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顾客知道要好的,却不知道什么是好的。但如果你在现场用打火机烘烤抽油烟机的热敏头,使其自动换挡,顾客便会认定那就是“安全”的。深入浅出不容易现场演示,让顾客现场体验产品的利益点,对提升导购成交率有很大作用。但是,不是所有的产品都需要做现场演示。一般而言,那些功能相对复杂、顾客购买决策较理性的产品,更适合做现场演示。因为产品功能复杂,又要求现场简单地表现出来,只靠导购人员的口头介绍往往不能解决问题——这些顾客无法直接感知产品卖点,往往也无法用语言传达清楚。这时就需要现场演示给顾客直接的攻击力。
Customers know better, but do not know what is good. But if you bake a cooker hood with a lighter at the scene to have it automatically shift, the customer will assume it is “safe.” Easy to explain profound theories in simple language is not easy to live demonstrations, allowing customers to experience the interests of the scene products, shopping guide to improve the rate has a great effect. However, not all products require live demonstrations. In general, those functions are relatively complex, customers buy more rational product, more suitable for live demonstrations. Because of the complex functions of the product, but also requires the scene to simply show that only rely on the oral introduction of shopping guide staff often can not solve the problem - these customers can not directly perceive the product selling point, often can not be clearly communicated in words. At this time you need a live demo to the customer's direct attack.