The longer we work in the design and decoration industry, the more we understand that there is no one sentence that can be applied to all customers. Today, Taoxiang has specially prepared a few ideas for you to talk about orders, as long as the ideas are clear, the words are ever-changing. When a customer arrives in an unfamiliar environment, he must be nervous and guarded. The first thing we need to do is to discourage our customers and gain trust, not to close the deal. Strive to make customers feel a sense of no distance, and secondly, leave customers with a good impression of your personal and service standards. 
The two major ways to eliminate vigilance praise and find association praise Everyone may know and be very proficient, and today I would like to share with you the method of finding association with customers. It is a habit of sales consultants to invent a story for themselves, and telling a story can win more trust from customers.
Case reference: I have seen peer designers share before.
Said that the customer had set up a decoration here with her, and she would recommend a friend to come over if she thought it was good, and she also determined that she would come over within a certain period of time. Designer: You're also in the clothing business, you all have the same area, you're the friend mentioned by the customer, right?
Client: Well, no, I don't know him.
Designer: Don't you know?It seems that the heroes see the same thing, you are peers, and there must be a lot of the same considerations when choosing. I believe that I can find my favorite style in our house like my client.
The dominant discourse in the conversation number**As long as the other party says, I don't think your family is as good as xx discount cheap. We can answer that the choice of decoration should be evaluated from three aspects: the first point. The second point. The third point.
When negotiating orders, it is necessary to develop a habit of speaking, and such answers are conducive to inducing customer curiosity, bringing customer thinking into their own thinking mode, and also enhancing personal professionalism.
Inspire imagination and look to the future.
Customers are usually hesitant when it comes to making a final decision, in fact, there is always a hesitation in the last moment of buying anything, which is called in psychology"Consequence anxiety", how to solve it?The best way to do this is to stimulate imagination and convey future life scenarios to customers.
Looking to the future, there are 3 key points: scenes, people, and processes, which should be clearly described. Case reference: After 1 week of communication, a customer finally chose a certain home for decoration.
The total price is 280,000, and when it was time to sign the deposit contract, she picked up the pen and asked:
Am I too impulsive to decide so quickly!
The designer replied:
There are also many people who settle down on our first visit.
With the plan you set, there are many people who want to be impulsive but don't have the ability to bear it.
As people now, liking is right, do you like it?
Without waiting for the customer to speak, the designer continued:
Imagine that the house is renovated just in time for the Chinese New Year!
Take your parents over, and the family will be happy together in the new house!
In the thirtieth year of the Chinese New Year's Eve, how pleasant it is to watch the gala party together in the living room!
If you go to the street to play, come back and see the small lights that automatically light up at the entrance, how satisfying it should be!
A well-established design consultant can discuss with the client what other companies he is considering.
If the customer doesn't actively mention the competitor, then most of the time the customer doesn't have enough trust in us.
Lead the customer discussion.
In fact, listening to your question, you know that you still know a lot about the decoration market. Like the one on our side. Each one has its own characteristics and strengths, depending on whether you value quality more or pay attention to it
An important trick of the introduction is to highlight your proposal through a mantra, so that the benefits you can bring to the customer are simple and easy to remember, and the mantra can make the solution more meaningful. Case Reference.
Customer: Your plan is good, it is very much in line with my preferences, but it is a little more expensive.
Designer: Yes, when many customers first came into contact with us, they also felt that this was our fly in the ointment. But choosing a renovation is a big deal, and I think the most important thing is to consider 3 factors (numbers**).
The first point of quality: to see whether the decoration is in line with the quality of life pursued by the family;The second point is the cost after installation: it depends on how long its "shelf life" and "warranty period" can be maintained after decoration;Point 3**: It depends on the product itself** and cost performance. These three points are the most important considerations for decoration, and from these three points, you choose us is the most suitable. 
Mastering the idea of universal talk is the key, and many designers will say, "I read a lot of articles sharing talk about orders, and I forgot about them after reading them, and I can't use them very well".
I've had some customer situations, and I don't know if what you're saying will work."
In fact, these experiences can not be used properly after understanding, but they need to see more, learn more, practice more, and then combine them with practical work in the workplace to turn them into personal experience of designers.