when customers buy goods, there is a process from the beginning to the decision. This process is actually a very complicated psychological activity process, which mainly includes: watching and paying attention, feeling interested, generating associations, generating desires, comparing and weighing, building trust, deciding to act, and meeting demand. As long as the shopping guides master the psychological process of customers' purchase, they can adopt different methods to achieve the sales purpose in different stages. 1. Pay attention (1) Do a good job in creating a sales atmosphere such as product display and POP layout (2) Distribute leaflets to passing customers, and briefly introduce them to attract attention (3) Commodity contact method: When customers stare at a product, the shopping guide can say, "Hello, I can introduce this product to you," "What kind of product do you need?" (4) Service contact method: "Hello, What can I do for you? (5) If customers don't want to be disturbed when browsing products, they may say, "I'm just browsing." At this time, the shopping guide can say, "Well, take your time. If you need any help, please feel free to ask. (6) For customers who have received but failed to reach a deal, the shopping guide can say," Hello, I remember that you have come to see it for the second time. I can introduce some information to you. (7) For regular customers, if they can call them by their last names, the shopping guides will be kind. (8) If they look forward to people for a long time, they should deal with them in the order of customers. If there are special circumstances, they should first seek the opinions of customers who are in contact. During this period, the shopping guides should actively look for potential customers and not give up all the target objects. Every man or woman is a potential consumer and should stand out in the competitive promotion industry. You have to be more active than others to stop customers and get the nearest opportunity. 2. Stimulate interest. (1) Introduce the product knowledge to customers, and introduce relevant knowledge according to customers' feedback. At the same time, hand over the product to customers, let them hold it in their hands and explain the efficacy and function of the packaging. (2) Understand the real purpose of customers to buy products by asking "Are you buying products for your own use or giving them to others", and make corresponding purchase maneuvers for different customers. 3. Guide association: by understanding the customer's mobility in buying products and the symptoms he wants to improve, use product knowledge to guide a customer to take this product, describe the state after taking it, and let him form a good scene in his mind to stimulate his desire to buy. 4. Strengthen his desire to buy. (1) Introduce the characteristics, advantages and benefits of the product according to the customer's needs. (2) Emphasize important interests, expand psychological interests and mobilize emotions. Guiding the effect after buying (3) strengthening the customer's confidence in the product, we can explain the content of the company's product guarantee and the content of the product's functional components, explain that the product has no side effects and high-tech advanced technology, and provide quality assurance (4) introducing the sales situation of the product by using the customer's conformity psychology, and illustrating the effect after buying with examples and citing the empirical evidence of some experts. 5. Detailed comparison and trade-off: make corresponding comparison according to the customer's response, such as comparison with other competitive products, but do not exclude other people's products from comparison, price comparison, and product value and price comparison as a whole. At this stage, we should pay attention to dealing with customers' objections. During the whole shopping guide process, we should fully explore all kinds of objections in customers' minds and eliminate them one by one. We should make full preparations for the problems that customers may have in advance, and constantly summarize them in our daily work. If we encounter unanswerable problems, we can make temporary changes and report them afterwards to help solve them. Effectively predict objections and reduce the chances of objections, and objections should be transformed into benefits. 6. Build trust: customers can be advised to buy, help them make up their minds to buy, and be guided by language. If there are gifts, they can be guided by gifts, and the overall effect of the product is repeatedly emphasized to emphasize that many people buy it. "This product sells well here, etc." "We have many repeat customers here. Otawa, your situation is almost the same "7. Decide to take action: You should know how to seize the signal of buying a deal: when the customer is suddenly silent and constantly playing with the goods in his hand, he pays great attention to the actions and conversations of the shopping guide, keeps nodding his head, enthusiastically watches the product manual, turns around and repeatedly cares about a certain advantage or disadvantage of the product after leaving the store, asks if there are any accessories or gifts, and then asks about the opinions on the product, bargains, asks for discounts and begins to care. After-sales service will generally buy and then encourage. 8. Meet the requirements. When customers buy, they should help them sort out the products and express their gratitude. Welcome to buy next time. If you have any questions, you can call the company for advice and praise.