Shopping Guide Training, What Training?

Shopping malls, such as battlefields, retail terminal stores are more closely linked battlefields. The soldiers who are put into this field are our guides and shopkeeper. Since shopping malls are like battlefields, those who go to the terminal to fight should have a lot of training. In fact, there will be shopping guides with no training or too late to train. The result is often seen to resign or die quickly, or to surrender to other camps. A few of these shopping guides may grow up, but the price of growth is being trained by many of our customers as targets.

Based on the growth of shopping guides and the satisfaction of customers' supporting services and customers' needs, some brands have always attached importance to the training of terminal purchasing personnel. To this end, the establishment of full-time posts for training lecturers is one of the few initiatives in retail brand enterprises. I am honored to be a full-time trainer and instructor, and naturally shoulder the responsibility of terminal training: what kind of content should we train at the terminal? How to train? What kind of goals should we achieve?

Let's first take a look at what kind of occupation is shopping guide and what essential conditions do we need to make a guided purchase?

From the literal point of view, "shopping guide" is the word "guide" and "purchase", that is, "guidance" and "purchase". The core of shopping guide is to guide customers, help customers to choose, and achieve the purpose of customers buying in stores.

How to guide and help? Customers who stand in the shop and wait for the door to help introduce, guide the experience and select the right products according to the customers' preferences, and emphasize the brand and advantage of the company by the way, finally, the customers will happily pay the bill. It doesn't seem like a complicated thing. It's much less difficult than our door-to-door sales and booking negotiations.

When do we need the help of our shopping guide? What kind of help do we need? Will our help produce the effect of buying? Why do customers accept and believe in our help? This is the main content of training, which helps customers need skills, mentality and knowledge, so that the persuasion of buying can be achieved.

What is? Skill Let's take an example: there are two adjacent snack stands, two different ways of selling, and a good egg for the customers. One asks, "boss, do you want eggs?" another shop gives customers a good egg and asks, "boss, add one egg or two eggs". Sale As a result, we naturally know who will sell better. This is the skill. What kind of language causes customers to take precautions? What kind of words can promote purchase? It's a guide purchase that must be known and used in the process of receiving customers at the terminal. With good skills, the shopping guide can get twice the result with half the effort. These are skills.

What is? attitude Let's give an example: which is better to sell eggs and duck eggs? Everyone knows that eggs are sold well for customers to accept. Why? Is it cheaper? Is it more nutritious? No, research shows that chickens are more excited than ducks after laying eggs, and they are everywhere, giving attention to excitement. This is the attitude of terminal sales shopping. In the terminal, always look for excitement, can maintain excitement, affect the excitement of infection to customers, sales have been completed, this is the attitude.