01.09.2015
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1. What a furniture seller needs to know 2. Real story furniture sales manager WITHOUT work experience 3. Tips for furniture sellers:
4. How to offer furniture to a buyer to achieve results 5. Another sales story 6. Why am I so confident in the performance of furniture sales techniques? 7. Sales formulas that definitely work! |
If you are directly involved in furniture sales, then most likely you are interested in what is new in this industry. I suggest you read the article “Tips for furniture sellers from an expert on sales techniques.” Read the entire publication and you will find out that it turns out that you can achieve a high sales rate without having any experience in furniture sales. And at the same time successfully increase revenue within one month. This will help you build your own career as a furniture sales consultant.
For furniture sales consultants, despite the current interesting times . Namely: prospects for career growth, the possibility of self-realization. And these are not my speculations, these are facts.
Employees of my company conducted a survey: out of 30 furniture sales consultants who took the “AS Furniture Sales” training, 28 people consider fair payment for their work, and 27 want to grow according to career ladder. If you are interested in this direction, immerse yourself in reading.
The payment system is almost the same everywhere: salary + percentage of sales volume. For good salespeople, the bonus paid for sales always exceeds the salary, sometimes several times. You just need to learn proven sales techniques and convert. large quantity furniture showroom visitors into buyers. You will learn how to do this further.
And now I would like to draw the attention of those who believe that a sales manager without work experience cannot count on decent payment for his work. The real story of a girl from Kuzbass who got a job as a sales consultant in an upholstered furniture salon.
In July 2015, for 27 of my shifts, the revenue point of sale increased by 75%.
Imagine an applicant who has such achievements in his resume. Even if it’s not fate, as we like to complain, dismissal, layoff, but the consultant will already have such a thing in his portfolio. How long do you think it will take a salesperson to find a job? And this despite the fact that this girl had only 3 months of experience in furniture sales at that time.
Maybe she was born a salesperson? This is not entirely true, or rather, not at all true. She was a little lucky, and everything else is a matter of technique. More precisely, a sales technician, which I teach in a distance learning course for training professional furniture sellers.
She was lucky because she was forced into the training. She was referred to me from the company where she works as a sales consultant for upholstered furniture. And then she began to actively apply what was given in the training. Here is her verbatim review:
And this is not the only case when adding the right sales techniques to activity and initiative, you get such a result.
Furniture companies that are developing rather than standing still, whether wholesale or retail, invest in training their staff. It is for such companies that I conduct trainings. Leading companies are building systemic in-house training, because they believe that this is one of the the most important factors stability and growth.
Where are the careers, prospects, opportunities? You ask.
Accordingly, if you plan to work and build your career in the furniture industry, choose companies that do not just sell quality furniture, and for those who are growing and scaling due to investments in personnel: ask about this during the interview so as not to waste time. Learn from your colleagues during your internship or probationary period whether managers offer training opportunities. If the company where you want to get a job does not conduct trainings, courses, or seminars for employees, then you will need a lot of time to learn competent work with the buyer and it will be difficult to build a career. Only under certain circumstances will you be able to sell a lot and receive good bonuses for sales.
An example to follow in terms of systematization of personnel training is the company. I conducted training for their regional representatives in July in Moscow.
But don't just rely on the company you work for. Develop yourself. Read literature on sales.
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Do not immediately discard the information that seems incomprehensible, inapplicable, absurd, or unacceptable to you now.
Often, this is only true at first glance. But then the thought arises of how this or that technique can be used in your work.
Or perhaps this perception occurs while you are who you are now. Having started to take care of yourself, to work through your qualities, you will suddenly find that those moments that seemed incomprehensible or unacceptable have become obvious. And you started using them in your activities.
For example, when conducting trainings, I constantly hear the following question: “How many times can you try to establish contact with a buyer if he never responds? Will I seem annoying?
As a rule, this question comes from self-doubt, and from a lack of understanding of the basics of communication, and from ignorance of the correct techniques for establishing contact.
After the training, this mental barrier is usually removed, since during it we work on all these three areas.
After reading the book, it may also take some time to realize how to begin to apply new knowledge in life. And it takes time for new personality traits to form.
I had a time when I started reading a book and suddenly felt some kind of anxiety. As I noticed later, this happened with literature that had a strong impact on me and required personal changes from me. This kind of “worry” has become for me the criterion of a good book :)
Work actively with books:
Emphasize the right places;
Fold over pages you want to return to;
Write your notes in the margins.
You can do all this easily in e-books too!
It's best to start with these books:
Attend webinars, seminars, trainings. Many of them are now free.
If you are interested in developing not only in sales, then you will need literature and courses on management and psychology. Make inquiries by email, I will tell you what to read, what events to attend.
Every furniture sales consultant is able to earn more, and whoever wants to can build a career. Managers contact me all the time furniture companies in search of good sellers, administrators, managers.
Your path might look like this:
shop assistant
senior salesperson/administrator
manager of one retail outlet or several; director of the entire retail chain.
You can go the other way, become a mentor for other sellers, a training specialist.
If the prospects for growth in the furniture industry seem realistic to you, take control of your career and act. Let management know that you want more than the average salesperson at a furniture showroom. Follow this algorithm:
On your next shift, put furniture sales techniques into practice. Make sure they work. Share the book with your colleague. Let a colleague apply the techniques, this way you will remove doubts about the topic “not everyone can do it.” Show the book to your management and tell about your achievements. Show your interest in best results. After all, you don’t just need a big salary this month, you want to build a career. To do this, take the next step.
Check out the contents of the distance learning course. Show this page to your manager and say the following: “Help me and my colleagues increase our furniture showroom sales in the next quarter.”
During the training process, you will learn sales techniques that will help convert more visitors into buyers, which will certainly affect sales results.
Every step of the seller in this course is thought out to the smallest detail:
capturing attention → identifying needs → persuasion → removing objections → closing the deal → pressure.
Read about how one of the webinar participants in August, a salesperson, went through all these stages in practice kitchen furniture:
“I decided to start boldly. I really liked this phrase that you recommended using: “Did you come to us for a walk or do you want to place an order?”
I really like this style of sales - tough and straight away, without snot.
A girl of about 30 came in. (Stood by the kitchen with an orange in his hands).
I waited 5 seconds and looked into your eyes with a smile like this:
Did you come to visit us for a walk or want to place an order?
What happened right away?!
There is absolutely no point in postponing such an exciting journey! Moreover, you are in the best salon in our city! (I move away from the kitchen with gestures inviting me to look around). What is your name, may I ask?
Victoria!
Great, Victoria! My name is Konstantin, may I be your assistant in the world of kitchens?!
(She comes closer to the kitchen where I was standing).
She(smiles - obviously thought that something was wrong with this guy):
In principle, there is nothing else to help, just plans.
Plato argued that the world of things begins with the world of ideas - so you are on the right track! Does a kitchen space already exist?!
She (can't stop smiling):
Yes. I bought an apartment and now my head is spinning.
The first step has been taken. I'm ready to take the rest into my own hands. Let's start...
I asked questions, answered them, exchanged contacts - I had a plan of the apartment in my hands.
Conclusion: This approach can be used on the drive. And, most likely, carefully. Because, on the same day, a man came into our salon, in his hands was a purchased hunting knife in a case. I didn’t do that with him! He just asked whether he was coming to us in the kitchen or to our souls! The man smiled and asked for a catalog – I couldn’t refuse him!”
Konstantin, Barnaul, kitchens, medium plus segment.
Such stories evoke a smile, admiration and surprise: “Is this possible with customers?” During the training, I consider all aspects of furniture sales, nuances that you will not learn about anywhere else, and, most importantly, it is taken from life.
from another student of mine:
"Woman looking at sofa cushion with rhinestones, holding it in his hands.
Such a little thought can be ordered from any fabric so that it fits more harmoniously into your interior. (I say, slowly approaching).
Thank you. (Places a pillow and starts moving away from me).
Sofas can also be ordered in any fabric and configuration: straight, corner, U-shaped. (Without moving from his place).
He walks silently and looks at the sofas.
Which one are you looking for? Which room? (Little by little I start to follow her).
Just looking.
Have you come to check out our store? Very good! Here, take the catalog, you can see the entire range on the website.
He takes the catalog silently, turns right, into the competitors’ territory, there are also sofas there.
On the right we have imported sofas, on the left our production base.
He returns to our territory, walks further, and stops near one of the sofas.
A very interesting model, due to the “click-clack” mechanism, it has an additional backrest position, sit down and try it, how comfortable it is.
Yes, it's convenient. (Sits down).
The sofa is on an orthogonal base, the wings can be folded, it will be more compact and comfortable (I bend the wings to the maximum), sit down, now it is even more comfortable.
He sits down and confirms his comfort.
He gets up and says:
Just two or three people sit down and that’s it...
How many people usually sit on your couch at the same time?
I'm alone for now, but you never know...
You can see a similar model in the same style with an armchair.
(I open the catalog)
It also has an orthopedic base, it is also on legs, only the mechanism is different, it is a sofa-book.
This is even better, such a mechanism is reliable.
The sofa can be ordered in leather, as in the photo, or in fabric. Moreover, it looks even more interesting in colored fabric, let's see some samples.
Agrees.
I take out plain options, embossed fabric and with colors and components with the words “ I especially like this one", I look at the reaction, looks and touches the colored one more, I continue:
Very interesting shades, you can order the sofa in color, and make the pillows and bottom a single color, this will make it even more interesting.
Yes, and there are many shades here, you can hang purple, gray, and beige curtains. You are right, the pillows will look better in plain colors. And I like the feel of it. How much will it cost?
A sofa in this fabric 19900, we will make it in 30 days, we will deliver it free of charge.
Is there an installment plan?
Yes, and without % (I explain the conditions).
Thank you, Anna (I looked at the name on the badge). You have interested me very much. Please write down the name of the sofa, fabric and price.
I write it down and give it away with the words:
Don’t delay your decision, we give gifts for every order, but this is only until the end of the week.
OK, thank you!
Did you notice how skillfully the seller drew the buyer into a dialogue and brought him back when he wanted to leave?
These 2 stories are based on the sales techniques that were given in the “Sell Like an AC” Course. You will understand why the dialogues developed this way and what techniques were used when you take this Course yourself.
Because I worked on each of them personally.
Yes! I tested sales methods on myself.
At first, I observed how the “stars” of furniture sales worked: what they said, how they behaved when communicating with customers.
The seller himself, who loves his work, intuitively comes up with effective techniques, but he cannot describe his actions, because he believes that he is not doing anything special - he is just working.
Then I went to sell the furniture myself instead of the seller, to make sure that his method was highly effective and to exclude the influence of the charm of an individual.
Some of these formulas and techniques are described in the “Instructions on how to become a star,” which I recommended above. They will be enough for you to increase your income. And in order to increase it, come to a two-month We will share the latest developments that I formed during a summer tour of five cities in Russia.
After completing the Course, you will be able not only to systematize your experience, learn new things and start selling more, but also subsequently train others. This will be another step in your professional and personal development and a bridge to career growth!
Sign up for the next one
See you!
For heads of sales departments.
Attention! This free article is not part of the course" Furniture business without censorship."
Believe me, at least 1000 trainees have passed through my hands for the position of furniture sales consultant.
Why so much? Why is there such a staff turnover? It is a very rare case when a store employee “grew up” like a chick and left his father’s house proud, to the delight of his “parents”. Naturally, these quality people always go for promotions: they create own business, they are lured to higher positions in reputable companies, and so on. But this, we repeat, is an exception... And we are talking about experienced sellers.
The majority of trainees did not live to see certification. We have a "rule" three days“, when in the first three days of the internship we don’t even pay the “internship”, we don’t apply for a job, but at the same time we put a lot of pressure on the intern. That is, we have been looking at each other for three days. So, let’s admit that 70% of trainees cannot “survive” these three days, they simply run away.
Conclusion? People don't want to stress.
And in a furniture store it’s impossible to become a quality salesperson without straining... So they run away... Well, Boss, if you want to work with trash on trash terms, then continue to ingratiate yourself with candidates, have heart-warming conversations, entertain interns with stories from life, anecdotes, instead of teaching them and forcing them to work for the benefit of the store... There is an expression “Politeness is mistaken for weakness”... A good expression, lifelike. So, this is just about interns.
One of our previous articles describes the mistakes of store management when working with trainees furniture store. We do not consider it necessary to duplicate this description. But, believe me, these mistakes are completely banal. And when you list to a person, a director, his mistakes when working with interns, some even slap themselves on the forehead: “Well, I knew all this, I know, why do I make these mistakes again and again?!”
Enough about the mistakes. The success of an intern, a young salesperson, depends not only on who and how much “bends” him during the internship period. The success of the seller depends on himself, moreover, only on himself.
Therefore, people, beginners, their bosses, those who want to strain, learn, become a professional, earn money, respect themselves...
1 Keep a notebook and write down all suppliers there (write down lines, collections, assortment, detailed information-presentation on the factory).
2 Make a “registry” of supplier catalogs in your notebook.
3 Learn to work with “product registers” (I don’t know what you call it - this is a list of goods in stock, according to which you, in fact, work; sometimes a printout from 1C, sometimes a notebook).
4 Learn to work with a price tag. The price tag (by law) must contain comprehensive information for both the Client and the seller (a very good cheat sheet). But! Never sell at the price tag, at the price tag. Here, as nowhere else, is present human factor. And in furniture, a mistake of three to five centimeters can be very costly. Let us repeat, we “broadcast” for normal, decent stores, and not for “Three A...” cooperatives, where half a meter back and forth is the norm. Therefore, sell from the “product register”, from the price list. There shouldn't be any errors there (although they do happen).
5 Learn to work with price lists.
6 Constantly walking around a store or trading salon, “remembering” what they saw.
7 You can invite one of your colleagues to play role-playing games: selling to each other, asking only open-ended questions, trial completion of the transaction, working with a problematic (angry) Client.
This is a huge, painstaking, tedious and monotonous job! But it’s worth it, and the results are amazing!
Good luck with your furniture sales!
Buying expensive used furniture - office, cabinet, upholstered, home furniture in any condition. Preliminary estimate based on photographs, payment in cash on the spot or by transfer to the settlement account under the contract.If you have old furniture for export, or you just want to quickly sell it at a profit, then this service will be very useful.
Furniture is accepted even if only the frame remains - all remnants and fasteners, strong boards go into secondary production and are restored. For example, an old chipboard board is glued, veneer is applied to it, it acquires a new one and beautiful view, and therefore can be used to make new furniture.
Price list for purchase is indicative. In order to use the purchase of used furniture, you need to send a photo for a preliminary assessment; the price may be increased or decreased on the spot. So, how much can you sell for:
If the furniture is in good condition, it can be sold at a high price to a consignment store.
In order to submit an application, you need to contact the managers and send a photo of the furniture, preferably to good camera from several angles, with detailed description defects. Next, a time is agreed upon, and an appraiser and a team of master loaders arrive on site. If the cost suits both parties, the furniture is disassembled and removed. Cash payments are made on site, for offices, entrepreneurs and legal entities transfer is possible. Also, in some cases, used furniture can be purchased in exchange for new or restored furniture. In this case, the buyer pays the difference.
If the furniture is already in substandard condition, that is, fiberboard and wood panels are broken, the purchase may be refused. In this case, it can be removed for an additional fee at the price of garbage. The following can also be exported along with the furniture:
These accessories can be taken away free of charge or with a purchase price, just like the purchase of used furniture, each case is assessed individually! Phone +79253595322.
Of course, valuation rules when buying old furniture change daily. An important role in this is played by the availability of alternative raw materials, the situation on the secondary market, the number of people willing to get rid of furniture and seasonality. For example, in the summer prices rise slightly, since old sets and cabinets are sold at good prices to dachas, and it is more profitable for a person to carry out a transaction directly through an advertisement.
Soviet sofa-book, also known as a sofa, in excellent condition. Whole upholstery excellent tree. The purchase cost is 2600 rubles.
An old desk. Chipboard, varnish with minor chips, drawers in excellent condition. Price - 800 rubles.
Old-style kitchen made of fiberboard with plastic veneer and aluminum inserts. The cabinets are solid, the doors on the sink are slightly sagging. Cost – 3000 rubles.
Ikea children's wardrobe with two sections, a compartment for clothes, a shelf for books and drawers. Excellent condition. Price – 3000 rubles.
The living room wall-mounted wall of the “Pharaoh” type is almost new, a secretary, glass doors, a lower chest of drawers, cabinets. Price – 12,000 rubles.
Corner dining area "Jasmine" with table, sofa and chairs. A couple of scratches on the table. Price – 3700.
Chiffonier, ideal condition, the shelves are intact, without scratches, the doors open perfectly. Purchase – 2700 rubles.
Hallway, corner wardrobe, new. Sliding doors, original design, shelves for things. Price – 14,000 rubles.
Quite often, owners decide to sell new furniture, this often happens when a person changes apartments or moves. Accordingly, if an urgent purchase is needed, the price may fall slightly, but a good thing one way or another he will leave at a good rate.
How to sell expensive used furniture that, when purchased, cost over 60 thousand rubles per unit? You can quickly sell walls, office cabinets, kitchens and sliding wardrobes in Moscow - there is a high demand for them on the secondary market, so they are purchased on a priority basis. Bedrooms, living room sets, home offices and children's rooms are sold no less actively, and when appraised, rare and antique models can be valued even higher than the original cost.
A significant portion of people decide to purchase used luxury furniture in excellent condition rather than new, low-cost furniture.
Examples of evaluating expensive used furniture when purchasing sets in good condition:
Carpenter's office made of solid walnut and mahogany (bookcase, desk and executive chair made of leather) – 550,000 rubles in cash or by immediate transfer.
Italian living room with two display cases and a TV table made of solid walnut, carved, bronze. Estimated cost – 150,000 rubles.
Sofa Padishah Avanti, sofa and two armchairs. Good condition, some minor wear. The cost of the set is 700,000 rubles.
Antique cabinet "Badminton", ebony, lapis lazuli, amethyst, agate, gold, quartz trim. Purchase cost – 2.7 billion rubles.
Sharpei George Roberto Cavalli bed and pouf from the same company. Cost – 1,400,000 rubles.
Chinese, Italian and German used furniture usually receives priority when considering purchase applications. Antiques can be sold through auction.
The cost of the examination is affected by holes, abrasions, broken mechanics (hinges, locks, lifting mechanisms for beds), chipped varnish, broken springs or dented backing. But market demand has a decisive influence, so the assessment by an intermediary differs from that carried out by bailiffs or independent experts (for example, when dividing property).
Sell quickly old furniture you can do it yourself using spells. The most effective in this case are the ancient spells of the priests from Transylvania.
It is worth remembering that you should read them only if you have a firm decision to sell furniture and this is very important!!! If the idea is subsequently abandoned, the thing will be mysteriously spoiled, since the spirits seem to transfer it into the ownership of the new owner, placing in his head the desire to find and buy it. Accordingly, if he does not buy it, the connection will remain and may have a negative impact.
So, the first conspiracy is to sell any furniture. You need to urinate on a cloth or napkin, wring it out, lightly wipe the item you are going to sell, and then dry the material in the sun. Next, you need to go out into the open space (on the balcony or onto the street) at midnight, turn to the west, set fire to a rag and say loudly three times: “Timofti-timofti, preshedintele meu roman, uite pe mine che sunt nebun, o pule kalului igo-go”, and then scatter the ashes to the wind, and leave without looking back.
The second conspiracy works well for selling only upholstered furniture. You need to make something like a sofa or chair that you are going to sell from bread crumbs, put it in a jar, fill it with urine and put it under the door or under the car of a person with a good salary. At the same time say: “Well, yes, feces, yes, urine, treyaske-treyaske mike raspberry”, spit over your left shoulder and leave without looking back.
Usually, after the ancient conspiracies of the Transylvanian priests, used furniture goes flying, either according to Avito, or through an ordinary advertisement at the entrance. These are proven white magic remedies that work 100%.
It is more profitable not to hand over office furniture, but to sell it through an auction. This type of furnishing is in high demand, so it sells out easily, and you can get much more money than the residual book value.
The auction takes over the entire sales cycle of office furniture - photography, loading, transportation, sale. The commission is 15% of the final price. The seller himself has the right to regulate the bidding step, set the blitz price and auction terms.
Pass office furniture it can be used for a standard implementation, or, if it is broken, for processing. Computer tables, chairs for visitors, counters, accounting cabinets and safes - all this is as liquid and in demand as possible.
Buying used office furniture is part of the lives of Russians as closely as resale of cars and household appliances. If a thing can serve other people, it can be repaired and given a second life, why spoil the environment and recycle valuable raw materials? The maximum service life of an MDF panel can be up to 120 years, and if you change the edges and do surface treatment with polymers, it is almost endless. Restoration is a real business.
Also, used office furniture can be rented out; such services are widely popular during exhibitions, registration of fly-by-night companies, and sometimes even orders are received from television studios.
An unprofessional seller who is unable to answer not only objections, but also simple questions from the client about the cost, configuration and discounts on the product is a fairly common occurrence. There are also often overly intrusive and illiterate “specialists” from whom, like a cornucopia, pour out product characteristics that are uninteresting to the buyer and do not meet his needs.
Selling furniture is one of the areas where workers undergo a lot of training that is divorced from reality and are taught skills that only scare away customers. Intrusive and aggressive sales consultants make them want to refuse cooperation. The buyer needs clear answers to his questions, therefore incompetent consultants who do not understand the advantages of their product and have not studied its basic characteristics are also unlikely to be successful in their business. The best way to gain the necessary skills is through experience, studying the product and working with clients. It is also important to communicate with experienced, successful employees and learn sales techniques from them. real examples.
There are many techniques for effectively selling furniture, but learning them does not guarantee the appearance of professionalism when working with people. Success depends primarily on the seller himself and his activity. It often happens that the client bombards the consultant with questions, and he only answers, and often inappropriately. But the one who asks the questions controls the conversation. Therefore, if a consultant or furniture sales manager himself does not ask anything potential buyer, it is unlikely that he will be able to make a successful deal.
The market situation is constantly changing, so the seller should not wait for the client to make a purchasing decision. Due to the wide range, constant sales, promotions and discounts and the opportunity to purchase used furniture on free classifieds sites for more low prices It becomes increasingly difficult to motivate a client to make a purchase. What can you do? What does a furniture seller need to know in order to manage his behavior himself, and not leave him alone with the goods?
Today, when working with a buyer, there are no universal schemes that would be suitable for everyone and work regardless of the person’s character and preferences. The approach to the client should be individual, and the seller’s behavior should change depending on who he communicates with. To understand how to sell furniture, go to initial stage work, the consultant needs to study the main types of clients, sales techniques and working with objections. Currently, the usual sale of a product with a story about its advantages is ineffective; the seller should learn
The customer-centric approach consists of several steps that must be followed sequentially, one after the other:
The first step is preparation. It consists of the following points:
The basic principle of customer-oriented sales: “Do not sell the client a product, but help him buy it.” To do this, you need to understand the client’s desires and be able to put yourself in his place. But how to do this and learn to help the client choose the product he needs?
A seller who wants to figure out how to learn how to sell furniture must first of all thoroughly study the product with which he is working. It is important that the consultant can answer any question about it immediately, without hesitation and without asking anyone again.
The most common questions from customers when buying furniture:
When making a purchasing decision, the cost of a product is not as important as it might seem. According to marketing research, the average buyer is able to change his opinion about the acceptable price of a product by up to +20%. The cost is always on the same scale as the product, and the seller’s task is to make these scales swing in the right direction. But the client must clearly understand why he should pay more in this particular case.
Discounts are the last thing customers are interested in, since most promotions can be repeated in other stores, so they have ceased to be an advantage. But they can serve as additional motivation for purchasing if all other factors, except cost, are satisfactory. After studying the product, the seller needs to learn how to find out the needs of his client and become familiar with basic sales techniques in order to learn how to plan communications with potential buyers. Next, you need to study what similar positions your competitors offer and how they work with customers.
At the next stage, even if the organization does not have a dress code or corporate uniform, the consultant must bring his appearance into line with the standards of business clothing. Upon entering the store, the client should immediately understand that he is a specialist to whom he can turn with a question, and not a potential buyer like himself. As a representative of the company, the salesperson must look the part and stand out, instilling trust in the client with his appearance. furniture, if you yourself look unpresentable? Business style in clothing allows you to feel more confident and comfortable.
Working with a client begins with a greeting. It is very important here to choose for him correct form and do not use hackneyed phrases that unnerve everyone, for example: “Can I tell you something?”, “Have you already chosen?”, “Can I help you with something?” etc. At best, the buyer will laugh it off, but more often than not, such greetings evoke negative emotions in everyone and a desire to respond in a rude manner and leave the store. To typical questions, the client will always have a typical answer that does not encourage further conversation.
According to one theory, of the total number of people, those who are ready to make a purchase right now will be no more than 5-10%. Such clients are called “hot”. Trivial questions will force them to immediately make a decision not in favor of the seller who is asking them, and look for someone more professional. Doubting customers who want to buy, but have not yet definitely decided on the desired characteristics of the product or its cost, will account for about 25%.
The rest of the people are “cold” customers who either wander aimlessly around the store or are simply not ready to make a purchase right now. A separate question is how to sell furniture online, when the client simply views offers and does not communicate directly with the seller. Thus, the majority of potential buyers are “cold”, but they are able to bring maximum profit to the store when proper operation sales consultant. Therefore, if you ask them a question in order to force them to make a purchase decision that they are not ready for, it will only discourage and seem pressured to customers.
When addressing a client, a salesperson must first greet him and introduce himself. Further, experienced sellers can act in different ways, for example, not offering help in choosing right now, but informing the client that they can be contacted with questions about the product. Sometimes consultants continue to obsessively follow the client's heels and tell him about the characteristics of the product without waiting for questions. But in this case, the potential buyer will still not remember most of the information, and the communication experience will be unpleasant. People prefer to buy, but don't like to feel like they're being sold something. Even customers who are ready to make a purchase will most likely leave the store without listening to the seller. Excessive intrusiveness and flows of information make you feel obligated to buy something, which causes discomfort. A conversation with a client should be a dialogue, not a monologue of one of the parties.
Before selling furniture, the seller must find out the purpose of the client’s visit and under no circumstances leave him unattended. Friendly communication without pressure or negativity is the optimal behavior strategy. Unfortunately, very often, before selling furniture, sellers, instead of identifying the buyer’s values, begin a thoughtless presentation of the product or begin to dryly list specifications. Efficiency and intrusiveness are two different things. The client should feel comfortable and be able to walk around the store without the close attention of the salesperson. It is important to take a personal approach, speak the language of the potential buyer and talk about what is relevant to him. The conversation should be about the client, his goals and needs. If a negative attitude occurs, the seller needs to retreat.
When working with a client, it is important to ask him the right questions. They can be of two types - open and closed. In the first case, the buyer will be required to provide a detailed answer, and in the second, confirmation or disagreement. Both options help identify client needs and are one of the important components of sales techniques. For example, before you sell antique furniture, you can ask about what antiques the client already has. This will allow you to offer an option that will be combined with them.
Clients with high incomes prefer products created in a single copy. Identifying such a desire will be one of the answers to the question of how to sell furniture self made. If the client answers a question with a question, the consultant can give a short presentation and talk about the benefits of the product, moving from general to specific. Then you need to take the initiative again and ask a question open type. When a salesperson knows how to ask questions and uses this skill effectively, he will be able to quickly connect with customers and respond to their needs. If you show initiative and activity, then no problems or questions about how to sell furniture will arise.
Product presentation is an important component of sales techniques. Having identified several client needs, you can move on to it or first find out the details. Only laudatory reviews of a product cause buyer distrust. Before you sell upholstered furniture, the seller needs to look at it through the eyes of his client and find out what questions he may have. A presentation based on needs rather than features generates greater buyer engagement. You should talk about new furniture, used furniture, or just a project in a certain order. First, its properties are described, obvious characteristics that do not raise questions from the client.
Before selling cabinet furniture or another product, the consultant needs to carefully study both their and non-obvious characteristics or advantages that distinguish the product from others. At the end of the presentation, the seller should tell about the benefits that the client will receive if he purchases this particular furniture. The properties of a product tell the buyer what exactly he is buying, the benefits tell him why he is doing it, and the benefits tell him what he gets as a result of the purchase. It is important not to forget that the client is looking for a product that can solve his problem. The seller only needs help in solving this problem.
In this case, Maslow's pyramid and focusing on the needs of the buyer can help. For example, before selling old furniture, among its characteristics you can mention natural materials, from which it is made. This will satisfy the customer's basic need for security.
Common mistake salespeople - arguing with customers instead of identifying what is behind their objections. But the real work of a professional begins when the buyer says, “No.” Wanting to understand how to sell furniture quickly, a consultant must understand how to work with objections and not be afraid of them. After listening to them, you should thank the client and provide additional arguments in favor of purchasing your product. If we again use Maslow’s pyramid, then it is worth considering that when working using this system with a complex client, you need to transfer him to a level with higher needs. This will allow you to sell the furniture at a higher price. For example, from the basic need for safety and health, switch his attention to the need for belonging. If the client is not particularly concerned about his own safety, he will definitely think about the safety of his loved ones.
The final stage of any seller’s work is closing the deal. At this time, you need to act decisively and not overdo it, discouraging the buyer from purchasing the product. Completing the sale and payment is important point when you can't make mistakes. The salesperson should pay attention to the client’s signals about readiness to make a purchase, stop the presentation in time and lead him to the cash register. After confirming the order amount, you can offer additional products and services, such as an additional guarantee. It is also important to complete the documents correctly. Then the seller should thank the client for his choice and see him off, saying goodbye kindly.
Another common mistake made by unprofessional salespeople is to lose interest in a client if he is not ready to make a deal right away. At this point, you can lose more than just future rewards from one person's work. A buyer offended by an inattentive attitude will definitely take advantage of word of mouth and share his dissatisfaction with family and friends, who are unlikely to decide to purchase something in this store. Thus, the seller loses several potential customers at once. A professional will definitely give you time to think, tell you about additional discounts and bonuses in the future, so that the buyer leaves with pleasant impressions and returns again some time later. You can ask the client for his phone number and offer to call him back later if more information becomes available. profitable proposition. For effective sales, the main thing is to do everything right and solve the client’s problem. Then he will definitely come back again and recommend the store to his friends.
