In the last article, the author wrote an article entitled "One of Shopping Guides-Twenty Tips for Actual Combat". Based on his own years of practical experience, I feel that self-feeling can solve some problems that guide customers to buy sex. However, there are many types of customers and their purchasing psychology is different. How to guide them pertinently is our concern. This paper will briefly discuss this problem. 1. How to guide customers of different ages 1. Teenagers' consumption psychology likes to compare with adults, and their purchasing consciousness tends to be stable. Conformity psychology began to form, and personalized consumption psychology continued to develop. Methods: Correct use of commodity pricing methods, give full play to the role of commodity intuitive image, and pay due attention to commodity quality. 2. Young people's consumption psychology and guiding strategies pursue fashion novelty, science and practicality, self-maturity and the expression of consumption personality, which is more impulsive than planning. Methods: Take advantage of the group, rapidity and fashion of youth shopping. 3. The consumption psychology and guiding strategies of middle-aged customers. Middle-aged people are the main decision makers of household consumption. I hope to be different from young people with a stable, self-respecting and self-disciplined attitude; Emotions are not easily influenced by the outside world. When buying, you should be rational, planned, opinionated and seek the same sex. Methods: Don't cheat, be sincere and brag, but talk to him seriously and sincerely and say something admirable about his family and career. To tell the truth, they will be willing to listen, so as to trust you and your products, without pressure and pressure. 4. The consumption psychology and guiding strategy of the elderly have a strong buying habit, seeking convenience, safety, service and being realistic. Old people are sensitive and suspicious. Methods: Provide patient, thoughtful and meticulous service and a comfortable, convenient and safe shopping environment. Second, how to guide different types of customers 1, picky customers (1), compliant guidance (2) steering guidance (3) procrastination guidance (4) preemptive guidance (5) transformational guidance (6) negative guidance (2) economic customers (1) When the customer thinks the price is higher than competitor B, when the customer thinks the price is higher than substitute product C, when the customer thinks the price is higher than the previous 3. Indecisive customers (1) provide choices (2) make suggestions (3) weaken shortcomings (4) finally buy opportunities (4). A leisurely customer must start from being familiar with the characteristics of the product, carefully use the method of promoting layer by layer, and analyze, compare, demonstrate and prompt in many aspects. We should come up with strong factual basis and patiently persuade and explain. 5. Emotional customers make quick decisions and don't give salespeople a chance to speak. Sensitive to changes in things, too much concern, unstable mood, easy to be extreme. We should take decisive measures, provide strong and convincing evidence when necessary, emphasize the benefits and convenience brought to the other party, be cautious in words and deeds, and not leave the other party with impulsive opportunities and reasons for change. 6. The characteristic of rap customers is that they like to judge things by their own experience and subjective will, and it is not easy to accept other people's opinions. When the customer is in high spirits, don't interrupt him, try to guide him to the point. 7. Smooth and difficult customers should have an insight into their real intentions and purchase motives in advance, create a tense atmosphere in the conversation, such as lack of cash, and let the other party think that it is wise to make a purchase decision immediately. When the other party's atmosphere is tense, the salesperson emphasizes the benefits and advantages of buying again. If he does both, he will have no chance to pester or give in. 8. Resentful customers When customers attack you, there is actually some disappointment and resentment mixed together. We must first find out the causes of customers' complaints and grievances, if any, try to eliminate them, and don't make unnecessary jokes when guiding. Do it with reason, do it with emotion, avoid impatience and blindness, and keep your promise. Third, how to guide customers who refuse for various reasons to have the same psychological characteristics, that is, they don't want to buy and refuse for various reasons, but their reasons do not mean that they are consistent with their inner thoughts. The essential requirement of guiding such customers is to realize the "deception" of the reasons given by customers. 1 and customers who "don't buy now" said that the fundamental reason for not buying is that they don't trust the goods or salesmen. They may not be in a hurry to leave, but they will look around or listen to the opinions of other customers. This kind of customer considers the credibility of the goods. If you don't go near him and give him a step, he may be embarrassed to ask if he wants to buy it. Generally speaking, when customers say they don't want to buy, they should ask their reasons. 2. "Hesitant" customers also have doubts about buying, not because they don't trust the goods or salesmen, but because their buying needs and desires are not obvious. It takes some skill and sincerity to make customers tell their real reasons, such as tentative inquiry or make them feel that you are reliable and trustworthy. Usually, for such customers, incentives can achieve better results. 3. "I'm leaving." The customer is just looking, and the other party is a threat. The former customers should be polite and set up a good impression; For the latter customer, we should first try to guide him to express his expectations of the goods, and then try to find the combination of his expectations and the bottom line. 4. Customers who think the price is high think the price is high, and the implication is that the product is OK. The price level is only relative. Guide customers to put facts for him: this price is not high in similar products; Be reasonable, too Not all goods with low prices are good. Our price is high, but the quality is good. We should guide them in many ways. 5. For customers who have no opinions, the key to guide such customers is to let them build trust, whether for you or for goods, and arouse them to make independent decisions! Conclusion: This paper takes "One of Shopping Guides" as a special topic, and expounds some humble opinions on "How to Shopping Guides" summarized in actual combat, hoping to give some inspiration to front-line salespeople and sincerely hope to discuss this topic with colleagues. Social information is changing rapidly. As a sales manager, our way of thinking should be updated accordingly!