How about customers

 First, the designer should have the basic quality.
Any designers want their designs to be accepted, would like to deal with customers success of the negotiations, and has proven hard to explore a variety of methods and secrets of success.
First, the designer's self-image is very important. a well-educated people who have a certain artistic accomplishments, the good grace not to show off and display instrument. but on behalf of the company's image . In reality, the negotiations process, the same designer of a company to adopt the same evaluation techniques are also very different from the clients, usually resulting from this assessment because the designer itself. excellent designers to communicate with customers Customers will stay in better or higher rating, but otherwise the lack of ability to communicate with customers in the designer will give customers left a lot of misunderstanding, so that customers of the designer of the company also lost confidence. customers with designer when talking about the company, regardless of the status of the designer in the company is high or low are the representative of the company's overall image.
Second, all the designers have to learn to self-recommendation, most of the designers will be in the negotiations from the company about the situation, but it should be careful in mind: to introduce the company and must be self-promotion, customers in the actual negotiations are most concerned about is the price, quality and post services. so we want a better understanding of our customers designer's own capabilities and operation of the company policy.
in today's increasingly competitive market situation, companies are efforts from all aspects, then the same price, quality, post services, how to make customers choose your company, choose you as their designer, it is necessary from the overall advantage of our personal and company gain the upper hand, we must learn how to self-promotion, how to add additional factors to produce good results. The customer is required to strong, responsible, high quality design their own quality to meet their requirements.
daily work, not the whole clothing should be avoided, the lack of spirit, to avoid my body jewelry, heavy makeup, which brings to customers poor first impression, loss of the designer itself should have the temperament and image. to take the initiative to create a good conversation for their own atmosphere. male designers wear the best suits and shirts, collars, cuffs must be clean, smooth, ties to the of the color is good, do not spend too much or too dark.
female designers do not dress too fancy, not makeup, and do not wear too much jewelry, to demonstrate elegant femininity career.
language use is very important, in conversations with customers, using the language of passion and self-confidence, which requires you to be full of energy to treat every customer.
expression cadence will increase the persuasiveness of the content you have expressed, Therefore, talking with customers loud and clear voice is needed to avoid the mantra, to avoid Speed too slow, to avoid the lisp. Chinese saying goes, should pay attention to its cultivation, polite behavior will contribute to your success.
conversation, let the customer to fully express his ideas, good at listening to our customers talk, more information will help you understand the real idea, but also help build mutual trust with customers; conversation should be to express the ease of mind. too much tension will reduce the constructive comments made by the weight will also reduce your persuasive.
Second, the character and character
1, positive attitude towards life
designer more than anyone else should have a positive attitude towards life, peace with the achievements and setbacks and failures. because of setbacks and depression is very difficult to be successful, as the failure of the valuable experience positive sum up, the more frustrated the more brave challenge to the success of the quality objectives is a good designer should have.
2, stamina
on some potential customers repeatedly visit is a means to achieve their goals one. we can continue to receive each and every visit in the real needs of customers, and then revisit the targeted host, will be able to reduce the exclusion of the other psychological, patient received three or four times, and perhaps the customer has to cooperate with you in the plan was. Therefore, in order to avoid Gongbaichuicheng endurance training is very important.
3, intelligence
intelligence is essential for a designer, and intelligence is our quick response to customer inquiries to the foundation also we take clever and appropriate way to deal with the foundation.
4, the attitude of
sleek designer not just a good debater, but also seek out a heart-to customer needs and to respond appropriately master.
conversation with customers, we want them to understand our point of view, tell the customer we understand his needs, and can be met. does not want our customers to share our point of view, the last not with us. So smooth attitude is necessary, we advocate the principle is not without blind obedience contests customers and with customers, but based on customer understanding, respect, based on the overall situation and ways of doing things. based on respect and true rather than false. < br> 5,
credibility in the market conditions of supply exceeding demand, designers are often faced with customers can be hovering around the two situations. For customers, to their acceptance of a new company or the company's market visibility, which requires designers to all aspects of their expertise with and. The most important thing is to allow customers willing to accept a designer is to trust in him, requiring the designer must have the trust of clients of action, not just between the two sides temporary trading relationship. so as to enable customers to be happy for you glowing testimonials to bring more tourists back.
6, understanding
eloquent person does not necessarily make good designers, because such people tend to indulge in his eloquent and thought, while ignoring the real needs of customers, good designers will continue to inquire about the needs of customers, the delicate sensibility and compassion, to determine the true customer demand and to meet the final sale.
7, imaginative
good designer should also have the ability to describe the company's future prospects, imaginative presentation, not only to eliminate the exclusion of family psychology, but also to bring their own satisfaction and self-confidence, enhance convince force to promote the success of transactions.
Third, the designer should have the basic body language
eye level as the other side, look to stay in each other's eyebrows site. from a distance away from each other One elbow, hand or get information on the natural sagging, very chest upright, stable sitting chair, legs together and just before the upper body.
four, the designer should overcome the shortcomings of
a successful transaction, in fact, a series of negotiation skills, experience and policy support results. is a system engineering. In this project a problem anywhere, it will affect other areas, resulting in failure or incomplete success, so that the designer must avoid any flaws.
1, conversation focused on truth < br> Some designers are accustomed to written, rational discourse. will make customers feel their recommendations operability is not strong, too hard to achieve their goals. so often refused to cooperate or reject recommendations.
2, arrogant tone
This will destroy the atmosphere of ease of communication, enhance customer aversion to psychology, will discuss reasonable proposals can not be put.
3, like the time to refute
constantly interrupted if the designers talk to customers, and each objections are refuted, in a short time will lose a chance to discover the real objection, which is not countered with a proposal of the proposal, countered only moment of pleasure, easily lead to angry customers interrupted conversation, which for both sides is very regrettable.
4, no key
talk talk if you do not actually focus on the customer can not detect or difficult to detect your request to the question. Therefore, the focus of conversation around the state can help you success.
5, insincere compliments we have to treat customers
frank, sincere agree with their right to judge the market, if carried out to obtain the signing compliment flashy, will reduce the designers and the company's reputation degrees, will also bear the consequences later.
five of our customer groups and consumer facing psychological
(a), market segments, customer base
consumer choice needs are diverse, a particular design or price, it is impossible to make all the demands of consumers can be met. This requires market research based on the results of the classification of customers according to certain criteria to be divided, the customer into several types, discover and master.
(b), customer type and consumer psychology
1, customer type
A, analytical. rational model of consumer choice
company that customers often more rational, from the various trade-offs, various factors, often in consultation with many companies on price, quality, service, and its ability to withstand full consideration before you decide whether to make.
B, autonomous . control the type of consumers who
this way of thinking, habits, preferences and so relatively fixed, very assertive, often do not care about outside influences, such as your company are interested in general will not run away. < br> C, phenotype.
impulsive consumers who usually likes this new, high-grade stuff, spent a large amount of money to show their status.
E, Goodwill type. procrastinators consumers < br> Such people do not assertive, and sometimes do not understand their needs and act hesitant, indecisive, erratic.
2, consumption levels
A, for the analytical, rational type of consumer
usually working-class majority, these people should not only good quality. services, but also low price. we will highlight the company's strengths, help them analyze their situation, analyze the company's strengths and eliminate their concerns.
B, for the independent type. controlled consumer
relatively fixed preferences of these people, often unique needs of design, or higher aesthetic requirements, or quality of the project has special requirements. to discuss their requirements to be clever when The combination of these people are usually very specialized in one area, such as: the arts. architecture, etc..
C, for the phenotype. impulsive general requirements of consumer
more casual, asked fewer reluctant to show ignorance of home improvement, can take an exaggeration. stimulate the different means of highlighting our company, to stimulate their desire to pursue new high-end, and guide consumers to complete the transaction.
D, for the Goodwill-type, procrastinators
consumers can promote the company's characteristics at the same time, understand their needs do not understand, through the company's horizontal comparison, would like to think of it, let him see the value of cooperation with our company is located, interest, as he assistant.
(c), the factors that influence and customers
1, price, quality, service, corporate reputation.
2, consumer psychology: preferences and income.
3, social factors : family member. close friends. colleagues. neighbors
(d), the whole process, and in each environment are to note
1, to complete a transaction process
customer visits. the pre-negotiation preparation, handling objections to the negotiation process, to complete the transaction late services.
2, telephone answering skills (consultation or feedback)
polite. tone. intonation. Speed, listen carefully, answer to the issues identified sure, sure answer to flexibility issues.
3, the initial contact with the consultation and communication
A, the designer should have knowledge of the negotiations
his company must first understand the situation, the relevant departments. Second is the characteristics of their own company, developing goals, process and its benefits to customers, the decorative industry expertise and mastery of the operation of peer companies to grasp clearly the company's position in the industry, the entire market We accept the extent of the company, our main opponent, the two sides where all the advantages and disadvantages.
B, investigation of trading partners understanding of customer
much detail as possible the natural conditions such as: name. Age . marital status. career. hobby. Background. economy. family situation. and understand the preferences of family members, behavior.
C, as much as possible the process of negotiations can imagine the problems encountered and to find six face to face negotiations
1, to overcome the communication barriers and effective communication skills
good preparation and detailed negotiations on a comprehensive air to breathe, to the appropriate topic Start, objective understanding of customer needs, to avoid self-assertion of subjective judgments. enough reason to select and highlight options trading company is a value for money, avoid no purpose introduction; for customer approval, to avoid the do not care; raised the issue with Kai occurs, take the initiative, providing more choices and avoid unscrupulous.
2, negotiation skills
known to have been (the company and its own analysis and understanding) Knowing your enemy (the customer behavior analysis motivation) identify the extent of the relationship (and hidden matters need to establish win-win situation).
3, eight pre-negotiation preparation process
A, pre-negotiation preparation.
B, the setting of goals, prepare contingency approach.
C, raised the issue with a stimulating, in-depth understanding of the truth.
D, take the initiative, the customer's problem into their own problems, his objections into positive benefits.
E, introduced interest.
F, to meet opposition.
G, create flexible space.
H, achieve their goals.
a contingency approach, choose one of several good, so be prepared for.
D, conditions permitting, try to be good with customers to meet the agreed time and place, to avoid wasting time.
E, prior to the meeting on appearance, finishing up their hair, clothing should be appropriate.
Seven, the negotiations for opening scene of the grasp of
scene may be, avoid rigid application, take the trouble of asking the customer, promotion should be appropriate and not exaggerated attention to each other's facial expressions, language. body language and other signals. understand customer psychology, have been established principles, the answer must be resolutely affirmed. the negotiation process by adding a number of timely topics to narrow the personal feelings and good to create their own opportunities, seize the opportunity to complete the transaction, control of advance and retreat is not stalker, leave room for the next conversation. < br> Pat, how to handle customer objections
objection is for some reason, while the design or the company's system, the price objection. does not mean that customers will not be with us, but rather that is still some concern , ideas and things that have not yet satisfied. There are two ways to deal with objections:
1, to reduce the chance of objections during the negotiations
objective understanding of customer needs, provide more choice, things have highlighted values shown with their honest and dedicated and obtain customer acceptance, to avoid the occurrence of dissent.
2, effective treatment occurred in object
(1), dealing with the attitude of opposition sentiment easily
, not excited, sincere attitude, attention to listen, repeat questions, answer carefully and maintain goodwill and respect for clients, respond flexibly.
(2), dealing with objections to the way a
when a customer challenged, find each other unsatisfactory, ask the right point of view, the advantages of actively listed companies to compensate for weaknesses, the specific methods:
A, questioned the method
customer objections, can be directly used to ask the reason why the.
B, on the hh but
accept each other's opposition, and then changed back.
C, for example law
customer objections, citing examples to explain to relieve anxiety.
D, turned a deaf ear method
is not entirely to each other too seriously, but to change the subject.
E, data transfer method
the customer's attention to the aspects of information and other sales tools up.
F, negation
on words spoken by customers to be denied.
G, echo echo method
the same as if the party will be repeated.
(3), dealing with objections to method two
A, quoted prices
stressed quotes from other firms, the real value for money, it is the other party needs.
B,
emphasize their competitors offer the accuracy of quotations, not other companies can over.
C , satisfactory quality and after service
stressed that the company's commitment to its customers was a new experience and benefits brought about.
D, by the preferential binding
preferential policies for my company told customers.
E, your company heard
forces told clients the size of our company, emphasizing the company's reputation is customer did not notice.
F, stick to their views
designers should show humility, and praised each other's ideas and achievements, and then gradually elaborate their views in order to achieve the purpose of successful negotiations.
G,
designers can do to answer directly the problems associated with the introduction, in the be answered until or to customers that has nothing to do with the transaction the customer happy to answer the question, when a customer interest is strong, it can take advantage of the problem back to trade up.
H, left customers next
designers can add your consideration and talk about an appointment, or ask frank phase, the failures that? can not make customer satisfaction is this? but sometimes get an unexpected success.
I, has decided not to cooperate in a very regrettable
tone, want them to reconsider their emphasis on the benefits of the company to customers, after a proper time together in a cooperative.
J, tap new customers
If customers do not want with their company, but can also He at finding new customers, channel customers to introduce customers is the secret of your success.
September, signaling a successful completion of the transaction
grasp of the negotiations. All the negotiations are based on transactions for the purpose, designers should pay attention to take timely customer response signal transaction.
1, when the designer will plan the details, quotes and other details of the situation, if you suddenly see a vision of customer focus, showing a serious demeanor, or silent, the designer To deal promptly asked.
2, listening to the presentation, the customer would have suddenly smiling or nervous tension into a smiling expression, indicating that customers are ready to deal.
3, when a customer listening to presentation , customers will be looked at each other, to exchange views through the eyes. show look to others for advice, they should lose no time in the end of the transaction.
4, when introduced after the client's body close to the seat back will lean forward, exhales softly, his eyes staring at the table of the file, then the designer should be timely transaction.
5, when you introduce the process, found that clients exhibit neurotic behavior, such as grasping the hair, lick lips, reddish complexion, restlessness, indicating the customers inside were in the fierce struggle, the designer should be worried about what the customer understand that out, then the transaction not be far behind.
6, when the client by sitting chair, looked around, and suddenly eyes look you, then do not decide that the person has made up his mind.
7, when the designer in the introduction process, the customer inquired about the details and read the counter data began to calculate the cost, success is not far away from the deal.
8, when the designer to introduce the process, clients have a similar response to child-like excitement or the customer has decided to nod a deal.
9, if the former eloquent client, start ask some relevant questions and active discussion, then customers are proud of to the transaction.
10, as an attentive man of few words the issue of payment the customer asked, that customers have the intention of the transaction.
11 If the customer falls face and eyes, the performance of an air of confusion, the designer should be more details of the presentations and demonstrations that will be a deal.
12, the Designer is completed, customers accidentally pull up a chair. or drink you water prepared for him, but also show that customers prepare a deal.
13, when a customer from the language, to establish the price and payment method, ask the company's services compared with other companies and carefully about the topic of money , to say: l r still being asked not points, etc., they can talk about transactions and customer issues.
ten impede the turnover of the demeanor of the
1, panic
upcoming transactions , the designer showed his forehead slightly sweated, trembled so nervous action will enable customers to re-doubt and worry if customers lose confidence. then you will lose the trust of customers and orders.
2, more than just words
Since the transaction has been prepared to illustrate the fundamental challenge of customers are satisfied with the explanation, at this critical time should be cautious and remember that silence is golden, in order to avoid any openings leading to customer Hengshengzhijie, raised objections to the new transaction failure caused.
3, control excitement when
in the transaction, joy, anger, without form or color is very important, smiles at this time would have a negative customer experience.
4, makes no statement
In the closing moments, customers should convey a positive message to the signing of the ease of mind.
5, just leave
not after the closing time of the conversation with the customer to avoid Big Sleep.
XI, the end means
1, direct action to determine the detailed arrangements to complete payment
.
2, programmatic end customers in a variety of programs
please choose one.
3, awards ceremony to provide additional benefits to the end of
, so that the other immediate action.
second, after-sales service
successful transactions, but post-service designer should be consistent.
XIII Summary
transaction negotiations is a systematic project, the designer can not sum up the reasons for the success and experience, and perhaps this is just accidental or isolated a success in every transaction is completed, the designer should do the following summary:
1, in the negotiations I know exactly the process of customer needs and what is not?
2, in the negotiating process, I find ways to make clients understand themselves and their company profile.
3, in the negotiating process, I competitors obtained the information.
4, in the process, I take too much emphasis on personal relationships with customers.
5, if unsuccessful then talk about the crux of the failure and where.