In the training class, I often ask the guide buyers on this question: "when customers enter the shop, they immediately receive it?" 70% of the shopping guides are given the affirmative answer. I asked again, "what did you say in your first sentence?"

"Miss, what kind of products do you need?" "Sir, what price do you need?" "Sir, please take a look at it and call me anytime!"

Questions like this are all in the "fight to fight"! I asked the guide at the scene. If you are a customer, how do you answer such a question? The answer is always "let me take a look first!" or pretend not to hear. Then, there will be a layer of "ice belt" between the shopping guide and the customers. Then it will appear stiff and even embarrassed, and the difficulty will increase as well.

In fact, when customers enter a store, they have certain purpose. Before they have found the target, or before they find products that are of interest to them, the shopping guide will advance into the range of customers' thinking, and even the chattering introduction of products will often be rejected by their current psychology. That is to say, the time to purchase customers is not too early to attract customers, but it will not be too late. It will also make people feel uncomfortable and inconsiderate.

So, what is the right time? What should we do?

Generally speaking, the customers entering the shop can be divided into two categories: one is the active customer, the other is to rush to find the target, or to ask directly whether the shopping guide has its own products. The second category is the silent customer, who does not speak after entering the shop, some of them are gentle, and the rhythm is slow. Of course, in addition to some of the judgments given by the two types of customers, they also rely more on shopping guides. experience Judging from this, I believe this is also a basic skill for qualified shopping guides.

　　 Active customer Relatively good reception. For example, when a customer looks around and looks very urgent, you can quickly move forward. "Sir, what can I do for you?" such customers often express their needs and then proceed with the following shopping guide process. As for the second category, it is the headache for everyone. For silent customers, we must give certain choice space, including time space and physical space. If you say, "Sir, what can I do for you?" pressure It causes customers to "look at it first". After greeting guests, shopping guide can give customers 10-20 seconds of independent browsing space, and this time is the stage of shopping guide seeking. Under normal circumstances, in such a short period of time, silent customers will experience the following situations:

Look at labels by touching the goods with your hands.

Always look at the same commodity or similar commodity.

Raise your face and think about it.

Look at the merchandise and see the shopping guide.

Walk and stop

Colliding with the shopping guide's eyes

Wandering and wandering

The speed of browsing is fast and there is no obvious target.

At this point, the shopping guide must come forward quickly, seize this critical opportunity and start approaching customers.

So, what should we do in the short time before the reception? That is, how to find the right machine. First, the shopping guide should keep a certain distance from the customers. Do not keep up with the customers. Second, never do anything unrelated to work. Chatting, surfing the Internet, eating and reading are all the most taboo time. Because these behaviors are hard for customers to believe that you are a standard brand. The behavior of shopping guide must be related to work, and it is better to be dynamic, so that you can observe the state of customers and observe the state of customers conveniently.