What are the requirements if you want to work in a gold and silver jewelry store?

As a front-line salesperson, it can be said that the most important thing is that you can sell things. Nothing else matters.

Front-line sales personnel must be familiar with the above jewelry industry and product knowledge. In order to fully understand the characteristics of goods. You should have a good understanding of the jewelry you sell, so that you can have enough confidence to impress customers with this knowledge. As a successful salesman, you must know the inventory in the store like the back of your hand, so that you can provide goods to your guests quickly without waiting for a long time to make them have confidence in you. It is worth mentioning that when explaining the advantages of goods to salespeople, they should:

1, explain the value with characteristics.

It is necessary to realize that certain characteristics of jewelry are the values pursued by customers. We should not just explain the characteristics of jewelry mechanically, but should evolve these characteristics into "benefits" and "advantages" that are useful to customers and pass them on to customers in a reliable and orderly manner.

2. Emphasize the value of quality.

The method of explanation should depend on the specific jewelry and the specific customer.

3. Emphasize that jewelry represents emotion.

Touching the emotional "needs" of customers can stimulate a variety of motives. At this time, salespeople need to make judgments according to the manners of consumers, and then provide targeted services. These motives are common: seeking truth, innovation, change, convenience, profit, interest, Excellence, seeking more, seeking beauty, seeking difference, curiosity, patronage, reserve, preference and custom. When selling jewelry, if you can do some targeted work; We all have these motives. top-sales.com.cn/yx/xsjq/Index.html

First, the five steps of basic sales

Good reception

First, body language:

Go out of the store, smile, make eye contact, nod and say hello.

B, language communication:

Welcome to Rose Diamond!

Hello! Please feel free to visit! what can I do for you?

My name is Xiao Li. Please feel free to call me if you need anything.

C, note:

Don't turn a blind eye, don't follow the trend, and don't be too enthusiastic. When the other person should stand and watch, invite the other person to sit down and serve tea.

1. What can I buy?

Understand the customer's buying goals first.

First, use your eyes:

Look for the types, styles and prices of goods purchased by customers.

B, use your mouth:

what can I do for you?

This is a new style. Can I show it to you?

2. Do you like it?

Make an introduction after determining the customer's needs, which can reduce unnecessary mistakes.

A. Offer to introduce

Please sit down. My name is Xiao Li. This is my business card.

May I have your name, sir/madam?

Hello, Mr. Huang/Miss Li!

Can I show it to you? (Products that customers have been paying attention to for a long time)

I will definitely bring you the best! (Products recommended by customers)

Pay attention to display the goods in the showcase for customers to enjoy.

In order to get the best results when displaying goods, it is suggested to pay attention to the following main steps:

(1) Prepare a small tray on the counter for placing diamond ornaments.

(2) Choose several models (2-3 models) with the same price and style series.

(3) Look at the jewelry for three seconds and praise its beauty and elegance.

(4) Show the high-priced goods first.

5] Let customers try on the goods.

There is always a mirror on the counter.

(7) Assist customers to make appropriate comparisons.

(8) Introduce the main features and benefits (psychological satisfaction) of customers' purchase.

(9) When customers appreciate ornaments, they should not stand directly opposite to them, but on the left or right side of the ornaments, so that they can appreciate them slowly and don't rush.

⑽ Know how to keep silent when appropriate, and let customers "fall in love" with what they have.

⑾ Make them feel that the goods are designed for them.

⑿ Call the commodity "your diamond".

Let them choose between the two until they make their own choice, instead of giving them a lot of goods.

[14] Pay attention to the signal of the transaction.

B, invite to try it on

You're welcome. Please feel free to try it on.

C, assist in installation

Let me help you put it on, okay?

D, invite to look in the mirror

Take a look. Is it beautiful?

Customers may have many choices, so be patient and provide them continuously.

Other salespeople can praise the effect of trying on.

3. Ask more, listen more and learn more.

Remember: the more customers you successfully know, the higher your sales success rate will be.

A Asking about buying motivation: Do you want to buy something for others or wear it yourself?

Listen more and observe more:-Collect as much information as possible.

C. Understand the customer's motivation:-Analyze the customer's motivation and make appropriate response.

Investment-preserving and increasing value.

Gifts-large items, expensive items and packaging.

Procurement-account, quality, price.

Self-use-low price, good quality, durable.

Talk about price

Have confidence in the company, individuals and commodities, and sincerely respond to customer objections.

Customer pricing

-make an offer to customers according to the company's regulations and advantages as the basis for counter-offer.

B. Customer objections

Smile, listen carefully, analyze motivation and respond appropriately.

Repeated income

-let customers feel that it is worthwhile, now or never, or ask colleagues for help.

Response to customer objections

A customer disagreed with the price of the goods.

First determine the customer's choice.

Determine the customer's needs (radiant, you must like it)

Get the customer's consent (I think you all agree)

Praise the customer's choice (your decision is so wise)

bargain

Customer objection is to express one's opinion.

1, first accept the customer's point of view, and then gently explain.

2. The customer is always right.

Customers object to the quality of goods.

1. Carefully explain the commodity information (such as diamond 4C, jadeite rarity).

2. Make a sales argument: (For example, the characteristics of diamonds).

Aesthetic value (charm lies in its unique effect on light)

-Actual value (scarce/valuable/portable)

—Durable value (no chemical change/damage/high heat resistance/durability)

-Emotional value (indicating the happiness and eternity of love)

3. Introduction of product advantages:

Product features bring benefits, customer benefits.

4. Quality assurance: the existing inspection certificate of the national authoritative organization and the free inspection confirmation of the customer recognition organization.

5, pull the relationship

Love killer-praise each other's choice, morality, beauty and behavior, and bring the relationship closer.

A if it doesn't fit.

-You must actively recommend other jewels.

B out of stock

-You have to contact the head office for a long time.

If it is not ideal

Be polite and ask to keep in touch.

Closing period

Additional promotional activities

This ring is equipped with earrings. Can I show it to you?

after-sales service

Our company has free cleaning service. You are welcome to bring it back anytime.

Out of courtesy to see the guests off.

A stood up to see the guests off, shook hands and said goodbye: I'll walk you out!

Seeing the guests off to the door: Thank you for coming. Welcome to come again next time. Goodbye!

After-sales service

A don't defile decorations, don't leave fingerprints on cabinets and messy seats, clean them and put them back in place.

B don't criticize customers behind their backs, but always think about success or failure/gain or loss.

basic application

Employee attitude;

Shop assistant: Good morning! Welcome to Rose Diamond! Please feel free to visit.

(eye contact, nodding, greeting)

Customer: (smiling, nodding, filing into the store)

Shop assistant: (following closely) What do you want to buy?

Customer: (wearily) May I have a look first?

Note: Don't be too enthusiastic and don't turn a blind eye.

Shop assistant: (smiling)

Manager: (See the salesperson is in a bad mood and take the salesperson away from the scene immediately)

Sales skills 1- what to buy?

Customer: (wandering in front of the counter)

Shop assistant: (standing) Hello! what can I do for you?

Guest: Let's have a look first.

Shop assistant: OK! My name is Xiao Li. Please feel free to call me if you need anything.

Guest: (Continue to look around)

Shop assistant: (keep standing, smile, and pay attention to the types, styles and prices of goods purchased by customers with your eyes)

Shop assistant: (after the customer sits down) My name is Xiao Li, and here is my business card. (To everyone in the same trade) May I have your name, sir/madam?

Customer: My surname is Huang, and this is my girlfriend's surname Li.

Shop assistant: Hello, Mr. Huang/Miss Li!

Sales tip 2- Do you like it?

Shop assistant: This is the new model. Can I show it to you? (Take out the goods that customers are focusing on and put them in the display basin for customers to enjoy. )

Customer: (hold the goods in your hand and look at them carefully)

Shop assistant: You're welcome. Please feel free to try it on.

Let me help you put it on, okay? (installation assistance)

(and take out the mirror from the back cabinet and wipe it clean for the customer to see. )

Shop assistant: Have a look. Is it beautiful?

Customer: (no response, pointing to another ring in the cupboard)

Please look at this ring.

Shop assistant: OK! Is this it?

Shop assistant: (take out the goods, put the display tray on the display tray, and give the goods to customers or wear them on their behalf)

Note: Make an introduction after confirming the customer's needs.

Guest Miss Li: (facing Mr. Huang) Which one do you think is better?

Customer Mr. Huang: (I always appreciate the first link) I don't have a special opinion. Just like it. The most important thing is to have a pair.

Customer Miss Li: (Take back Mr. Huang's first comparison)

Shop assistant: Miss Li, do you like the first bell?

Guest Miss Li: I think the first ring looks better.

Shop assistant: Yes! I feel the same way, because your fingers are slender, and you look particularly good in this style of ring.

Note: Sincere appreciation and appropriate suggestions.

Guest Miss Li: (beaming) Thank you for your appreciation.

Guest Mr. Huang: (referring to the first ring) Do you have this ring for men?

Shop assistant: Yes, it's a neutral style, which is unisex. Let me show you.

Sales tip 3- How to use it?

Shop assistant: Can you tell me the special significance of buying a ring?

Guest Mr. Huang: We bought it for marriage.

Shop assistant: Congratulations. Platinum lasts forever, and diamonds last forever. You chose the right wedding token.

Shop assistant: When do you choose to get married?

Mr. Huang: Next month.

Shop assistant: Ah! Good things are coming. This year is auspicious, and many people get married.

Note: The more you know the customer, the higher the sales success rate. Sales tip 4- Talking about price.

Guest Mr. Huang: How much are these rings?

Shop assistant: (according to the company's regulations) The total is 9800 yuan.

Customer Mr. Huang: How expensive! The jewelry store in front is not that expensive!

Customer Miss Li: My friend just bought a pair of rings, which are similar to this pair, but the prices are far apart.

Note: the customer is always right.

Shop assistant: Yes! Yes! This pair of rings sparkles. You made the right choice.

Guest Miss Li: Well, you're right! However, the price is more expensive!

Shop assistant: (with the introduction of jewelry knowledge and maintenance manual) The value of diamonds is measured by 4C. The weight is the easiest to distinguish, but the color, cleanliness and lathe operator are hard to understand.

Shop assistant: So the price of two diamonds with the same weight will vary greatly because of the difference of 3C.

Customer Miss Li: I understand this, but it feels really expensive!

Shop assistant: The charm of diamond lies in its unique effect on light, so the diamond with good lathe work can emit bright light, which is far from the diamond with poor lathe work.

Note: the benefits of repetition will make customers feel worthwhile, and it is now or never. ※.

Shop assistant: Mr. Huang and Miss Li are really clever. They know how to choose this pair of radiant and passionate diamond rings as wedding souvenirs. I don't think you will choose some diamonds with bad luster just for the sake of stock.

Guest Miss Li: Of course! Can you make it cheaper?

Shop assistant: Our company has sales regulations. If you like it so much, can I ask the manager for instructions?

Shop assistant: Manager, this gentleman and lady like this pair of rings as wedding souvenirs and ask for a lower price.

Manager: Ah! Congratulations on your happy wedding (handshake).

Manager: Our company has sales regulations. As an employee, we must deal with it according to the rules. Xiao Li, please take care of it a little cheaper!

Shop assistant: Can I give you another 15% discount?

Guest Miss Li: I think it's a little expensive!

Sales Tip 5- Networking

Shop assistant: It's not too expensive, but it's worth it! You two are wearing these wedding rings. I'm sure your friends must envy you for having such a beautiful pair of rings and appreciate your eyes. Don't forget my introduction of Xiao Li, introduce me to customers!

Guest Mr. Huang: You can give it to me at a lower price, and I will bring more guests to you later.

Shop assistant: (happily) Thank you. Tell you the truth, the final price, I can't help it if you don't buy it, 8800 yuan, good luck. I'll send it as soon as I finish! I wish you a long life together.

Guest Mr. Huang: OK! Thank you. Please wrap it for me.

After-sales service/extra promotion

Shop assistant: Our company has a free cleaning service. You are welcome to come back at any time and let me serve you. Passing by our store, you are also very welcome. Let's chat, have a cup of tea and make friends.

Shop assistant: Hey! We just brought back a new set of earrings, which are perfect for a wedding party. Can I show it to you?

Shop assistant: This set of jewelry is noble and generous, which adds elegance to the bride.

Customer miss Li to customer Mr. Huang: how beautiful! I like it!

Guest Mr. Huang: How much is it?

Shop assistant: The price is 28,000 yuan.

Guest Mr. Huang: Are you sure there is no discount?

Shop assistant: From today on, you will be my good friend. I'm not lying to you. This is the price for relatives and friends. We can't reduce the price any more.

How to be a successful marketing representative?

Elements that should be possessed

-please customers and help them choose the goods they want.

Show enthusiasm and create a relaxed and lively shopping atmosphere.

A professional salesman can directly contact with customers' needs, show customers the benefits of goods, and thus establish personal relationships.

Be willing to help customers, provide them with the most suitable products, and "create" their needs, not just "provide" their needs, so as to ensure their satisfaction and come again.

You must have rich professional knowledge to make customers have confidence in you.

You should know how to leave at the right time. Some customers really just want to go shopping alone, so that they can buy comfortably and diligently, and give customers a chance to choose calmly. Remember not to force customers to accept your opinions.

Meet customers and patronize them frequently, even bring friends.

While we are selling goods, we are also selling ourselves: politeness, self-cultivation, self-confidence, conversation, enthusiastic attitude, sincerity, professional knowledge and so on.

Even if the customer disagrees with you or directly refutes your point of view, you should not directly refute it at once. You should affirm his point of view first, and then explain it in a roundabout way.

Clever use of four w's and four h's

Four w's

What is this product and how is it different from other products?

When-when is it suitable to wear and when will the new goods arrive?

Where to put the goods,

Who-who is suitable to wear, "age, skin color, figure ..."

Four h's

How to match-how to match

How much-the price

How many sizes-How many sizes (specifications) are available?

How to sell-how to sell (the product)