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            软床的销售技巧和话术 家具沙发软床销售技巧

            来源:www.buymbtshoesnow.com 时间: 2018-12-10 所属栏目: 销售话术 人气: 325

              软床的销售技巧和话术 家具沙发软床销售技巧

              熟悉产品信息,了解产品优劣势,这是每个导购员必须具备的素质,然后很多导购却不知道如何把这些优势推出去,下面个性说网用案例来简单介绍一下导购过程中需要的技巧。

              案例: 介绍床垫时导购一定要下蹲在床的旁边,说:我们这款床垫面料采用比利时进口恒温布,也叫莱卡面料,它的特点是防静电,透气性好,吸湿排汗,抗菌除螨,您摸一摸手感(这时一定要让顾客摸一摸床垫的面料)现在商场许多高档内衣都是选用的莱卡面料。YSMS这款床垫与人体接触面采用波浪形设计,为的是更加贴合人体,床垫分上下两层设计,人躺在床垫上重量可以通过第一层面料向四面分散,减轻人体的局部压力。(介绍专业知识时一定要把语速放慢,并适时加重说话的语气,有时还要适当的停顿一下,因为我们说的都是专业术语,说快了顾客思路跟不上,领会不了,即便领会了,印象也不会太深)

              第一层床垫里面有3厘米厚的天然乳胶,目前乳胶床垫是世界上较流行的一种产品。乳胶原材料是从马来西亚天然橡胶树上采集的一种白色纯天然乳胶汁,每棵橡胶树每天才生产30CC橡胶汁,在经过特殊工艺处理制成天然乳胶。 它有以下几个个特性,( 以下乳胶的特性根据实际情况说出2—3个卖点 ,主要说1 ,3、6)

              1、超高弹性:

              天然乳胶的超高弹性与贴合性,可让乳胶床垫适应不同体重的人群,自然适应睡眠者的任何姿势,和身体的贴合度能达到95%,而普通床垫和身体贴合度只能达到60—75%,天然乳胶还可以改善因睡眠所造成的腰酸和失眠。

              2、矫形功能:

              乳胶床垫比普通床垫接触人体面积高出3-5倍,能平均分散人体重量的承受力,, 并能自动调节不良睡姿,令脊椎放松复原,从而具有矫形功能。

              3、透气防菌:

              乳胶的分子结构特殊,具有良好的舒适性、透气性,防霉,防尘螨、抑制细菌及寄生虫的滋生;开放式的乳胶多孔气囊结构,每立方英寸中有250000内部相连的透气孔,使空气在床垫中自由流通,可分散睡眠中肌肤与床垫接触产生的热气、汗气、保持睡眠中身体的舒适干爽。所以夏天睡在乳胶床垫上会比普通床垫要凉爽得多,躺在床垫上没有闷热,烦躁难以入睡的现象。

              4、超静音:

              纯天然乳胶能吸收因睡眠翻身,所造成的噪音及震动,使睡眠中影响睡伴不受干扰,,并能有效减少翻身次数,让您睡得更安稳香甜。

              5、独立、舒适

              每一寸乳胶都是按人体结构设计:头部占全身体重8%,胸部占全身33%,臀部占全身44%,符合人体工程学原理,保证身体重量被合理分散。

              6、电版---生物学:

              乳胶是天然橡胶汁加工而成,从而有效地阻止磁场的形成,做到完全绝缘和抗静电,100%的天然乳胶,拥有舒适自然的温和特性,无化学合成物,与肌肤接触不会产生不良的化学反应,高科技自然环保,从而保证健康舒适,让您达到体验依思蒙沙,还你天然睡眠的效果。

              导购: 正因为乳胶有诸多功能,所以市场上一块18厘米厚的乳胶床垫都要卖2--3万元,(塑造乳胶床垫的价值)

              买床垫并不是越贵越好,不能用价钱去衡量它的好与坏,最主要的是您一定要亲身体验,挑选适合自己产品。您躺到床垫上体验一下,我跟您说说选床垫的几个重点,买不买都没关系(我们站在顾客的角度说话,为她挑选产品,不是忽悠她买最贵的产品)

             ?。ǚ蚱薅耸笔紫纫门耸蕴?,试躺时最好把外套脱掉,介绍258床垫时一定要让顾客躺下体验,否则顾客无法体验床垫的舒适性,更不利于展现一个完美的介绍流程)顾客平躺后,引导式的问:“您感觉床垫和身体贴合的好吗(顾客会说还好或还可以)因为人在平躺时身体背部比较平,床垫会和身体贴合的比较好。

              但人在睡眠中有时平躺有时侧躺 ,您要侧躺才能完全感受床垫对身体的支撑力,(引导顾客面向我们侧卧,以便方便介绍睡眠理念,介绍时一定要有激情,还要有到位肢体动作)人在侧躺时,人的身体臀部、肩部、腰部曲线起伏比较大,最能检验床垫和身体的贴合度了,您放松身体感觉床垫和身体的贴合度,(说到关键问题时我们一定要看着顾客的眼睛)怎样检验床垫是否适合你呢?主要看腰部,(我们站起来把五指并拢,手背向上弯曲缓慢插向顾客的腰间,)问顾客:这样您有感觉吗,(顾客一般会说有感觉)您有感觉那就对了,证明这款床垫就比较适合你,因为床垫和身体贴合的很好,我的手放到您的腰部,您会明显感到不舒服。

              如果是太软的床垫,人躺在上面全身就凹陷下去,手放到腰部您也没有感觉,脊椎长时间处于弯曲状态,对内脏造成压迫,时间长了,会有颈椎病,还会造成腰间盘突出,同样不利于健康,这种床垫更不适合您。

              这时我们站起身单手再用力向下压床垫说:现在您感觉怎样,是不是腰部很空(顾客会说是很空或有点空),您要睡在太硬的床垫就是这种效果,人躺在上面只是头、背、臀、腿这四个点承受身体重量,身体其它部位并没有完全得到有效支撑,脊椎实际上处于僵挺紧张状态,第二天会腰酸背疼,身体不仅得不到完全放松,而且睡这样的床垫时间长了,身体会长期在亚健康状态。(以专业睡眠顾问的知识为顾客挑选床垫,顾客都相信专家)

              尤其是现在许多年轻人都有颈椎病,就是白天经常上网,晚上身体没有休息好的结果,所以说:“人睡不坏一张好床垫,但一张不好的床垫可以睡坏一个人”再说现在工作压力大,睡眠不好会影响工作状态,影响情绪,晚上休息好了第二天才能有充沛的精力工作,睡眠好了就一切都好了。(恐惧营销,把使用太软或太硬的床垫痛苦效果扩大化,让顾客联想到使用不适合自己的床垫的严重后果)

              我们这款床垫还有一个特点,是分五区设计,每个区域的弹性跟据身体各个部位重量精确计算。我们都知道,人的身体呈自然曲线,各个部位重量差别很大,如果躺在同样弹性的床垫上,身体有些部位得不到充分支撑,特别是腰部和颈部,在睡眠中不能放松。五区床垫的最大特点是,根据弹簧软硬度的不同分成五个区域,臀部最重,此区域设计弹性最大,腰部、腿部中等,这部分弹性较高,而头部和脚部最轻,则采用较硬的弹簧,弹性较小,这样身体每个部位都能得到有力支撑,从而获得健康舒适的睡眠。 (说到每个区域时要用双手比一下,让顾客知道是怎么分的五区)

              它的弹簧和普通床垫弹簧也不一样 ,普通床垫是精钢连锁簧,簧和簧之间上面用钢丝连接,这款使用的是独立布袋簧,每个弹簧外面都有一个布袋,弹簧之间不连接,主要靠布袋之间连接,(说弹簧时也要有手势,描绘出普通弹簧和独立布袋簧区别)独立簧的最大特点,能够减轻噪音和震动,睡觉时两个人之间翻身互不影响。这样您躺着别动,我给您演示一下互不干扰效果,(到顾客躺在床垫的另外一侧,用两个腿跪在床垫外延向里30厘米处,面向顾客的腰部,双手伸直做飞翔状身体上下动,腿部动的力量小,双手动的幅度要大,让顾客能看到我们剧烈的运动,感受互不干扰的效果,因床垫外延有钢丝千万不能压,否则影响互不干扰效果),一变动一边说;我这样使劲动您感觉有影响吗?(这时顾客有的说没有,说如果说有或有一点)导购说:因为这款床垫的面料、乳胶是整体的,您会有一点感觉在动,平时我们睡觉时也就翻个身,您会一点都感觉不到动的,您在试试别的床垫,就没这种功能(立刻让顾客躺倒359的床垫上,主要压边线,我们在照上述动作用力动,顾客会感觉到整张床都在动,有强烈的对比就更会更加衬托出258床垫互不干扰的卖点)

              导购说:(加重语气)男女体质不同,对床垫的要求也不同,男人睡觉躺床上就睡着,女人不一样,岁数越大对睡眠环境和床垫要求越高,您看有些女人肤色好,气质也好,并不见得她生活环境多优越,首先它是睡眠质量好,现在我们上班工作压力特别大,如果一天睡眠不好,直接效果就是眼睛黑眼圈,十多天睡眠不好会肤色暗黄,长时间睡眠不好还会影响内分泌,脸上长斑,痤疮,女人肤色不好,可不是能用几百、几千元的化妆品能改变的,化妆品只能治标不能治本,我们要从睡眠习惯上改善自己,女人对自己要好一点(恐惧营销:扩大睡眠不好的不利因素,加大痛苦效果,美容营销:每个女人都爱美,都想肤色好,气质好,永远年轻漂亮,尤其是中年女人,都不想睡眠不好的后果在自己身上出现)

              人的睡眠分三个阶段:第一个阶段是浅度睡眠,躺到床上闭眼后刚进入睡眠状态,第二个阶段是中度睡眠,已经睡着了但随时都能醒,第三个阶段是深度睡眠已经进入梦乡,怎么都不会醒,不同年龄段的人有3--5个小时的深度睡眠就能休息的很好,但现实有很多因素使人不能休息好,(汽车环境噪音,灯光,工作压力,生活压力,)达不到3—5个小时的深度睡眠,这也就是为什么很多人每天都觉得特累的原因,如果您使用YSMS的这款床垫,能每晚减少翻身次数,增加1—2个小时的深度睡眠,睡眠4个小时相当于6个小时的睡眠效果。

              我们装修新家买一张床最少用十年,您要选这块床垫,可能比别的床垫多花2—3千元,平均每一天多花不到一元钱,(化整为零)睡眠好了,这样您就能拥有良好的肤色气质,良好的睡眠,您说是不是特别超值。您的床就配这款床垫吧,否则您会有遗憾的。

              女人想买,男人犹豫时,导购可以说:先生你看您为了太太的年轻漂亮也得选这款床垫,这也是爱的体现啊,(潜台词是;如果不选这款床垫就是不爱妻子)选床垫和选床同样重要。

            "小编整理不易,小礼物走一走,万分感谢!"
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