen quietly, listen to listening quietly , Analyze motivation and respond appropriately.
c Repeat benefits
-Let customers feel the value of the object and the unsuccessful machine or find a colleague to assist.
The response of customer objection
The price of customer objection products.
a First determine the customer's choice
-determine the needs of the customer (the light is shining, you must like it)
-get the consent of the customer (I think you agree)
-Customers promised customers The choice (your decision is wise)
b bargaining
B Customer objection is to express his views
1. First accept the customer's view, and then explain it gently.
2, customers are always right.
The quality of Customer objection of goods.
1. Explain the information of the product carefully (for example: the rare 4C of diamonds, the rare emerald).
2. Published sales theory: (Example: the characteristics of diamonds).
-aesthetic value (charming in its unique effect on the light)
-actual value (scarcity/can be preserved/easy to carry)
-long -lasting value (not chemical change/not easy Damage/high heat resistance/permanent)
-emotional value (indicating the joy of love and endurance)
3, product advantages introduction:
product features caused benefits of benefits of customers
4,,,,, to Quality Guarantee: The inspection certificate of existing national authoritative institutions and the inspection and confirmation of free customer recognition agencies.
5, pulling relationship
The love killer --- use the choice, morality, beauty, and behavior of promising each other to closer the relationship between the two parties.
a is not suitable
-must actively recommend other jewelry.
b out of stock
-You must contact the head office when you accumulate.
c If you do not agree
-must be polite and require connection.
The doting period
a additional sales
This ring has earrings to match, is it good for you?
b after -sales service
The free cleaning service of the company, welcome to bring back at any time.
Paly sent guests
a to stand up and give hands farewell: I will send you out!
b to send guests outside the door: Thank you for coming, welcome to come again next time. goodbye!
The after -sales matters
a cannot make the decoration lose their luster, leave the fingerprints and chaos in the cabinet, and the seats must be cleaned and put back the appropriate position.
b must not criticize customers behind them, and must always think about success/gains and losses.
Basic use of
employee attitude;
Sales staff: good morning! Welcome to the Rose Supreme Diamond! Please visit casually.
(Eye contact, nodding, greeting forward)
Customer: (showing joy, nodding, Yu Guan entered the store)
Salesperson: (also step by step) What do you want to buy?
Customer: (bored) Let me see first, can it?
Note: Do not be too enthusiastic and not visible.
Salesperson: (Joy of the face)
Manager: (Seeing that the salesperson is in poor mood, immediately transfer the salesperson away from the scene)
sales skills 1 — what to buy?
Customer: (Nostalgia in front of the counter)
Salesperson: (Standing) Hello! What can I help you?
Customer: Take a look first.
Camor: Okay! My name is Xiao Li, please find me if you need anything.
Customer: (Continue to look around)
Salesperson: (Continue standing, showing smiles, pay attention to the types, styles, prices of customers to buy goods)
Salesperson: (after the customer sit down), my name is my name Xiao Li, this is my business card. (Give it to each of them) Mr./Miss, ask your surname?
Customer: My surname is Huang, this is my girlfriend's surname Li.
Salesperson: Mr. Huang/Miss Li, hello you!
Sales skills 2 —— Do you like it?
Salesperson: This style is newly returned, let me give you good luck? (Take out the products that customers are carefully watching, show the goods in the bashes to show the goods to the customer for appreciation.)
Customer: (take the goods in your hand, and watch it carefully)
SEGO: You are not polite to be polite. Please try it casually.
In me to help you wear it? (Assist in trying)
(Take out the mirror from the back cabinet and clean it to show the customer)
The salesperson: Take a look, is it beautiful?
Customer: (without any response, but your fingers point to another ring in the cabinet)
Please take this ring to see.
Camor: Okay! Is this one?
Sales workers: (take out the goods, put the display on the display disk, and hand over the goods on the customer or on behalf of it)
Note: Determine the customer to introduce.
Customer Ms. Li: (Facing Mr. Huang) Which one do you feel better?
Customer Mr. Huang: (Always appreciate the first ring) I have no special opinion, you can like it, the most important pair.
Customer Miss Li: (Take the first comparison from Mr. Huang)
Salesperson: Miss Li, do you like the first ring more?
Customer Miss Li: I feel that the first ring is better.
Salesperson: Yes! I feel the same because your fingers are relatively slender, and wearing this style ring is particularly beautiful.
Note: sincere appreciation, suitable suggestions.
Customer Ms. Li: (Joy about showing his face, saying with a smile) Thank you for your appreciation.
Couns Mr. Huang: (Refers to the first ring) Is there a male model for this ring?
Sales workers: Yes, this is a neutral style.
Sales skills 3 -how to use it?
The salesperson: Can you tell me, what is the special significance of buying a ring?
Customer Mr. Huang: We bought it for marriage.
Congratulations to Congratulations, Congratulations, Platinum is solid and durable, diamonds are eternal, and the two chose the right marriage token.
Salesperson: Did you get married that day?
Customer Mr. Huang: Next month.
Salesperson: Ah! Good things are approaching. This year is auspicious year, and many people get married.
Note: The more customers know, the higher the sales of sales.
Sales workers: (with the company's prescribed price) Total 9,800 yuan.
Customer Mr. Huang: So expensive! The jewelry shop in front is not so expensive!
Customer Miss Li: My friend just bought a pair of ring, which is similar to this pair, but the price is far from the price.
Note: Customers are always right.
Salesperson: Yes! Yes! This pair of rings are shining, and you have nothing to choose.
Customer Miss Li: This, you are right! However, the price is more expensive!
Sales workers: (Introduction to the Jewelry Jewelry and Maintenance Manual) The value of diamonds is measured by 4C. The weight is the easiest distinction, but it is difficult to know color, clarity, and car workers.
The salesperson: So the differences between the two diamonds with the same weight and other 3C have a large difference in the price.
Customer Miss Li: I understand this, but I feel really a little more expensive!
Sales workers: The charming of the diamond lies in the unique effect of the light, so a good diamond with a car can emit a bright light, which is far from the light from a drill diamond.
※ Note: Repeat benefits, so that customers can feel the value and machine.
Salesperson: Mr. Huang and Miss Li are really smart. They know how to choose this pair of light -shining diamond rings that symbolize love as a wedding commemorative. I think you will not buy it. Diamonds with poor glory.
Customer Miss Li: Of course! Is it cheaper?
Captain: Our company has sales regulations. If you like it so much, let me ask the manager to ask the manager?
Salesperson: Manager, this gentleman and lady likes this ring as a marriage token, asking for cheaper.
Manager: Ah! Congratulations to the two newlyweds (handshake congratulations).
Manager: Our company has sales regulations. If we do employees, we must handle it according to the rules. Xiao Li, pay attention to a little cheaper!
Camor: Give you an additional 9.5 % off, okay?
Customer Miss Li: I feel more expensive!
Sales skills 5 —— Pulling relationship
Sales staff: not too expensive, but expensive is worth it! With this pair of wedding rings, I believe that your friends must be envious of you have such a beautiful ring and appreciate your eyes very much. Do not forget my introduction of my little Li, introduce me to me!
The customer Mr. Huang: You will give me a little cheaper, I will bring you more guests in the future.
Sales workers: (joy) thanks to you. Let's do this, the last price, I ca n’t help if you do n’t buy it, ￥ 8800, so good luck, post it again! I wish you a white head to the old and forever.
Customer Mr. Huang: Okay! Thank you for packing me.
The after -sales service/additional sales
Sales staff: The company has free cleaning services, welcome you to come back at any time to let me serve you. Passing by our shop, I also welcomed it very much, chat, drink cup tea, and make friends.
Camor: Hey! A new set of earrings that we just came back are very suitable for wearing a wedding banquet. Can you give it to you?
The salesperson: This set of jewelry is noble and generous, making the bride even more style.
Customer Miss Li to customer Mr. Huang: It's really beautiful! I really like!
C customer Mr. Huang: How much money?
Sales workers: ￥ 28000.
Customer Mr. Huang: Really not discounted?
Captain: From today, you are already my good friend. I have not lied to you.
How to be a successful camp representative.
The elements should be possessed
-please please customers and assist them in choosing the products they want to get.
-is enthusiastic about performance, creating a relaxed and angry shopping atmosphere.
-A professional salesperson can directly contact the needs of customers to show the interests of goods to customers, so as to build a personal relationship.
-is happy to help customers and provide the most suitable goods to customers to "create" the needs of guests, not just to "provide" the needs of guests to ensure that they are satisfied and come again.
-must have rich professional knowledge so that customers have confidence in you.
-need to know how to retreat at appropriate time. Some customers do just want to stroll alone, let them choose comfortably, diligently but not hindered, and give customers the opportunity to meditate. Remember not to force the guests to accept you Views.
-satisfy customers and patronize frequently, and even take friends with friends.
-we are selling goods while promoting ourselves: politeness, cultivation, self -confidence, talk, enthusiastic attitude, sincerity, professional knowledge, etc.
-even if the customer and your opinions are different or directly refute your point of view, you should not argue directly, you should first affirm its point of view and then deepen.
The functions of 4 W and 4 H
4 W
What — What is this product, different places with other goods
when — when is it suitable for wearing, new goods When will
where — the goods are placed there,
Who — which kind of person is suitable for people, "age, skin color, body ..."
4 H
how to match — how to match r r r r r r r
how much —
how many size -how many sizes (specifications) can be selected
how to sales -how to sell (for this product)