[China Aluminum Network] 1. How do you respond when a customer asks the following questions? (The better answer is attached) 1 Customer: What brand are you? Purchasing Guide: This is one of China's ten door industry brands, XX door industry, you must know it? (Ordinary Purchasing Manager will directly answer: XX Door Industry) 2Customer: Where did it come from? Purchasing guide: XX Menye Manufacturing Co., Ltd., one of the companies that have established domestic industry standards and has a large scale of production, is located in XX. (Ordinary Purchasing Manager will directly answer: XX Province) 3Customers: Are your products environmentally friendly? Purchasing Guide: This is a product produced by a high-quality door industry company in China. It is environmentally friendly. Look here for a newer certificate. (Ordinary Purchasing Officer replied: It is environmental protection) 4 Customer: How about your after-sales service? Purchasing Guide: The reason why our sales rank in the forefront of the country is not only our products, but also because we have excellent after-sales service. (General Purchasing Guide will answer: After-sales service, you can rest assured that there will be no problem) 5 Customer: How is the product so expensive? Purchasing Guide: Only good quality can sell more expensive prices. Did you say that? Because it is expensive, it is also very cheap, because buying a set of products is better than buying the wrong three sets of products. In fact, I like you and I hope you can buy better quality things at a lower price, but I never found any company to provide higher quality products and services at a lower price. It's as if a Mercedes car couldn't sell Santana's price, you say? If you spend less money on products with poor quality, you will invest more in the end. What do you think? (General Purchasing Guide will answer: This price is very cheap) 6 Customer: Is this suit-shaped door suitable for me? Purchasing Guide: As a tasteful person like you, we only have this kind of quality brand that is suitable for you. You see that XX Door Industry has been named "China's Top Ten Door Industry Brands". Nowadays, many successful people like you have chosen XX Door Industry. According to our after-sales check, 99% of customers are very satisfied, so This really good brand, I believe you will be satisfied with it? (Ordinary Purchasing Staff Answer: Suitable) Second, what is the door? A: It refers to a type of door that provides people with safety, environmental protection, or comfort because of color in life and work or social practice. It is not only a simple functional substance product but also a widely popular mass art. Satisfy some specific purposes, but also meet for people to enjoy, so that people in the process of contact and use to produce some kind of aesthetic taste. Third, please talk about how you understand the following passage? “The Purchasing Guide is divided into three levels. The low-level Purchasing Manager speaks about the characteristics of the product, the middle-level Purchasing Manager speaks about the advantages of the product, and the senior Purchasing Manager speaks about the benefits of the productâ€. A: The characteristics and advantages of products are not difficult for us to understand but what are the benefits of the product? To give an example: People who buy drills, he is buying a hole People who buy bread, he wants to buy a comfortable stomach The lady who buys cosmetics, she wants to buy beauty and hope To buy a Mercedes-Benz car, he wants to buy his identity and status, a feeling of respect. Buying people? You may have guessed the person who bought the door. What he actually wants to buy is the benefits that the category brings to him, which is the interest point of the product, a way of life, a family atmosphere, a kind of freedom and ease, a kind of comfortable A convenience. Fourth, the composition of the terminal sales terminal? A: Stores, shopping guides, products, brands. 5. What is the difference between veneer and typographic paper in solid wood door facing materials? A: Wood veneer and stickers are very common, but the grades are completely different. Veneer door is full of natural texture, beautiful and durable, but the price is relatively high, and the sticker solid wood composite door is easy to wear, afraid of water, and unbearable collision, but the price is low, belonging to popular products. Some types of interior doors that are not heavily worn and are not close to water sources are now mainly stickers. Veneer - clear wood grain and wooden rays. There should also be natural paralysis. Because the veneer has a certain thickness (about 0.5mm), when the door is manufactured, it encounters two adjacent interfaces, and usually does not turn, but each one is affixed. Therefore, the wood grain of two interfaces should not usually be connected. Stickers - wood grain and wooden rays are clearly visible. Even imported high-quality papers can be used to imitate even wood stains. However, they are different from natural wood peels, which makes them look fake. Sticker doors are prone to flaws at the corners. In addition, because of the small thickness (0.08mm) of woodgrain paper, it will be directly wrapped at the interface between two planes, causing the wood grain of the two interfaces to be connected (usually the longitudinal section). Six, the type of door What kind of style can be divided into 1 categories? A: Modern doors, European classical doors, American doors, Chinese classical doors, and the neo-classical series of doors that have become popular in the past two years. 2 What kinds of interior doors can be divided from the materials used? A: Solid wood composite doors, original wooden doors, steel doors, polymer composite doors, reinforced composite doors, bamboo doors, and paint-free composite doors and so on. 3 What kind of interior doors can be divided into functions? A: There are several types of living room doors, bedroom doors, study doors, kitchen doors, and auxiliary doors. Seventh, the category of sales guide sales guide 1, "price decomposition" transaction method Assuming that the customer is optimistic about an interior door priced at 3,800 yuan and his expected price is 2,500 yuan, then you need to first calculate the price difference is 1300 yuan, once the price difference is determined, the problem of payment will no longer be 3,800 yuan. But 1,300 yuan. Purchasing Guide: Sir, this door has a lesser service life of 10 years, right? Customer: Almost. Purchasing Guide: Okay. Now that we divide 1300 by 10 years, do you only need to invest 130 yuan more each year? Customer: Yes. Purchasing Guide: In this way, you only need to invest an additional 10 yuan per month on average. (Mr. Pause) Sir, do you only need to invest more? Customer: It is more than 3 corners. (Remember that this answer is better for the customer to speak out, because to the later, your customers will feel that it is ridiculous to argue with you more than three times a day.) Purchasing Guide: Mr. You think it is worthwhile to invest more than 3 cents a day to have such a door that you really like and can bring happiness and happiness to your family. 2, "a penny a goods" transaction method Purchasing Guide: Sir, have you ever bought anything that is cheaper and of better quality? Customer: Of course not. Purchasing Guide: Sir, do you think it's reasonable to pay for the penny and the goods? Customer: Yes, it makes sense. (This is the greater truth between buying and selling. The customer almost has to agree that you are right.) Purchasing Guide: Sir, in this building materials market, our prices are fair, I may not be able to give you lower prices, and you don't necessarily want lower-priced products, right? However, I can give you more valuable terms of sale for similar products in the current market. Customer: Oh is it? Purchasing Guide: Yes, sometimes the price-oriented purchase of categories is not entirely correct. If you invest a little more, you will lose a limited amount of money. If you invest too little, then you will pay more because the product you are purchasing may not bring you the desired degree of satisfaction. Do you think that? ? 3, "other family may be cheaper" transaction method Purchasing Guide: Mr. Ben's price may be really lower than ours. In fact, I like you, I hope to be able to buy a higher quality at a lower price, but I have never found any company that can lower the price. Provide higher quality products and better service. Is it like this? Customer: Of course. Purchasing Manager: According to your years of experience, it is reasonable to purchase our products and services at this price. Are you correct? Customer: Yes. Purchasing Guide: Mr. For your long-term happiness and safety, which one are you willing to sacrifice? Is the quality of the product? Or good service? 4 Assuming transaction method "Sir, if you order today, when do you want us to deliver?" "Sir, you are now certain that our warehouse should be in stock." "Sir, in order for you to use the product as soon as possible, I will immediately implement the source of supply for you." 5 Select transaction method "Sir, do you want us to deliver it for you? Or do you pick it up for yourself?" "Sir, do I wait for you now?" "Sir. Are you paying the deposit or paying the full amount?" "Sir, do you plan to determine this one or the other?" 6 chance transaction method "Mr. Concession period is only for the last three days. You can confirm it now." "Mr. this special offer only has two more sets. I suggest you make it now." "If the gentleman is confirmed now, he can receive a gift worth 900 yuan. Only a few of the gifts will be left, so don't hesitate to give it away." 7 bold transaction method "Sir, you have such a vision. Of course, we must choose this big brand, high-quality product right? It's better to be sure now." "Mr. buy such a good product at such a favourable price, it is a rare opportunity. "Mr. This door is now selling well. It has sold dozens of sets this month. I also suggest that you book this one now." 8 three-question approach Purchasing Guide: Sir, what do you think about the color and style of this door? Customer: OK. Purchasing Guide: Do you want to have it? Customer: You can test it. Purchasing Guide: When do you plan to use such a good product? 9 Overlord transaction method The customer is very much in agreement with your product and can accept it in terms of price, but still can't make a decision. Whenever you ask for a deal, he always says, "I'll take the test and say it again in a few days." This method is here. Kind of time will be useful. Before the customer you are already familiar with arrives, write a sales order according to the product that he wants. When the customer comes to the store and sees the product again, after talking with you for a while, ask him to sit down. Then take out the sales order that you filled out in advance, hand the pen directly to the order, and say to him: "Do you have any questions? Please sign it." It should be noted at this time that you should never speak, look at your customers calmly, and when customers see you, you nod to him for encouragement. Usually the customer will carefully look at the sales slip that you have filled out for him, and then will tell you his true thoughts. Perhaps he will write his name with the pen you handed him. Even if you can't deal, you won't offend the customer, but you can also capture the customer's true intentions. 8. Have you noticed the following questions? 1 does not like to say "welcome to visit" In many store shops, the guide buyers prefer to use “please just look at it†instead of “welcome to visitâ€. In fact, this sentence inadvertently instilled in the customer's brain a subconscious of “see and goâ€. Therefore, the Purchasing Guide should immediately change the saying. A "Welcome to Welcome" with a smile is a good expression of your welcoming customers. 2 appears when it appears Often seen in the door store specialty shopkeepers who are over-zealous, and the oldest ones will say hello to the customers. When the customers are approaching, it is even more inextricable and endlessly explaining how good a certain product is. This excessive enthusiasm for not understanding the customer's personality and needs is extremely undesirable. The excessive enthusiasm of the Purchasing Guide will bring a kind of pressure to individual customers. It will inevitably escape and get rid of your entanglement. Therefore, the Purchasing Guide's enthusiasm coefficient should not be too high, and maintaining a seven-point enthusiastic level will suffice. In fact, when customers need help more than others, you can be able to promptly and enthusiastically help and solve problems for customers to gain insight into the customer's real needs, and to lose some of them to better serve customers. This can be said to be more effective. 3 Words not paying attention to customers when closing We know that proper wording can reduce the customer's preparedness, what kind of words people hear, and what kind of images they produce in their minds. If customers hear positive, relaxed words, they think of something. Happy and relaxed picture. Don't forget that the customer is buying and trading in happiness!