Tips for opening a wallpaper store. How to learn to sell a product? Psychology of the buyer What you need to know the wallpaper seller

Everyone, sooner or later, begins to think about starting their own business. For some, this is achieved, for others, the dream remains unfulfilled. The wallpaper business can be yours if you really want it.

You can trade wallpaper in a specialized store, in a department of a large hypermarket, by installing your own samples, or through an Internet site. But all these niches are already occupied by large companies, and it is very difficult to make your way in the wallpaper business.

How to Profit from a Wallpaper Store

But do not despair, as in any other area of trading, this category has its positive aspects. This option is suitable for those who can draw beautifully. As you know, there are companies that make wallpaper to order according to a pre-provided project.

Take this into service, get a website and take orders for design drawings for wallpapers. The customer will have to verbally describe to you a picture of his future wallpaper, and you will have to make a project based on this description.

If he likes the work, he will have to pay you for it. But in order to avoid cheating when paying, you should hire a good programmer who will work with your site and do everything properly. Believe me, there will be many who want to order work from you.

Ready business - guaranteed customers

It is real to immediately join the business and start receiving income from the very first days of your management. Investing in a working company will give your idea an easy start. Such a store has a rented place, a certain group of regular customers and those who have not bought anything yet, but know where to go for good wallpapers.

Murat Turgunov, book author "Guerrilla sales: how to take a client away from competitors" tried it personally. Happened. Wrote a book (as usual in Russia). Some of the information seemed useful and therefore it turned out to be with us.

Where to get clients? There are two ways: to lure them away from competitors or to grow new ones. The second option is very long, expensive and risky. The first one remains - to start a war for customers. And in this war, guerrilla sales methods bring the most profit the fastest. No underground fights and forbidden tricks: we will fight smartly!

In 2010 I decided to return to the training and consulting business. I called the well-known and charismatic business coach Radmilo Lukic, expressed a desire to work in his company and engage in various projects. Radmilo replied that he needed sellers and agreed to meet. When we talked, he set quite difficult conditions for me:
- task: sale of trainings and consulting services;
- probationary period - one month;
- it was necessary to appoint at least two meetings per week, that is, eight per month;
- sales plan - 700,000 rubles per month (after the crisis, like many training centers, the company experienced difficulties).
I, without hesitation, agreed to work as a sales manager. At first, of course, I was surprised: why are other newcomers given a trial period of three months, and me only one? Now I am very grateful to my colleague for the fact that he then set these tough conditions for me. Thus, Radmilo Lukic gave his new employee the opportunity to prove himself and, most importantly, to acquire knowledge and tremendous experience.

So, what did I decide to do to achieve the desired results? Developed his own system "Partisan Sales". Of course, not everyone believed in it. Some even laughed and said: “Yes, it's all creative, but…” I didn't have a choice. I really wanted to make money, and even more - to prove that my program is really effective. For this, the usual style of work had to be changed. Forgetting about the office schedule, he worked twelve to sixteen hours a day. Conducted business as a partner of the company, and not as an employee. I looked for profitable clients and provided them with expert assistance, etc. Here are the fruits of my efforts:
- in the first month I made twelve appointments;
- three months later, he signed the first major contract for 4 million rubles (with an average market value of the training at that moment - 70,000 rubles);
- brought the company a profit of up to 3.8 million rubles per month (many times more than the entire sales department, which consisted of five people);
— the maximum amount of one contract was 6.7 million rubles;
- became a development director and, in addition to sales, began to deal with new projects;
- came up with the award "Commercial Director of the Year";
— worked on a PR campaign and promotion of services (articles, SEO promotion, Internet marketing, etc.);
- came up with the project "Training Parade". These were demo trainings for future clients, or, as I also called it, “test drive of trainers”. When the idea arose, many frightened me: they say, you can gather a maximum of three or four people who want to. Then I decided to conduct the first demo-training myself. The result exceeded all expectations: due to the large number of people applying, we even had to suspend admission;
— finally, I managed to become the best seller in the history of the company!

I have had great success in business and sales before. But here he competed with himself! Every day I asked the question: “What else am I capable of?” And he was not afraid to do it, because he was confident in himself. And my "10 Secrets of Highly Effective Salespeople" that I always use worked!

Secret number 1. Attitude towards others
Attitude towards people should not depend on their position and position, gender and age, skin color and nationality. Everyone must be treated with equal respect. It doesn’t matter who is in front of you: a colleague or a client, a friend or a stranger, a subordinate or a leader, this is a person and you should treat him the way you would like to be treated. It is the people around you who make your career and influence your destiny.
Unfortunately, it often happens like this: when people start to succeed, they become more arrogant. Why imitate them? Remember: modesty is the highest aerobatics for a business person.
You should not assume that a businessman should have a serious face - this is not so. Smile and people will love you. Everyone wants to deal with a person who is pleasant in all respects. Therefore, first you need to sell your charm, and only then - the idea, services and goods.

Secret number 2. Lifelong education
Lifelong education, study all your life. This process should never be interrupted! Only by constantly absorbing new knowledge will you be able to keep up with progress, be ready for the inevitable changes in life, and fully realize yourself. But the most successful capital for any business is a clear mind and time.
Successful salespeople understand that what works today won't necessarily work tomorrow or six months from now. You may need a completely different approach. Therefore, they are ready to constantly learn: new products, new methods, new technologies, new trends, new customer needs, etc. By the way, one of the definitions of the path to success is: “the process of self-improvement in an ever-changing world.”
Many salespeople, and some executives too, don't read books. There can be many excuses, but in fact there is only one obstacle: laziness. Employment has nothing to do with it. But by reading at least one new book a month, you can become better than 90% of salespeople. One per week - to become stronger than 99% of competitors. And we are talking not only about business literature, which is necessary as air, but also about fiction, especially the classics. An erudite salesperson always receives respect and admiration from customers and colleagues in return. The main thing is to learn one simple truth: the process of learning and development should not stop after graduation. Remember what trainings and seminars you have attended lately, what you have gained valuable, how the acquired skills and knowledge have been applied in practice. Have you ever wanted to take a course or master class? Right now! Read the chapter and go!

Knowledge of foreign languages is a huge plus for any seller, even if it is not used in communication with the client. After all, languages make it possible to read the most interesting book novelties in the original! With this baggage, you will always be a few steps ahead of others.

Here are three of the best books of all time to get you started:
Book #1- Sales Practice by Rudolf Schnappauf. It will help you gain a lot of useful knowledge and skills of a super seller.
Book #2 How to Win Friends and Influence People by Dale Carnegie. This book will help you quickly and easily build friendships with people, increase your popularity among clients and colleagues, and also give you the ability to attract new clients and partners.
Book #3 Think and Grow Rich by Napoleon Hill. After reading this book, you will learn to overcome all obstacles by setting a clear goal, move towards it without distraction, and succeed.

In addition, for self-development, I would recommend books by the following authors:
. Jack Trout - about the secrets of marketing;
. Gavin Kennedy - for those who want to learn how to effectively negotiate;
. Stephen Covey - for personal growth;
. Gleb Arkhangelsky - all about time management;
. Robert Kiyosaki - to achieve financial success;
. Neil Rackham - SPIN sales technologies;
. Peter Drucker or Yitzhak Adizes - for effective management;
. Michael Porter - All you need to know about the competition;
. Stephen Schiffman - The Best Books on Cold Calling
. Sun Tzu and his treatise The Art of War is the best guide to strategies for dealing with conflicts of any level.

You can continue this list yourself and recommend it to your friends. In addition to the basics of sales, you will definitely need knowledge in areas such as marketing, management and project management. All this will help to establish contacts with clients of any level. Buyers like to deal with educated and intelligent people.
Ultimately, the person who knows the "how" will never be out of a job, but the one who knows the "why" will always be in leadership positions.

Secret #3: Work Differently
Time management experts estimate that the average salesperson can complete an eight-hour job in five hours. I will add from myself: a salesperson who arrives an hour early and leaves an hour late, while working at maximum efficiency, can double personal sales!
To do this, you just need to learn how to save both your own and other people's time. Do not be distracted by “extraneous noises”: conversations, weaving intrigues, smoke breaks, social networks. And especially on "foreign" projects. In business, everyone has to do their job. Let the seller deal only with sales. All that is required of him is to fulfill the plan and increase the volume of transactions.
It will be useful if the seller develops his personal sales plan. Moreover, his bar should be at least two times higher than that set by the management. If the general sales plan for managers is presented as a mountain, the personal (internal) plan should reach the top of this mountain. Strive for the peak, while others consider it enough to get only to the average level. Only after conquering the summit will you be able to feel true pride and satisfaction.
But then, when the plan is completed, the most important thing remains to be done: to remain a professional. Do not forget about your personal sales plan, reporting daily, weekly and monthly to yourself about what you have achieved. If the personal sales plan is fulfilled by 70%, it will still turn out to be much more than the standards set from outside. Of course, mistakes happen to everyone. In such cases, you just need to calmly analyze your mistakes - and direct due efforts to correct them. Do not be lazy, confidently move forward - and then the pinnacle of luck will surely submit.
The most important thing is to believe in yourself. Believe even when even the closest people have already stopped doing it. Success depends only on personal attitude and personal actions. You just need to work differently than the rest. Work harder, more efficiently, more selflessly. Approach the matter creatively and wisely, and not carelessly. And then everything will work out.

Secret number 4. Be able to listen
The trouble with many salespeople is that they want to talk all the time. By interrupting the client, they end up missing the most important information. Hence the numerous mistakes in the sales process: misunderstanding the desires of customers, letters with errors, drafting commercial proposals that no one reads, etc.
Studies show that no more than 10% of people know how to listen to the interlocutor. Isn't it very sad? I will share with you several techniques that help you listen and hear.
Reception "Parrot". Verbatim repetition by the seller of the statement of the buyer. This technique is accompanied by such phrases: "Do you think that ...", "As far as I understand you ...".
Reception "Generalization". Summarizing the buyer's statement with the help of the phrases "So you are interested in ...", "I understand you, you need ...".
Reception "Main meaning". Repetition of the main meaning of the client's statement. For example, the salesperson says, “Based on what you said, you are only interested in…”
Reception "Clarification". The seller asks to clarify some points of the client’s statement: “Could you clarify about ...”
Developing the ability to listen is very important! When talking with a client, try to follow these rules:
- focus on the speaker, be alert all the time, try to absorb all the nuances of what was said;
- respond quickly when necessary, but do not interrupt the interlocutor over trifles;
- if necessary, ask questions to clarify what has been said;
- comment on some significant points from time to time to demonstrate your understanding.
Even Plutarch said: "Learn to listen, and you can benefit even from those who speak badly." Listen carefully and you will understand what the client wants. The ability to ask is meaningless without the ability to extract information from the answers. Learn to read the mind of the buyer by his voice, gestures, views. Show the interlocutor that they are listening carefully. To do this, you can use the appropriate non-verbal techniques: features of the posture and a sympathetic look, nods, inserted remarks to the place. It is useful to record important moments of the conversation and, only after learning and fixing the needs of the client, offer your product or service.

Secret number 5. Overcome your fear
Fear is the main enemy of a novice seller. And not only for beginners: sometimes even experienced sellers are afraid to be rejected by buyers. There are both psychological and physiological explanations for this. With psychology, everything is clear: we all do not want to reduce our status, won with such difficulty, and any failure is always fraught with precisely this. As for the purely physiological aspect, it has long been established that when faced with a refusal, the human body begins to produce norepinephrine, the “fighting hormone”. On the contrary, consent causes endorphins, the hormones of pleasure, to be released. Probably, you yourself have noticed more than once how even the smallest success can cheer you up for a long time.
Do you know what makes successful people different from everyone else? Firstly, they do not hesitate for a long time, but immediately rush into battle - they try everything in practice. And secondly, they make lemonade out of lemons, turning every failure, every failure, every violation of plans into an advantage.
Let's figure it out. A former military man, for example, can say to himself: “I already know firsthand what order, discipline, clarity, task setting and responsibility are. So if you need to sell something, I will deal with it, there is nothing complicated here. But the same person, with the same experience and skills, may think very differently: “I have never sold anything and have no idea about sales. Nothing will come of it, you don’t even have to try!” Well, what do you think, who will make a good seller?
How to become the number 1 seller? Yes, very simple. Read, study, try and develop without dwelling on failures. Those who work hard are more likely to make mistakes. But sitting on the bench will never miss. Only, sunbathing on the shore, you can not learn to swim! Don't jump to conclusions about your abilities before you try. The eyes are afraid, but the hands are doing - already a good motto. And then the eyes will stop being afraid. You need to be strong, and if a mistake has already happened, you should recognize it, analyze it and move on, forward!
Knowledge and skills are the best means to overcome fears and lack of confidence. Remember: fear disappears with experience. But there is an effective way to speed up this process. Every morning, when you wake up, repeat the magic words aloud:

"I'm 100% confident in myself."

"I'm confident in my own abilities."

"I don't care about being judged by others."

"No one and nothing will stop me from succeeding."

This is how every morning should start. At this time, the consciousness has not yet fully woken up, and the subconscious without a “filter” will take a magic potion. Drive away dissatisfaction with an early rise and the need to go somewhere! Great day ahead!

Secret number 6. Manage time
Leading experts believe that any employee can complete his day's work in four hours. Instead of mentioning the standard tips for organizing your time here, I will tell you how I applied time management in my sales practice.
I was strongly influenced by the movie The Pursuit of Happiness, where Will Smith played the lead role brilliantly. He presented to the eyes of the viewer the life and success of the American financier and millionaire Chris Gardner. I cut out a piece from this film, in which the hero is engaged in cold calls, and every morning, when I came to work, I watched it. It always inspired me to new exploits. As a result, I created my own time management system. So what did I do?

1. Worked from 8 am to 8 pm every working day. In twelve hours I was able to do double and even triple work.
2. While other employees came to work at 9 o'clock and started the working day by making coffee, I had been busy for a long time. By the way, I drank only clean water. After coffee and tea, the thirst only intensifies, and this leads to running to the restroom.
3. First of all, I checked mail, answered letters, wrote to clients. Took about half an hour on this. And so three times a day: in the morning, in the middle of the day and after 18 hours. The rest of the time I tried not to look at the mail - it takes time. If the client wrote, but did not call, then it is not so urgent, and you can answer him in the allotted time.
4. In the evenings, I created a cold database of clients so as not to deal with this day. During the call, I tried to shorten the intervals between calls so as not to lose the drive. Most of the time I just didn't hang up. This can save up to eight seconds.
5. Minimized idle chatter with colleagues. Usually in companies, idlers distract working employees. When someone approached me, I said that I was busy now and would come back later. After all, if I come to the office of a person, I will have the opportunity to leave when I want.
6. I turned off such mail services as ICQ, Mail.Agent, etc. I talked more with clients by phone. I used social networks only to find new clients and decision makers of the client company. No personal correspondence during work, although no one forbade me from this.
7. On the phone, I tried to solve any problems in three minutes. Short and to the point. I used mail mainly to send materials: price lists, commercial offers, etc. It should be noted that such a system of work helped me achieve solid success in sales.

Secret number 7. Forget about sales
The mistake of many sellers is that they are always selling, trying to sell goods and services to their customers. Not interested in what they want. The main goal of such merchants is to sell as much and as expensive as possible.
Imagine that you went to a communication store to buy a mobile phone. Even if you have chosen a specific phone model in advance, the opinion of the seller can still be important. After all, it is assumed that the seller is an expert in his field. So, acting as a seller, it is worth behaving exactly like a strong specialist in your field! People also need a professional, an assistant who will solve the problem.
The client either knows what kind of product he needs, or not. In both cases, he will need an expert. If the buyer has not decided what kind of product he needs, try to find out what tasks he faces. Only after the true motive of the purchase becomes clear, offer the product or service that you really need.
There are clients, more precisely, specialists of client companies, who have already decided exactly what goods they want to purchase. The task of the seller in this case is to confirm that the buyer made the right decision. If a client specialist did not take into account something, chose the wrong product, made a mistake - without humiliating his vanity, offer the best option. And, believe me, this person will become your eternal customer in joy.

Secret number 8. Work as a partner of the company
Imagine that you have decided to purchase some household appliances for your home. You are looking for where it is cheaper and better, that is, you are looking for value. Of course, you will use the purchased carefully and carefully. Still money out of my own pocket. Why is it different in the office? Because "uncle" pays? Anyone who has ever had his own business knows perfectly well what an expensive pleasure it is to provide for his own business. There is a responsibility to employees - you need to pay salaries on time. Plus taxes, rent, ongoing office expenses, etc.
"Uncle" should be respected at least for the fact that he takes these worries upon himself. A business idea, production is even more expensive. If you consider yourself capable of creating your own business, you should not suffer while sitting in the office. It is better to work for the owner, for the company, but as a partner.
Partnerships mean not only saving costs, but also treating the business as if it were your own. Build your business like it's yours! To do this, it is worth taking certain risks when making operational decisions. The client must feel that the employee takes personal responsibility. It is always a pleasure to work with such sellers, they do not run to their leader for any trifle.
Talk to management about having certain powers. The leaders of many companies will gladly go for it. But if instead they begin to “put you in your place” and remind you “who is the boss here,” then you have chosen the wrong company. Look for your dream job!

Secret number 9. Think about your family
I guess this phrase surprises you. Let me explain. To be successful, you need to be able to set goals. If you want to succeed in sales, try to answer yourself for whom and for what you want it. Each person has a cherished dream, a goal in life, and more often - problems that need to be solved. By becoming a successful seller, you will earn more, and by earning more, you will be able to pay off debts, buy a car, build a house, etc. Great motivation!
In general, a person always needs an external or internal kick. The motivations “for what” and “for whom” act as an internal kick. If you don't motivate yourself, no one can do it. The best motivation “for whom” is, of course, the family. For the sake of the family we work, for the sake of the family we earn. And when there are children - it's just wonderful! For the sake of these little tomboys, we are ready for anything, if only they were happy. I am 100% sure: every person would like that in the evening, after a hard day, close people would meet him at home, kids would run out to meet him, throw themselves on his neck, hug and kiss. It's moments like these that you really understand what you're trying to achieve.
All in your hands. We create our own happy life. If there is no family yet, create it and live for the sake of your loved ones and loved ones. This is something that should always come first, and everything else, including work, should come second. Family values are the meaning of life!

Secret #10 Be disciplined
We were taught this as early as elementary school, when we dutifully followed the weekly schedule and tried to plan our lessons. Alas, over time, we often suffer the most terrible disease for business people - laziness, which prevents us from remaining disciplined.
Have you ever noticed that there are many military men among successful businessmen? Who served in the army knows what discipline and order are. The law of modern business says: "Never put things off until later." If there is no discipline, no CRM system and no “reminder” will help. In the same company, one seller in the CRM system is all right, and the other is just a mess. Just in the second case, a person does not have a sense of responsibility, orderliness, because there is no motivation and aspiration. He is like that in real life too. There is no willpower and fighting spirit.
It is disciplined salespeople who have the qualities of fighters. They think it's better to fight and lose than not to fight at all. They love to fight for clients and nothing can scare them away. Even if such a seller knows in advance that he will lose, he still rushes into battle and constantly breathes down the back of his competitors' heads. As soon as the enemy makes the slightest mistake, they have already caught up with him and even surpassed him. These sellers know they have everything under control. And clients, in turn, love and respect such disciplined partners.

self-discipline- a simple thing, for this it is enough to develop the habit of managing yourself and following a certain goal. There are no patented recipes for “how to become more disciplined,” so it’s safer to develop your own rules of the game. You can also use the tips below:

Write down your goals for the month, year, three and five years. It is easier to make efforts when you know by what date what needs to be done and for what.

Make a schedule for the week and break things down in detail by day. Keep these lists up to date.

Prioritize things and start with the most important.

Concentrate on the main goal, visualize the end result.

Learn to deny yourself and say “STOP”. First of all, give up empty entertainment such as gatherings on the Internet. This time can be used for much more important things.

Plan your rest and sleep. Life is short, besides work there is family, friends and relatives, travel, nature. Don't work just for money.

Go in for sports - no matter what. Sport strengthens both body and spirit!

To achieve the global, you need to do something small. It looks something like this:
Want:
To start a family
To buy an apartment
To buy a car
Buy household appliances
Establish business connections
Execute the sales plan
Grow up the career ladder
Make an appointment with a new client
Submit a commercial offer
Make 100 cold calls

Make a to-do list for each day. It is daily and seemingly insignificant things that will lead to global success, to a dream.

Colleague, these are my own rules of the game, and by these rules I still live and work. I am a "playing coach" and I sell my services, as well as help sell other coaches' trainings. These skills have never let me down. You can adapt my system for yourself, thus developing your own formula for success.
Good luck in all your endeavors, colleague!

Every seller dreams that the wallpapers in his store have become bestsellers. This is especially true for the new range. How to properly demonstrate a novelty, how to present it to customers and talk about its merits - these questions the store owner has to solve regularly.

Recently, REGIONPROEKT began to offer its customers interesting collections from the Turkish factory Yasham. In this material, we want to tell you more about the prerequisites for their creation, concept and advantages, showing how to sell new wallpapers to a buyer by example.

Trends in fashion and design

First of all, let's start with design, and turn to the world's catwalks and advice from fashion designers. Couturiers are not in vain considered trendsetters, because their ideas extend to other areas, in particular interior design.

Today the world is dominated fusion style. It is characterized by combinations of things not only from different directions, but also with different colors, textures and patterns. A couple of years ago, style connoisseurs would have booed you for combining pink and red, but now designers give complete freedom of action. There are no more limits, and everyone is free to express their preferences in any way. Bold looks that combine trendy jeans and granny ruffles are welcome.

But what about interior fashion? Home decor has changed a lot over the past decades. If we remember distant 80s and early 90s, the Soviet apartments showed a complete lack of imagination. All interiors were like two peas in a pod: a floral pattern on the wallpaper, chosen once and for all, calm shades, artificial flowers as decor, sets of armchairs and a sofa, and, of course, bulky sideboards in the living room.

The 21st century and the passage of time have brought new trends. AT 2010s it became fashionable to zone space, which was especially important for small apartments, in which a good half of the country's population lived. And here the combination of wallpapers came to the rescue. The combination of a bright motif with a pattern and plain background paintings served to divide the room into functional zones. The color palette was carefully selected and respected in furniture, accessories and wall tint. Elements that create a cozy and warm atmosphere have become popular: soft pillows, blankets, small floor mats.

Concerning current year and forecasts for the next couple of years, the designers rushed to other ideas. Like fashion designers who design clothes, the specialists who create the appearance of our homes celebrate fusion in unison. The interior is dominated by a mixture of trends and finishing materials: modern and romantic, textured stone and cold metal - eclecticism is visible everywhere.

Clear and simple geometry and kaleidoscope-like patterns blend with natural forms. Unusual interior items and graphic elements are at the peak of popularity, and extravagant accents are increasingly attracting attention. However, the principle of harmony still remains in the foreground: you have the right to combine any objects and textures, but do not forget about aesthetics.

How to help the buyer make a choice

Let's use the example of Yasham to figure out how to sell wallpapers that have just appeared in the store's assortment.

First of all, let's show how interior trends affect the release of a particular canvas design.

Turkish wallpapers have several significant advantages that set them apart from the rest. These benefits can be voiced in the sale, explaining to buyers why Turkey is worth their attention.

Yasham factory designers were the first to notice the popularity of the fusion style. The concept of the factory's trademarks is the very principle of combining the incompatible, and it is successfully embodied in every collection.

The catalogs of Seela and Parrot brands offer a rich selection of wallpapers created in various directions: classic, modern, loft, and romantic. At the same time, designs are combined in several options: choose a motif and several backgrounds for it in the same color scheme, or select drawings in different shades and textures. Combinations in any case will look stylish and harmonious.

Important parameters of the buyer's choice are quality and price. As a rule, wallpapers are selected for more than one year, so the consumer wants to get a durable product, but at the same time is in no hurry to overpay.

Yasham places great emphasis on the quality of its products. It is not inferior to the level of Italian wallpaper, but at the same time the prices are quite affordable. The production team was recruited in Germany and Italy. The raw materials for the production of wallpapers come from Europe and will be produced in-house in the future.

In order to maintain an adequate cost of the produced collections, the factory specialists work correctly with the production facilities. For each pattern, a manufacturing method is selected that will be most effective. So, the rich pattern of Parrot wallpaper is made on dense material using embossing. And the loft design of the Modern Touch collection uses simpler technologies and equipment, which does not increase the final price of the canvases.

When the choice of goods in stores is not diverse, the consumer seeks to find something unusual and exclusive.

Yasham wallpaper is not as mass-produced as Erismann or Palitra. In the catalogs of Turkish collections, buyers can choose interesting designs for unusual interior solutions. In addition, such an assortment is also profitable for the entrepreneur himself, as it allows him to take more advantageous positions and differ from competitors.

If you have any questions or need the help of our managers, REGIONPROEKT is always in touch

The only thing you can do is ask a few clarifying questions. So, if we are talking about shoes, it is worth clarifying what size and color a potential buyer is interested in. The sales assistant technique involves choosing questions that begin with the words “when?”, “Where?”, “For what purpose?” (for example: “Where do you plan to use this or that shoe model?”). Potential buyers will not be able to answer “yes” or “no” to such questions. He will have to provide detailed information that the seller can use to offer several product options at once. The buyer will certainly be able to choose one of the proposed models. The most important qualities of the seller at this stage are: courtesy, goodwill, ability to listen. Patience is a quality that is also of great importance. The seller will have to deal with a variety of buyers.

Lesson 5. paper wallpaper. how to sell them?

First of all, you need to know the height of your walls. Indeed, most often in a roll of 10.5 meters, and this means that if the pattern is small and the height of your walls is 2.5 meters or less, then from one roll you will get 4 solid strips. If the height of the walls is higher, or the pattern is large, then you will get only 3 solid strips from the roll and the rest for gluing the space above and below the window, above the door.

Knowing now the footage of the perimeter of your room, you can calculate how many solid strips of wallpaper will be required. After all, wallpapers come in different widths: 50 cm, 60 cm, 1 meter, etc.
We divide the resulting perimeter footage by these numbers and get how much wallpaper we need with their different widths. With these calculations, we go to the store.

Sales Technique of a Sales Consultant: 5 Stages. how to increase sales

The buyer must understand that by buying a cheaper model, he receives only a temporary benefit. What if the potential buyer agrees with all the arguments of the store specialist, but simply does not have the full amount to purchase the goods now? The sales technique of a sales assistant involves the promotion of not only store products, but also partners.
So, almost any outlet cooperates with banks that can issue a loan for a particular product. This information should be provided to a potential buyer.
Stage five - conclusion of the transaction The final stage of sales is the most difficult. The client still doubts whether he should make a purchase, and the seller is afraid of being refused. Now it is important not to step back. In most cases, buyers are waiting to be nudged into action.

403 forbidden

Attention

Such a moment necessarily involves the sales technique of a furniture sales assistant. When ordering this or that model, the buyer must be sure that he was understood correctly and in the end he will really get such a sofa (bed, cabinet, wardrobe) that he wants.

Another important rule: if the conversation has reached a dead end, it should be stopped. Aggressiveness and obsession are traits that do not paint the seller.
If the buyer receives negative emotions from communication, he will never want to return to the store again. The second mistake is to ignore the point of view of the buyer Each seller should carefully study the chosen sales technique, the 5 stages of which are described above.
The correct presentation of this or that model is a necessity. However, it is worth remembering that the buyer turns to the store, based on their own benefit.

What you need to know about wallpaper: 8 important things

It turns out that, for example, linoleum is sold strictly per footage, polyethylene, film, all this cannot be returned, since these goods are sold strictly per footage, but wallpaper is possible. Article 25 of the “Consumer Protection Law” tells us the following that you can exchange a product without marriage if it does not fit you in size, dimensions, color, style or configuration. That is, you bought the wallpaper and brought it home, realized that they did not suit you in terms of colors and this is the reason for the exchange (note that article 25 allows you to exchange, and not return goods of good quality) and you can come to the store, explain situation and ask the seller to exchange your wallpaper for a similar one. You also have the opportunity to return the wallpaper if the seller does not have a similar product at the time of your return request.

Step-by-step description of the steps to return to the wallpaper store

It is also required to take several photographs of the marriage separately.

The deadlines for returning a good product are set at 14 days, and if a marriage is found, it can be returned during the warranty period.
When returning goods of poor quality, you will have to wait for the result of the examination.

Wallpaper can not only cover the walls, but also bring good income.

Since wallpapers are classified as non-food products and are not included in the list approved by Government Decree No. 55 of January 19, 1998, they are subject to exchange within 14 days if they do not meet the following criteria:

variety;
colors;
texture;
the size.

Article No. 502 of the Civil Code and Art. No. 25 POZPP define the conditions for the return of goods of good quality:

no more than 14 days have elapsed;
non-food goods;
package integrity;
the product is not included in a special list approved by law;
proof of payment is not required.

Sometimes people make mistakes when calculating the footage of wallpaper and take extra rolls. Then they begin to wonder if it is possible to return the extra wallpaper to the store.

How to organize the sale of wallpaper?

The iridescent, silky and pearl effect of "silk-screen printing" is created with the help of the smallest notches-rises that reflect light. Thanks to the foam coating, vinyl wallpapers can have an almost sculptural expressiveness of the relief.

Vinyl can imitate ceramic tiles, leather, suede, natural fabrics, wood, there are marbled patterns, granite, plaster and other finishing materials. Washable vinyl has a high moisture resistance and is designed for kitchens and bathrooms.

Kitchens, hallways, bathrooms - these are the best places for them, because vinyl does not allow air and moisture to pass through. The advantage of vinyl wallpaper is in the "boundless" wealth of choice.

Fiberglass wallpaper This wallpaper is a kind of woven backing of fiberglass yarn made from quartz sand, soda, dolomite and lime.

The success of sales directly depends on the correct approach to a potential buyer. It is no coincidence that employers who work in the field of trade are introducing various employee incentive systems. Those consultants who manage to attract more buyers receive more impressive income. Proper communication with the client is the key to success. There are 5 main stages of sales that every sales assistant should know about.

Stage one - establishing contact

The first impression of a person is the most important. This opinion is indeed justified and applies not only to communication in everyday life. It matters how the store will be presented for the first time in the eyes of a potential buyer. And if the consultant manages to make a good impression, the sales volume will definitely be increased. At the same time, you can not ignore the client or be intrusive. You should choose the "golden mean".

In this business, those who are able to recognize the type of client at a glance become successful. Some potential buyers do not like contacting them, they are sure that they themselves will be able to ask a consultant a question if necessary. Others are waiting for attention to their nature immediately upon arrival at the store. And if the seller does not pay attention to such a client, the impression of the outlet will be negative. All these points should be clearly understood by a successful sales assistant in a clothing, footwear, household appliances, etc. store.

How should a person who works in the field of trade behave? As soon as a potential customer crosses the threshold of the store, you should definitely smile and greet him. Over the next few seconds, you need to evaluate the buyer, to understand whether he needs help. Then you can turn to the client with the question “Is there something to suggest to you?” In case of refusal, in no case should it be imposed.

The appearance of the store employee also plays an important role. Even the best selling technique of a sales assistant will not work if he looks untidy. The employee of the market must be well-groomed. It is good if the dress code is respected in the store.

Stage two - recognition of needs

A good sales assistant can in any case increase sales and sell goods that are not in demand. However, in this way it will not be possible to establish contact with a potential buyer for long-term cooperation. It is important to find out what exactly the client came for, what he is really interested in. How can I do that? First of all, you need to let the person talk without interrupting him. Active listening is the key to success. The only thing you can do is ask a few clarifying questions. So, if we are talking about shoes, it is worth clarifying what size and color a potential buyer is interested in.

The sales assistant technique involves choosing questions that begin with the words “when?”, “Where?”, “For what purpose?” (for example: “Where do you plan to use this or that shoe model?”). Potential buyers will not be able to answer “yes” or “no” to such questions. He will have to provide detailed information that the seller can use to offer several product options at once. The buyer will certainly be able to choose one of the proposed models.

The most important qualities of the seller at this stage are: courtesy, goodwill, ability to listen. Patience is a quality that is also of great importance. The seller will have to deal with a variety of buyers. Many of them will find it difficult to formulate their wishes. But statements like “you yourself do not know what you want” in relation to the client are not acceptable.

Stage three - product presentation

If communication with the client went well in the first two stages, the buyer managed to figure out in which direction to proceed further. It is necessary to offer a potential buyer several models of the selected product at once, describe their benefits. Do not persuade a person to a more expensive model. There is a risk that a potential buyer will generally abandon the idea of buying goods here and now.

What should be the sales technique of a clothing sales assistant? The specialist found out why the buyer came to the store. Next, you should ask clarifying questions and offer a potential buyer several suitable options. At the same time, it is worth assessing the physical parameters of a person, in no case discussing them aloud. So, you should not offer a woman with impressive forms a tight-fitting mini dress.

Communicating in the client's language is another important step. A person should feel comfortable in the store. If the consultant uses professional slang, calls the product with words unknown to the buyer, then most likely it will not be possible to increase sales. The consultant will be able to show his competence in a completely different way - offering a potential buyer product options that really suit him.

Stage four - questions and objections

Any objections and questions from a potential buyer are a good sign. Such moments should not scare the seller. After all, they show that the client is really interested in purchasing the product. Any questions are steps that lead to a successful completion of the transaction. The task of the seller is to correctly answer any objections, to persuade the client to buy.

Consultants who have learned how to work with objections can consider themselves true masters. Indeed, for this it is necessary not only to have complete information about the product that is being presented, but also to have the skills of a psychologist. It is important to understand the very essence of the buyer's objection in order to find an appropriate answer or offer an alternative product.

"Too expensive!" - this is the objection sellers hear most often. Discussing the cost is a separate moment of successful sales. The consultant must be able to argue the price of a particular model. What should be the sales technique of a phone sales assistant? The specialist should explain that a particular model costs more because it is made in England and not in China. Durable materials were used in its manufacture. The buyer must understand that by buying a cheaper model, he receives only a temporary benefit.

What if the potential buyer agrees with all the arguments of the store specialist, but simply does not have the full amount to purchase the goods now? The sales technique of a sales assistant involves the promotion of not only store products, but also partners. So, almost any outlet cooperates with banks that can issue a loan for a particular product. This information should be provided to a potential buyer.

Stage five - closing the deal

The final stage of sales is the most difficult. The client still doubts whether he should make a purchase, and the seller is afraid of being refused. Now it is important not to step back. In most cases, buyers are waiting to be nudged into action. They already had the product in their hands, and parting with it can be quite difficult. At this stage, you can remind the indecisive buyer that, according to the legislation of the Russian Federation, the goods can be returned to the store within 14 days. This argument usually goes in favor of the sale. Although in reality no more than 5% of purchases are returned.

Pushing a doubting client into action should be unobtrusive. In this case, the likelihood that a person wants to return to a particular outlet increases. It is recommended to further encourage the client - offer him a discount on the next product or issue a discount card.

The success of a consultant directly depends on the chosen sales technique. The 5 stages described above are fundamental. But you should also be aware of the mistakes that most novice sellers make. If you manage to avoid them, your income will increase significantly.

Mistake #1: Not Listening

A seller who knows everything about the product and talks about it in silence will not be able to become successful. To really interest the buyer, you need to let him speak. The client must tell why exactly he came, what he would like to see in the proposed model. In no case should it give the impression that the seller is imposing something on a potential buyer. A consultant is an assistant who guides the client to the right choice.

Listening to the interlocutor, the seller must understand when and how to ask clarifying questions. If a potential client loses interest in communication, this should be noticed. The first 10-15 seconds of contact between the seller and the buyer who has come to the store are the most important. It will be easy to win over the client if you take notes during the meeting and conversation with him. Such a moment necessarily involves the sales technique of a furniture sales assistant. When ordering this or that model, the buyer must be sure that he was understood correctly and in the end he will really get such a sofa (bed, cabinet, wardrobe) that he wants.

Mistake Two - Ignore the Buyer's Point of View

Each seller should carefully study the chosen sales technique, the 5 stages of which are described above. The correct presentation of this or that model is a necessity. However, it is worth remembering that the buyer turns to the store, based on their own benefit. He does not always care whether a particular product is the most in demand on the market (this is what most sellers report during the presentation).

Be sure to study the buyer's point of view. A person came to the store to buy cheap shoes? No need to dissuade him and report that economical models do not last long. The client himself knows what is more profitable for him. The footwear sales assistant's sales technique should include the presentation of models from various price categories.

Mistake three - to convince, not to explain

Beginning salespeople are confident that they will be able to increase profits if they drive the buyer into a corner, describe all the benefits of a particular product and achieve a purchase. It is possible that on the way of such consultants there will be weak clients who will nevertheless bring the deal to the end. But even such buyers will not want to return to the store again.

In no case should the seller aggressively convince the client that this or that product is the most beneficial for him. All that needs to be done is to argue the real benefit for the buyer. The sales technique of a sales assistant should include polite communication, clarification of the client's desires. If a person does not make contact, it is impossible to impose. Only if the buyer is really interested in the product and asks questions, it is worthwhile to honestly explain to him why it is worth making a purchase.

Mistake #4: Underestimating the Buyer's Intelligence

When a sales assistant comes to a clothing store for the first time, he does not know how to behave with potential customers. All the people who visit the outlet seem exactly the same. At the same time, many inexperienced sellers may underestimate the capabilities of the client. A consultant who talks about the benefits of acquiring a particular dress to a stylist looks rather funny. A successful seller must be able to evaluate buyers almost at a glance. This will avoid a funny situation.

Overestimating the mental capabilities of a potential buyer is another big mistake. When a consultant begins to operate with professional words that are not clear to everyone, a person feels his own incompetence in this matter. It’s good if the client is not embarrassed, wants to ask again and still makes contact. Many buyers decide to end the conversation if the information provided is not clear to them.

Active offer of additional services

How else can you interest a potential buyer? It is worth actively promoting additional products and services. The possibility of obtaining a particular product on credit has already been mentioned earlier. Additionally, you can offer the buyer to insure the purchase. This service is especially relevant in mobile communication salons. Perhaps the client will agree to purchase a more expensive smartphone if he is told that he can be insured against falls or theft.

What products can be additionally offered in clothing stores? It will be possible to increase sales very well with the help of various accessories. If the buyer came for trousers, you can offer him a belt or socks. Neckerchiefs and tights are also on sale. More income can be obtained if preparations for sales have been made correctly. Related products should be placed side by side on the shelves. Clothing stores also do well with additional services, such as a discount on dry cleaning, tailoring, and the possibility of delivering goods.

Client base

Those who decide to devote their lives to sales should start their own customer base. All you need to do is save the buyer's data when making a transaction. In the future, using the specified number or email, you can notify the client about the arrival of a new product or discounts on old products. Such tactics must necessarily include the sales technique of a sales assistant of household appliances. A person who bought a refrigerator will sooner or later need a microwave or a slow cooker. In addition, any technique eventually fails. In addition, the client can tell about the possible benefits to his relatives and friends. In this case, sales will grow exponentially.

Even more effective will be direct contact with the client through a phone call. During the conversation, you can interest a potential buyer with new promotions and great deals. In this case, it is also important not to impose. Already from the first seconds of communication, a professional sales assistant must understand whether the conversation is interesting to the client.

Anyone can become a successful salesperson. The main thing is not to despair and try to correct the mistakes made. It is also important to choose the right field of activity. So, a woman who is not well versed in automotive technology, most likely, will not be able to achieve great success in an auto parts store. Also, a male sales assistant is not the best option for a women's underwear salon.