Receptionist Skills

Reception, our designers have many experience, there are successes and failures.

Summing up experience is of great practical significance for improving our negotiating ability.

Reception

Whether the success or failure is directly related to the performance of designers is the key to improve the performance of designers.

The so-called reception skills, in fact, is through a thorough understanding of the consumer psychology, and the use of a penetrating language to solve the various difficult problems raised by the customer, and then the customer is satisfied with the results of the consulting service, so as to achieve the success of marketing.

First of all, let us start from the customer's counseling mentality and enter the initial consultation reception stage.

When customers enter the design room, our designers should welcome the arrival of customers with great enthusiasm and politely invite customers to take seats.

Fill up a glass of water, and then give the customer details of the company's situation and consultation procedures and charges.

According to the housing layout and decoration requirements provided by the customers, we will make preliminary design and pre project settlement for the customers. (Note: please do not miss the project and calculate the amount of works) when making the project estimate. After getting the customer's approval, we will make an appointment with the customer to visit the sample room and consult the cooperation intention and the agreed room time.

The question arises: do you have enough assurance to make the consultant to be a client who can sign the bill with you in such a simple reception process?

If you are not sure, please pay attention to the following points:

1. Read every question and answer in the customer troubleshooting question:

2, grasp the consultation time so that customers can talk with you heartily, thus consuming the time that customers consult with other companies.

3, do not let customers ask too many questions, be good at using every question and answer in the "customer troubleshooting", explain the details for customers, and make sure to ask questions.

4, we must guide customers to follow your way of thinking and avoid the blind obedience to customers.

5, be good at interrupting customer questions and interrupting time should be grasped when you have insight into the problems that customers will soon ask.

6, interrupt customer questions, you can use "," I am sorry, please listen to me just finish the problem.

And so on.

7, for the interruption of the customer's question, the designer should answer it in due course.

8, politely refute customer's advice, help to set up your expert image in customer's mind.

9, when customers leave, please do not forget to say "decoration" to customers is not easy. In order not to leave any regrets, you have consulted several companies.

If you can effectively retain customers, you will have half the chance of success. If you add your parting advice, you will have 80% chance of success.

Imagine that most clients who come to consult are mostly married couples. If customers spend a lot of time on you, then the time that he or she can't afford to leave is very little. So the couple will speed up the consultation and reduce the consultation time in each company, so as to consult more companies. Your parting advice just caters to the customers' eager to consult more. It not only lets customers feel your simplicity, but also further aggravates their anxiety.

This is killing two birds with one stone. Is this a skill?

Almost all designers who work in the home decoration market share a common feeling; no matter how hard you try to make a careful calculation for your customers, customers always complain that the price of the project is too high.

This universal problem has become a serious obstacle to the successful cooperation between designers and customers.

Solving this problem can not only rapidly improve the sales performance of designers, but also enhance the confidence of designers and the visibility of the company.

Engineering quotation should follow the principle of seeking truth from facts. Any unrealistic quotation will result in failure of cooperation.

What is "practical"? What is "actual"?

To be practical is to adapt and adapt to a certain reality.

The actual price list is actually the customer's needs and capital input capability.

The capital input ability of home decoration customers is determined by their economic income, consumption psychology (value concept) and consumption demand.

If the customer thinks "value" is actually the value, for the home decoration customer, it is the embodiment and the practical value of the decoration project result is the true embodiment of the invested capital.

Knowing the above, our designers will be targeted when making home decoration works, and the contract will be successful.

How can we successfully approve your offer? This is often determined by the artistry of quotation, which is what we often call "skill".

In my opinion, the reason why the quotation is skillful is to cater to the customers' psychology so as to achieve the goal of successful signing.

When you buy a bicycle, you need to get a bicycle lock, a bell, or a seat cover and a basket.

Bicycles are the main items of consumption. Vehicle locks, bell, seat covers, and bicycle baskets are deferred products of bicycles.

When you provide customers with decoration services, decoration projects (basic items) are the main items of consumption, decoration items and furniture production are deferred products.

Here is a question about the order of quotations.

The order is reasonable, natural and small will be replaced by large bills.

If you are a client, when I first talked with you, I told you the meaning of family personalized decoration and the superiority of on-site furniture making. Then, when you only want to do some ordinary decoration projects, when I first quote, I will only quote you the price of the basic decoration (because the basic decoration is necessary, and the items are less, the unit price is lower, the total price will not be high, and it is easy to be accepted). If I get the approval, I will suggest to you to add the decorating milk according to the plan.

The effect here is even better.

This is the way to move forward and continue to increase projects to the limit of customers' consumption.

Decoration, decoration and furniture.

In the initial consultation, we might as well mobilize customers to buy furniture. \ "you can buy a wardrobe here.

You can buy a bookcase and put it there.

In the later stage of negotiation, we should gradually mobilize the customers' recognition of the items one by one, so that their consumption of furniture will also reach a new height.

Even the lowest consumption customers, as long as they make decoration, they will inevitably derive the decoration and furniture consumption, but the early consumer psychology of furniture for him is to go directly to the furniture store.

If you want to make the small bills bigger,

You just need to bring the money that customers spend on other operators to you.

In addition, if the quotation of one of your increased items is difficult for the customer to accept, you can achieve the purpose of price reduction by simplifying the modeling or changing the construction process.

For example, complex background walls can be simplified, and usually the heating hood can be shortened or dressed.

Compatible with items such as desk and desk, the large wardrobe in the bedroom can be redivided (added effective volume), wooden glass door is changed into wooden frame glass door and line shape.

If you find that customers' consumption has certain potential, you might as well do the opposite.

To understand the above practices, have you initially understood how to cater to the consumer psychology and increase the amount of signing?

Concluding remarks:

Please remember: there is no absolute small list or absolute list in the market. The small list is the necessity that designers fail to understand the consumer psychology in the process of answering customer queries in the consultation process.