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          家紡網
          首頁 > 生意經 > 導購 > 家紡終端導購如何將小單變大單

          家紡終端導購如何將小單變大單

           2014-12-23

            在門店客流量越來越少的情況下,門店想要提升銷售業績要么就是積極主動地出去找客戶,要么就是要牢牢抓住每一位進店的客戶促進成交,同時想辦法提高每個訂單的金額,讓每位客戶的銷售價值最大化。那么,門店都有哪些可以將小單轉化為大單的技巧和方法呢?讓我們來聽聽紫羅蘭家紡的優秀導購員是怎么說的吧!

          家紡終端導購如何將小單變大單

            一、重新設計銷售訂單

            很多門店在銷售的過程中都會使用產品銷售清單,可是這張清單設計成不斷往上面填寫產品的空白清單,還是先把所有的產品寫出來,然后讓顧客一步步地勾選自己的產品,把不想要的產品依次劃掉呢?經過專業的研究發現,第二種方法會讓我們賣得更多一點,因為當你把產品提前寫在銷售清單上的時候,就給顧客一種心理暗示,別人買的比我多,這樣無形中他就會自然增加自己的購買數量。

            二、組織團購銷售

            面對著很多猶豫不決型的顧客,我會鼓勵他們參加團購活動,這樣既能夠鎖定潛在客戶,同時多了一個客戶的購買,雖然相對于每位客戶來說金額是減少了,但是對于門店的總體銷售金額來說卻是增加了。

           家紡終端導購如何將小單變大單

            三、開展高端產品促銷活動

            誰都知道“一分價格一分貨”的道理,沒有哪個顧客不喜歡高端產品,喜歡更好的產品品質,可是望著高端產品的價格很多人都捂緊了自己的口袋。在門店銷售的過程中,我們要想辦法讓顧客買更貴的產品,針對高端產品開展促銷活動。

            四、提高銷售人員的銷售能力

            將小單轉化為大單,對我們銷售人員的能力要求會更高一些,這就要求我們對自己的要求多一點,善于總結銷售中的不足,尋找可以賣多一點的機會與方法。要想賣大單,就要想辦法“加大客戶的痛苦”“刺激客戶購買的緊迫感”。

          家紡終端導購如何將小單變大單

            五、鼓勵客戶一站式購買

            銷售人員要鼓勵顧客在自己的店里一次買齊所有產品,通過采取一些產品套餐的方式,讓顧客一站式購買。

            六、用贈品取代特價活動

            特價是一把促銷的利劍,好的特價信息會讓顧客覺得你們家的所有產品都比對手要便宜,可是如果顧客真的購買了特價產品無疑會降低訂單的金額。因此,我們是能不用特價就不用特價,不到萬不得已堅決不做特價。買贈促銷是一個比較好的活動,關鍵是贈品的選擇要有吸引力,能夠吸引顧客到店。

            七、補足訂單零頭

            在補足訂單零頭的時候,一個小件產品既能夠讓我們的訂單金額增加,也增加顧客的便利性。

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