As a tour guide in Hanzhong, how to introduce a local tourist commodity?

There is a process from the beginning to the decision when customers buy goods. This process is actually a very complicated psychological activity process, which mainly includes: concern, interest, association, desire, comparison and balance, building trust, deciding on action and meeting needs. As long as the shopping guides master the psychological process of customers' purchase, they can take different methods to actively guide them at different stages to achieve the purpose of sales. 1. Concern (1) Do a good job in creating sales atmosphere such as product display and POP layout (2) Distribute leaflets to passing customers, briefly introduce them and attract attention (3) Contact information of products: When customers stare at a product, the shopping guide can say, "Hello, I can introduce this product to you" (What kind of products do you need? ) What can I do for you? (5) If customers don't want to be disturbed when browsing products, they may say, "I'm just browsing." At this time, the shopping guide can say, "Well, take your time. If you need any help, please feel free to ask. (6) For customers who have received but failed to reach a deal, the shopping guide can say, "Hello, I remember that this is your second visit. I can give you some information. (7) For regular customers, if you can call them by their surnames, the shopping guide will be very kind. (8) If they expect people for a long time, they should deal with them in the order of customers. If there are special circumstances, they should first seek the opinions of the customers they are contacting. In the meantime, the shopping guide should actively look for potential customers and don't give up all the target objects. Every man or woman is a potential consumer and should stand out in the highly competitive promotion industry. You have to be more active than others to stop customers and get the nearest opportunity. 2. Stimulate interest (1) and introduce product knowledge to customers, and introduce relevant knowledge according to customer feedback. At the same time, give the customer the product in his hand and explain the efficacy and function of the packaging. (2) Understand the real purpose of customers buying products by asking "Are you buying products for your own use or giving them to others?" 3. Guide Lenovo: Guide a customer to take this product with product knowledge by understanding the liquidity of customers when buying products and the symptoms he wants to improve, and describe the state after taking it, so that he can form a good scene in his mind and stimulate his desire to buy. 4. Strengthen his desire to buy (1) Introduce the features, advantages and benefits of the products according to customers' needs. (2) Emphasize important interests, expand psychological interests and mobilize emotions. Guide the effect after purchase (3) Enhance the customer's confidence in the product, which can explain the content of the company's product guarantee and the content of the product's functional components, explain that the product has no side effects and high-tech advanced technology, and provide quality assurance (4) Introduce the sales situation of the product by using the customer's conformity psychology, illustrate the effect after purchase with examples, and quote the empirical evidence of some experts. 5. Detailed comparison and trade-off: Make corresponding comparison according to the customer's response, such as comparison with other competitive products, but do not exclude comparison of other people's products, price comparison, and overall value and price comparison of products. At this stage, we should pay attention to dealing with customers' objections. In the whole process of shopping guide, we should fully tap all kinds of objections in customers' minds and eliminate them one by one. For the possible problems of customers, we should make full preparations in advance and constantly summarize them in our daily work. If you encounter unanswerable questions, you can change them temporarily and report them afterwards to help solve them. Effectively predict objections, reduce the probability of objections, and turn objections into benefits. 6. Build trust: you can advise customers to buy, help them make up their minds to buy, and guide them through language. If there is a gift, you can take it as a guide and repeatedly emphasize the overall effect of the product to emphasize that more people buy it. "This product sells well here, and so on." "We have many repeat customers here. Dachuan, your situation is similar "7. Decide to take action: You should know how to seize the signal of buying a deal: when the customer suddenly becomes silent and keeps fiddling with the goods in his hand, he pays great attention to the actions and conversations of the shopping guide, keeps nodding, reads the product manual enthusiastically, turns around and repeatedly cares about a certain advantage or disadvantage of the product after leaving the store, asks if there are any accessories or gifts, and then asks about the product, bargains, asks for discounts, and begins to care. After-sales service is generally bought and then encouraged. 8. Meet the requirements. When customers buy, they should help them sort out their products and express their gratitude. Welcome to buy next time. You can call the company for advice and praise if you have any questions.

I suggest you go to the bookstore to buy a guide to promoting art.

Tourism Education Press, 19 yuan,