Diamond sales method

Diamond sales method
Diamond sales method 1:

How to sell diamonds? This is a problem that the newly appointed diamond sales staff will think of. Is there any good diamond sales skills? This is also an urgent desire for diamond sales staff to improve their business capabilities. Then let's take a look at how to sell diamonds.
The purchase of diamonds is a luxury venture capital for any consumer. Therefore, the first thing that diamond sales personnel exposed to consumers must trust you to trust you and dispel what they emit themselves Unbridisure factor, this is a key step for your success. And if you want consumers to fully trust you, you have enough capital to be worthy of consumers. Therefore, the first thing for diamond sales is that these diamond sales staff must have a wide range of knowledge, not only referring to the professional knowledge of diamonds And also include diamond -related knowledge and extensive social knowledge.
not every diamond sales personnel must become a diamond expert, or a professional diamond gradient and appraiser, and do not have to reach the level of biopsy of the goods. Knowledge has some understanding, and the company's goods and characteristics are applied. Because the customers we face may have a certain understanding of diamonds (these understanding may be correct or incorrect), before the customer has read the relevant information before entering the jewelry, or get from friends and colleagues from friends and colleagues. Some information, or the previous experience of consumer diamonds, requires sales staff to provide appropriate goods for choice, to be a staff and help for customers. Because you are engaged in diamond sales, in the minds of customers, you should be a diamond expert. You should be full of confidence and answer the various questions raised by customers in the base. Your confidence is the basic prerequisite for winning the trust of the customer. At the same time Will win the confidence of customers' goods. On the contrary, if you do not have a full understanding of diamonds, you will lack confidence or cannot answer questions from customers. Customers will lose confidence in you and goods. The customer itself has a sense of alertness to the merchant. Safety eventually leads to the failure of sales. Therefore, the successful diamond sales personnel must first have confidence. This confidence is more accurate. This confidence comes from their own knowledge and ability, from the understanding of the goods, and the company's honest operation and the honesty operation and the company’s honesty operation and Good corporate image.
Is when you have the knowledge of diamonds, you already have confidence and become an expert in consumer consumption, but do not pay attention to consumers because of this. To successfully sell diamonds, in addition to related knowledge, we must also use sales skills to convey your knowledge to consumers, thereby promoting consumption.
S time you successfully break the consumer to be distracted by you, and after consumers are willing to talk to you, you will let consumers understand and agree with the value of this diamond product you want to sell to him. Customers often ask "why diamonds are so expensive", which may not be a problem for our sales staff, but customers may not understand. This requires our sales staff to explain to customers patiently, starting from the difficulty of diamond mining to processing, so that customers can understand the rare, valuable and rare of diamonds, so that customers can feel that the purchase of diamonds is really worth the purchase of diamonds from your explanation Essence Then, with the help of auxiliary supplies such as 4C cards at the counter, the color, clarity, car worker and carat weight of the diamonds are organized in a organized manner, and the price of each diamond is determined in these four aspects. Of course, at this time, it is not advocating to train each customer into a diamond expert, but to say that it is a way to communicate with customers and gain customer trust.
In the next communication, the sales staff must try to find out the purpose of customers to purchase diamond jewelry, aesthetic hobbies, general budget and other information to recommend more targetedly. It is not advisable to inquire about customers in the local area, but we can draw rough conclusions on these issues according to the language and expressions of customers.
How to sell diamonds, do you have a spectrum in your heart?
Diamond sales method 2:
The first stage: greet customers
In the past, customers created one -to -one interactive relationship and established trust.
Basic principles:
Sales experts think from time to time that the first 30 seconds are the most important moment in sales. At this time, our task is to relax customers and make a good way for the next sales. We must prevent questions from traditional greeting customers, such as "buy something?" "Do you need help?" On the contrary, we must use the meaningful dialogue that does not include sales of Shen Yun, such as what happened recently, customers' jewelry, children, cars, and so on.
Is, do not have sales colors, common, kind, humane, not only relaxes, but also arouse their desire to buy.
The experts think that after the customer enters the store, do not rush to stop evaluating them. First, you must find the beginning of sales and the atmosphere of sales. If his makeup is very avant -garde, the end of the game may use this as the starting point, which is beneficial to the entire sales.
This should not be applied to a fixed format, which is targeted and personalized. Because customers are not only selecting jewelry, they are also selecting jewelry shops and jewelry salespersons. Let customers feel that you are talking with him, it is a one -to -one interactive communication. In this way, the level of customer satisfaction will rise suddenly.
Another important task is to pay attention to selling our stores and ourselves after selling jewelry, so as to laid a foreshadowing for the establishment of a stable customer relationship. "Why enter our shop?" It is a good sales of our shop and our own question.
Listen a little bit:
The area of ​​buying jewelry is due to emotional factors. Ask customers why they enter our store, and then appreciate the attention of customers. Then spend a little time and listen to the customer's plan and willingness. Although it will take a little time, it can greatly add the time to sell successfully.
Taboo:
Mee the first sentence of customers to prevent using unidirectional questions, such as: "Do you need help?" "What do you buy?" "How much does it cost to spend?" This conversation can only attract answers such as "just look at".
The response skills:
If the customer answers "just look", we should not be discouraged. Give customers 20 seconds and let them take a closer look. Generally, the customer will need your assistance after 20 seconds. Because their alert psychology has been eliminated at this time, their mood is now very relaxed, which is more conducive to completion of buying and selling.
"Just look at" in these 20 seconds, but also makes customers feel respected. Respect has also played a great role in sales.
The second stage, exchange message
T:
In confessing why customers enter our shop, what they need, and what they want.
Basic principles:
The information as much as possible from the customer. Aspects of the protagonist, things, location, time, etc., will assist us in obtaining a lot of knowledge. Listening is a good way to obtain information.
For example, "Buying this XX jewelry, is there any extraordinary significance?" Such dialogue will lead to the reason for customers to purchase jewelry, which will become the main purpose of our entire sales process. According to the customer's hobbies, choose different focus to sell jewelry.
don't ask, "What kind of jewelry she likes?" "What kind of jewelry do she have?" "How much do you want to spend?" This will make the romantic of buying jewelry greatly reduced. On the contrary, let customers think about the joy that once possessed. For example, a man's purchase anniversary gift for his wife, we can ask "what kind of surprise you gave to your wife last time." "A bracelet", "What was her response at that time?" Now he will sink into the romance of the day. Below we can help customers choose a jewelry to reproduce the romantic in the past.
The note:
In the process of communication, the information provided by customers from time to time will make customers feel respected and help to establish lasting customer relationships.
Taboo:
do not ask customers such as "how much money you want to spend". This is not conducive to we recommend jewelry with higher prices to customers, and it is not conducive to helping customers find contented jewelry.
The third stage, discovery desire
T:
The value of the value of the product in the customer's consciousness, and the invention of the customer immediately wants to have its desire.
Basic principles:
At this stage, we must use the information obtained by the previous stage and provide customers with certain opinions. When showing and placing jewelry, they must be very cautious, just like he is a treasure worth millions.
Is to introduce the product to prevent the use of professional words. This will make customers confused and make customers feel teasing. Introduce the advantages of more products, which will greatly add the timing of successful sales. For example, when introducing clamps, we can say that this inlay method is very strong, suitable for daily wear.
The test wearing:
This to let customers feel the jewelry he wants to buy, it is a good way to invent the value. Try to make customers have a feeling, which helps to complete trading.
This taboo:
do not introduce all the advantages of the product as soon as it starts. When the customer suddenly asks, we will have nothing to say. On the contrary, we need to keep one or two advantages of the product, and to the customer at the right time, so that we will add the customer's self -confidence.
smake not to select the products in the store, which is equivalent to hitting your own mouth.
The response skills:
The salesperson thinks that the product must be continuously displayed, and the product is continuously introduced to be successfully sold, otherwise the customer will go away. This does not have a lot of assistance for successful sales. On the contrary, after introducing the product, you must insist on silence and think about the time for customers, which will make customers choose the jewelry he really likes.
It phase fourth stage, cleans doubts
Almost all customers will put forward some "dissatisfaction" opinions or some "complaints" on the goods. There are several aspects of the doubt:
The quality of diamonds of diamonds ;
The styles of diamond jewelry;
The price of diamond jewelry;
The quality assurance of diamond jewelry and after -sales service
In encountering this situation, it is recommended that you be careful, patient, and gradually overcome it. On the contrary, opinion. Try not to confront the customer positively, let alone quarrel. First of all, find out the objection, then clearly understand the objection, and finally, put the objection into your expected, and say the "compensation" that customers can get.
Adifying objections: "Let's put the price aside for the time being, do you like this diamond jewelry?" "What other objections we must consider it carefully?"
The diamonds on the jewelry are too small? "" Do you think this style is not very good? "
In general, when encountering the doubts of customers or complaints of customers, I suggest you take the following steps:
the first In one step, as a salesperson, we should keep in mind that we often thank customers for their opinions and complaints on customers. There are very few customers who intend to "find trouble". Facing the opinions of customers, even angry, fire, or asking questions, first realize that this is the human nature, then listen to the customer's opinions, and use the customer as the starting point. For example, it can be said: "I understand what you mean, see what I can help you?" Or "I know your mood very well, as the store, we will take it seriously. If you show patience and follow it Three points, most of the cases will not be as difficult to solve as we imagine:
do not improve your voice
does not make negative reactions or make negative ideas
In customers always think that they are correct until until it is right until it is correct until it is right until it is correct until it is correct until it is correct until it is correct until it is correct until it is correct until it is correct until it is correct until it is correct. They realized that they were wrong
The key to finding the problem with customers. In most cases, it was not the real problem, but only the customer's emotions or the customer's feelings. Usually we only need us Listen patiently, we can always find the core of the problem. It is best to have some exchanges between the salespersons to understand the problems of customers, so that all employees can pay attention to the customer's problems or opinions from the ideas, and continue to improve the business. With universal problems, it should be reported to the general manager in time to attract the attention of senior leaders.
The third step, propose a solution to the problem or improve the work. It is indeed the store's problem, and we should sincerely apologize to the customer, explain the crux of the problem, and then propose a practical solution. If the customer lacks understanding of the diamond, or some misunderstandings of the customer, you should be patient with patience to go to Customer explanation and showing investment and seriousness. Do not have a contempt for "such simply you always don't know", you must explain to the customer, you must know that you are a professionals. Opinions, according to the experience of some marketers, there are some methods and principles:
1) Customers are not always correct, but sometimes in order to calm customers, it is necessary to "make customers correct". It is also worth it
2) Customers' complaints are unavoidable within a certain range, but as marketers, we must realize that this complaint is not accusing themselves.
) Complaints, marketers should stand on the customer's position and think about the problem, and look at the complaints of customers; usually the customer's complaints are caused by some trivial reasons.
4) When customers are angry, their mood is generally very excited And at this time, the customer's attitude of dislikes, not paying attention or lightness to the salesperson is particularly sensitive. Therefore, when the customer is angry, the salesperson should show calmness and care.
) Before the real situation, don't conclude easily. Even if the customer is wrong, don't blame the customer directly. When the customer knows it, it is the time to solve the problem.
) Whether attitude makes sense, you should maintain a sincere cooperation. This does not mean that you have accepted Customers' complaints, but that you are paying attention to his complaints. Even if the customer scolds people, you should still show a friendly attitude. As the saying goes, "a slap will not be shot". At this time, you better not to use it to avoid disputes.
7) Do not make promises that cannot be or difficult to achieve to customers to avoid further disputes.
8) Customers should be appreciated at any time: "You treat him seriously and investigate the complaints of customers.
) , This is also an important means to improve store services.
When facing the concerns and complaints of customers, please pay attention to the following points:
The on the patience
R n changes from an angle
Faced with a problem, in a different view, and a different angle to reproduce the situation at the time, it can often be disadvantaged. Customers can say dissatisfaction with a salesperson, but he is usually not facing facing the face The salesperson himself, others must not blame the salesperson. Similarly, when dealing with the complaints of customers, they must not take him as an attack on themselves.
This reception customers have no such situation, that is, the customer cannot be fully convinced. The value of his shopping items is consistent with the price? After the customer's question and the explanation of the salesperson, customers will also express the following doubts before they want to make a purchase decision. R n do you really need to buy diamonds?
Is the diamond jewelry bought correctly?
Is this choice wise?
Is this diamond genuine? n can you buy the same diamond jewelry in other stores, but the price is cheaper?
In this case, the usual approach is to explain the advantages of diamond jewelry and the benefits of purchasing to customers again. When doubt, this actually shows that customers are interested in goods. At this time, it is precisely the objection, which makes customers think of their choice is correct and wise. Use your goods knowledge to promote the advantages of the goods. The focus should be on the advantages.上，而非特点上面。同时应注意，你是在与顾客沟通，而不是替自己寻找理由来自圆其说。让顾客充分发表他们的观点，不要打断也不要反驳，然后你可重申货品给他们或The benefits brought by the gift:
In the fifth stage, the transaction
On the understanding of your customer, show your goods to the customer, and the questions and interpretation of the customer The benefits you get after purchase have more understanding and understanding. If the customer really wants to buy it, it should be a time -don't miss the opportunity to reach a transaction. When the customer really wants to buy it, there will be some purchases of signals, such as: Short silence
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