In order for a customer to purchase a product in your store, a number of rules must be followed. Of course, the advantageous location of the store, a convenient opening hours for customers, and a wide range of goods play an important role. But all these positive factors can be nullified if sales consultants do not know how to identify the needs of the buyer, how to convince him to use the services of your store. Their work will not be effective, therefore, and you will receive less profit.
Instructions
Step 1
Let's take a look at a specific example. Suppose a person comes to a furniture store and wants to buy a wall set. How should a sales assistant act so that a potential customer is satisfied and almost certainly has purchased or ordered a wall in this particular store? You should not immediately approach the client with the question of what interests him. At first, some buyers want to calmly, without haste, consider the presented samples in order to get an idea of the range and prices. But letting things go by themselves is hardly reasonable either.
Step 2
Wait a while, and then quietly, politely, ask: “Are you interested in something? Can I help?"
Step 3
When you hear back that he needs a headset, ask a few additional questions. First of all, ask what overall dimensions (at least approximately) the furniture set should have. In which room does the buyer want to put a wall, because it is one thing to choose a headset for the living room, and quite another - for a nursery, for example.
Step 4
Let's say a customer says that a headset is needed for the living room. Then the seller should ask what shape and area this room is, whether the client wants to place the headset at an angle, along two adjoining walls, or only along one. A very important clarification: should the furniture include a corner cabinet or it is not necessary.
Step 5
Having figured out the dimensions and location of the headset, you can already clarify the details. If the wall at the same time has to serve as a library, you should offer the potential client a headset, where there are many compartments with sturdy wooden shelves. It is desirable that they be closed with glass doors. If the main requirement is that the wall not so much plays a functional role as decorates the living room, draw the attention of the buyer to elegant headsets, with decorative elements, beautiful door handles, etc.
Step 6
By doing so, the seller is likely to identify the buyer's needs. And the chance that he will make a purchase in this particular store will be great.
