Summary of after-sales service of Mu store

Article 1: The most common fatal mistake made by salespeople in wooden door stores.

1, incoherent and unclear.

When we show a set of products in front of customers, there is a step-what to say first, what to say again, and what to say again. You have to have a program yourself. Just like when I give a lecture, I know what to say first, then what to say, and then what to say. The client will know that I am guiding him when he listens to my lecture. A salesperson with no sales experience is a customer who says whatever he wants when he asks, and the customer listens in a mess.

2, the customer asks and answers, which is too passive.

We should take the initiative to guide our customers and make them realize our advantages, our characteristics, our ideas and our needs. This is what the customer asked.

3. Talking too much makes customers numb.

There are some salesmen in good condition who can't control themselves because they are in good condition, and they are overwhelming and eloquent, and their customers are terrified and their products can't be sold.

4. There is no awareness and method of building trust.

If you don't build trust, you will enter consciousness from the beginning. What distance should we get closer before introducing the product? The trust of customers.

5, no appeal, can not stimulate customer interest.

Infectivity is a state, and people in good state are very infectious. Even if the customer quarreled with his wife at home the night before yesterday, you will be full of sunshine when the customer comes to your store. He will feel your attraction and infect him with his emotions. He is very excited and easy to make a decision.

6, just say don't ask, don't guide customers.

7. It's just sales promotion, not two-way communication. Two-way communication is the same as customer chat. Ask and answer questions, talk about wooden doors, talk about children, talk about work, talk about life and communicate with friends at work.

8. Too enthusiastic and eager for success.

9. Start with the price.

Last year, I went to Shanghai to give a lecture, because I didn't have to give a lecture on the first day, so I went to the wooden door shopping mall to find out the situation when I was free. We went to the specialty store on the third floor, and didn't see the shopping guide after we went there, so we sat down at the door and felt it. The bedroom door is beautiful in color and feels good. While we were talking, a salesperson rushed over. The shop assistant is in excellent condition and her face is red. He rushed over and said, "hello, sir, this door is 3500 yuan." I said, "Okay.

Is the wood skin good? "He said," this is not wood skin, but craft skin. I said, "What about this veneer?" He said, "We are shopping guides. How can we know this?" Price is very important. We'll talk later. Let's see if it suits you first Many people ask you if this product is on sale. 8.8 fold. If I open a shop without writing a price tag, customers will leave as soon as they see the price. Customers don't think the price is expensive, but they think it's worth it. Don't tell the customer the price until he realizes the value of your product. In other words, first of all, improve the customer's psychological expectations and make him feel that this product is valuable, so valuable, and the result is very cheap when quoting. For example, he thinks the price is 5000 yuan, and finally he thinks it can be bought at 3500 yuan, so he thinks this product is very good.

10. Introduce products without knowing what customers think.

You have a 300-square-meter store with dozens of products. Customers come in from the door, just looking and touching. The salesman went over and told him what the product was like, and the product mix and price were finished. Three minutes have passed. Walking to the next door, the sales staff began to talk about materials, price, combination and environmental protection. Three minutes passed. The customer nodded and went to another place. Introduction in the study for 3 minutes, introduction in the bedroom for 3 minutes, introduction in another bedroom for 3 minutes, and introduction in the living room for 3 minutes. This customer is very patient. He really wants to hear from you. An hour later, the customer said, "I want to buy a low cabinet." What a waste of time. Have you asked him what he wants to buy? Just introduce him according to his needs.

1 1, can't tell the real intention of the customer.

Some customers are actually wandering around your store, and they don't want to buy products at all. /kloc-About 40 out of 0/00 customers have no intention to buy at all.

12, art without language.

13, I don't know enough about similar products.

What is said here is that I don't know enough about similar products. I don't know what functions and styles they have, what products they sell and how much discount they give. I just know what methods they used when introducing products and what they emphasized. This is what we need to know.

14, I don't know how to dispel customers' doubts.

15. The product was introduced without highlighting the key points.

Hesitant customers may be worried about your products, may be worried that your environmental protection is more expensive, and may think that your products are not environmentally friendly. Look at what the customer suspects first, and then dispel his concerns.

If a customer is worried that your product is not environmentally friendly, the salesman will say, "Sir, I understand your idea. Many customers have the same idea as you. They were also worried about environmental protection at first, but they were relieved after using it. Just because you say a smelly product doesn't mean it's not environmentally friendly. For example, a chopstick still smells after painting, which does not mean that it is not environmentally friendly, let alone a wooden door. If the smell is pungent, he is definitely not environmentally friendly. " Then he went on to tell him, "sir, our products have been sold in this area for eight years." There are thousands of people using our products in Qian Qian, and no one has ever complained about us because of environmental problems. " Hearing this, customers will dispel their doubts. You said, "Our products are very environmentally friendly, and there is definitely no problem with our environmental protection." This is definitely impossible.

16, ignorant of trading opportunities, lacking trading skills.

In the process of communicating with you, there are many times when the customer has indicated what he wants to buy, and he doesn't know how to seize this opportunity. I will teach you a practical and effective method later.

17, I don't know how to emphasize my own advantages.

First of all, understand what your strengths are, and then emphasize them repeatedly in front of customers. Once I went to buy clothes, a small dress 100 yuan, without any discount. But I like its style very much and bargain with him. He said: "sir, we are an international brand, imported with original packaging and no discount." I said, "Give me a 10% discount." He said, "Sir, this is an international brand, imported." I said, "Make a membership price." He said, "Sir, you are not a member. We are an international brand and imported. " He repeatedly stressed.

18, not good at shaping the value of products.

Shaping value is actually the skill of closing a deal, so that the customer can experience the feeling he wants. What do some nouveau riche want to feel? (Answer: distinguished) People look up to him, someone holds him up, and he is gorgeous. So, when you introduce him, you know that he feels this way. Describe it, make him sound excited, as if he lived the feeling he wanted, and he was willing to take out the money and put it on your desk.

19, not used to being witnessed by old customers.

If there is enough time, I will teach you the old customer witness method, which is the most effective and useful sales skill, but only if you can use it.

20, tangled bargaining.

2 1, give in easily.

If the customer asks you to give him a condition, such as "I'll buy it if you give me a 15% discount." Don't give in to him easily, you have to make a condition, "If I give you a 15% discount, will you pay the deposit or the full amount?" If he pays you the deposit or the full amount, you can apply again.

22. I don't know how to let customers see the benefits of "shortcomings".

If you sell fabric sofas but your company sells leather sofas, there is no fabric sofa. We should let him see the shortcomings of fabric sofa, and then let him see the benefits of leather sofa.

I don't know how to tell a boring language story.

There are some classic stories behind a great brand. A brand is the world's top luxury brand LV. He won't say how good our quality is. He will tell you a story: "Sir, you should know that the Titanic hit a mountain in 19 12, and was salvaged 100 years later. After being salvaged, there was a box inside.

24. Not good at letting customers see the extraordinary in the ordinary.

Chapter 2: 20 13 wooden door industry overview

There are three kinds of solid wood doors on the market, one is solid wood composite door, the other is solid wood door and the other is original wood door. The solid wood composite door is filled with solid wood frame or middle, the surface is pasted or glued, and then painted on the board or skin. From the type of paint, it can be divided into paint-free doors and paint-free doors. Paint-free doors, as the name implies, are made of MDF or other materials and do not need painting. Solid wood doors are finger-jointed, polished and painted. The whole facade is mainly made of solid wood, which is considered as a solid wood door. The original wooden door refers to the wooden door made of selected natural wood. Its main feature is that all parts of the door leaf are made of the same tree species and are consistent inside and outside, without deformation, column, finger joint and skin sticking. Compared with solid wood doors and original wood doors, solid wood composite doors have lower cost. The door cores of solid wood composite doors are mostly made of pine, Chinese fir or imported fillers. Pine wood is soft, easy to crack and deform, and high moisture content is easy to cause cracking. Pine has been painted many times, and the surface paint film is thick, which covers up some defects, but it loses its core value of pursuing nature, and the paint is easy to change color over time. Solid wood doors are mainly made of rubber wood, which is not easy to crack in the northern region and has strong plasticity in the production process. Moreover, rubber wood solid wood has good texture, beautiful texture, uniform texture, light color, easy coloring, good hardness and high wear resistance, but rubber wood is rich in sugar and easy to be eaten by insects if it is not handled well.

List of main products of brand category:

Product comparison table:

Solid wood composite doors and solid wood doors:

PS: In terms of wood types, pine is the main type of solid wood composite doors. Because pine is common in the market and relatively cheap, it is not dominant in tree species comparison. From the price range, the brand-name solid wood composite doors are basically between 1800 and 1900. Compared with Hanchi solid wood door, the price difference is not more than 300-500 yuan.

PS: In terms of wood types, solid wood doors and original wood doors are still relatively high in environmental protection and cost performance, but the price of logs is much higher than that of solid wood, which limits the purchasing class. The customers of raw wood doors are high-end customers, and the customers of solid wood doors can be customers who can afford solid wood composite doors or high-end customers.

Comparison of the same brand with oak as the main brand;

PS: Both Hanchi and Qingdao Mu Yi use Thai oak in terms of wood types, but the price of Qingdao Mu Yi is higher than that of Hanchi wooden door, with the same paint and different after-sales.

Chapter III: Summary of the investment process and requirements of the top ten brands of wooden doors in China.

Wood door brand definition

With the improvement of people's consumption level, people pay more and more attention to the importance of brands in their lives, because now product counterfeiting has flooded, such as: "Sanlu milk powder time, toxic capsule time, jelly with glue, toxic furniture, high formaldehyde wooden doors" and so on. This kind of fake time is endless, and consumers can only trust the brand. This is mainly because brands can bring beneficial value to users and make them trustworthy.

Chinese interpretation

Cimu wood door brand

Pinyin mumenǐ npá i

English translation of brand wooden floor

The definition is high-end, luxurious, fashionable and trendy.

List of wooden door brands

1, Tata wood door

2. Maxim's Wood Door

3. Pan Pan Wood Door

4. Meng Tian Wood Door

5. Landis wooden door

6. He Hua Wood Door

7. Guanniu wooden door

8. Opel special wooden door

9, Shangpin true colors

10, spring wooden door

Wooden door brand investment process

First, Tata Wood Door Investment Joining Process

1. Consult Tata Franchise Headquarters to join;

2. After the applicant really understands and understands the relevant business operation methods, it is determined to apply for joining;

3. Qualification examination: the headquarters will give you an answer according to the comprehensive evaluation of your region and business ability;

4. After passing the qualification examination, the two sides conducted in-depth discussions to determine the details of cooperation and formally signed the franchise contract. Franchisees pay franchise fees and other expenses, and the headquarters provides relevant operation manuals, trademarks, brand authorization letters, etc.

5. According to the specific conditions of the franchise stores, the headquarters will provide publicity in the early stage of opening and suggestions for store promotion activities during the opening period, and assist the franchise stores in their specific implementation;

6. After the franchise store opened, the headquarters further provided operational guidance and implemented various advertising and promotion activities from time to time.

Connection technology of the second Maxim wooden door

1, see the company profile

2. Read the investment guide;

3. Understand the joining channels;

4. Fill in or download the application form online;

5. Contact the person in charge of regional joining;

6. The company reviews the applicant's information;

7. Contact the applicant for a bath conversation;

Third Pan Pan Wood Door Connection Technology

1. Investigate and demonstrate the project and fill in the application form for joining.

2. Telephone and fax consultation

3. Review and inspection of regional managers

4. Sign the franchise contract

5. Pay a certain deposit.

6. Shop layout design

7. Pre-job training for employees

8. Confirm the store design and submit the payment.

9. Shop decoration and sample display

10, Pan Pan store layout

1 1, the store officially opened.

The 4th Meng Tian Wooden Door Connection Technology

I. Joining process

Customers who are interested in joining "Kaimumen" can consult the salesman of "Zhejiang Meinuo Industry & Trade Co., Ltd." by joining telephone or email or QQ.

Second, fill in the application form for joining.

After the early telephone communication, the company's business personnel will send the application form to the franchisee (which can be copied and printed on the company's website). The franchisee shall fill in the application form for joining as required, and fax it to the company together with the required attachments and their own copies.

Third, market research.

According to the application materials filled in by franchisees, the company will conduct research and review according to the maturity, competition, consumption and location of the local market, as well as the franchisees' own business methods and funds.

Fourth, sign a franchise contract.

The company will audit according to the market research report. After the examination and approval, the two parties agreed on a time to invite franchisees to the company to formally sign (the regional agency contract for opening wooden doors).

Five, the initial fee, deposit

Pay the use fee (joining fee) to the company in one lump sum; Pay the deposit, which can be returned after the operation. Please contact the salesman directly for the specific expenses.

Six, the franchise authorization issued.

After signing the contract with the franchisee, the franchisee will be issued with the business authorization, authorization card, top ten outstanding enterprises of China Wooden Door and top ten outstanding brand plaques of China Wooden Door, which proves that the franchisee has the right to use the "Kaimu Door" trademark.

Seven, formulate plans to establish franchise stores.

1, apply for business license (franchisees apply for local business license).

2, personnel recruitment training (understand the wooden door brand, understand the wooden door technology,).

3. Party A designs the decoration scheme of the store, plans the publicity of the opening image and arranges the products.

Eight, official business

Section 5 Landis wooden door splicing technology

1, join the consultation

Step 2 make an appointment for inspection

Step 3 understand negotiation

4. Signature confirmation

5. Obtain relevant certificates

6. Accept gifts and distribute products

7. Staff training

8. Shop decoration

9. Preparation for business opening

10. Confirm the delivery from the headquarters.

12, opening promotion

13, officially opened

14, service follow-up

The Sixth He Hua Wooden Door Connection Technology

1, and the two sides got to know each other preliminarily.

2. Fill in the franchisee application form

3. Franchisees visit the model shop.

4. Evaluate and determine the franchisee

5. Sign a letter of intent to join.

6. Sign a formal franchise contract.

7. Pay the deposit for joining the fund.

8. Determine the site selection, store design and decoration;

9. Select the product and confirm the stocking order.

10, systematic training for shopkeepers and shop assistants

1 1. Decoration and goods are in place.

12, the store was grandly opened.

13, on-site support and regular guidance

Splicing technology of the seventh buttonwood door

1. After the applicant really understands and understands the relevant business operation methods, it is determined to apply for joining;

2. Submit the application form for joining, and conduct qualification examination: the headquarters will reply to you according to the comprehensive evaluation of your region and business ability, send an invitation, visit and inspect our company, and discuss joining matters;

3. After passing the qualification examination, the two parties conduct in-depth discussions, determine the details of cooperation, formally sign the franchise contract, and the franchisee pays the franchise deposit and the customized sample fee.

4. The headquarters will provide systematic and professional training to store managers and shop assistants to ensure that franchise stores can quickly enter operation.

5. According to the specific situation of franchisees, the headquarters will provide publicity in the early stage of opening and suggestions for store promotion activities during the opening period, and assist franchisees in their specific implementation.

6. After the franchise store opens, the headquarters will further provide operational guidance, regularly and irregularly implement various advertisements, promotional activities, new product launches and exhibitions, and uniformly distribute terminal promotional products and provide guidance for promotional activities according to the themes and objectives of various promotional activities.

Section 8 Opel special wooden door connection technology

1, preliminary consultation (telephone, email)

2. Reach a preliminary cooperation intention-visit factories and image stores.

3. Discuss specific cooperation matters-understand the joining conditions and various sales policies.

4. Sign a franchise cooperation contract.

5. Recruit sales teams and send them to headquarters for training.

6. determine vi. Shop decoration

7. Preparations for opening the business

8. start business

The ninth Shang pin Ben se joining process

The tenth spring wood door splicing technology 1. Learn more about the company's investment promotion information and apply for joining by telephone;

2. Fill in the application form for joining and submit personal information to the company for review;

3. The franchisee determines the store address, and the company conducts field visits;

4. The franchisee shall submit the local market report to the company for approval;

5. Sign a formal franchise contract after being approved by the company;

6. The company provides franchisees with the required documents, store image design and professional distribution plan;

7. Franchisees prepare for the opening, such as planning, training, ordering and publicity;

8. When everything is ready, it will officially open to the outside world.