Pharmacy sales are mainly based on customer flow, unit price and transaction rate. Unit value is one of the core indicators to measure store sales. In the case of similar customer flow, the most direct and effective way to increase sales is to increase the average customer value. There are many ways to increase the unit price of customers in the field of marketing, and pharmacy people will learn the eight steps of pharmacy sales and cashier together with Pharmacy Huixiang today, so that you can easily and happily place large orders!
Pharmacies sell in eight steps
Step 1: Say hello
The clerk is 1At 5 meters, he smiled and greeted warmly: Hello: Do you need any help?
Step 2: Consult and observe the customer
1. Ask the patient: "Is it you?"Or does someone else use it?(Distinguish the type of customer, choose different consultation plans, and have a preliminary judgment on the customer's consumption grade.) ）
2. Ask about medical history: "Have you ever been to the hospital?"”
3. Ask about the drug history: "What drugs have you taken?"”
4. The basic symptoms of the disease: if you have a cold, whether it is a runny nose or a turbid discharge, etc.;If it's a cough, ask if there is phlegm and what kind of phlegm it isIf you have diarrhea and stool less than 10 times a day, consider mild diarrheaIf you have more than 10 stools, consider severe diarrhea.
5. "Are there any other symptoms?"If you have a cold, do you have fever, cough and other symptoms;For example, diarrhea in July and August is accompanied by some cold symptoms such as headache, fever, nausea, vomiting, etc., and diarrhea caused by summer dampness and cold.
The third step is to determine the condition in the title
Preliminary diagnosis: "Depending on your (or his) symptoms, it should be *** disease." ”
Step 4: Recommend medications
Make medication recommendations. "* disease, use *** medicine to compare the symptoms" (according to the customer's situation, recommend 1 to 3 drugs of different prices and grades, and give sufficient room for choice)".
Step 5: Combination of medications
Correct drug use, precise drug use, to ensure that the recommended drug efficacy is accurate, but also to ensure the customer unit price and customer return rate, combined drugs are recommended not to exceed three, and at the same time to vary from person to person.
Step 6: Health reminders and follow-up of nutrients and health products
It varies from disease to disease and from person to person.
Step 7: Precautions for life
Drink plenty of water and get plenty of rest. "Eat something light and easy to digest. ”
Step 8: Drop-off
Tell the customer about the membership benefits and the benefits of joining the membership, and if they are not members, submit the contact card when dropping off the customer. Reassure your customers and keep them connected.
Eight steps to cashier in pharmacies
First: Hello!
1. Smile and make eye contact with customers.
2. Help customers put the goods on the shopping basket on the cash register.
Second: Ask if you have a membership card: Hello, do you have a membership card?
1. If there is, enter the membership card number correctly (Note: the membership card number should be entered as far as possible before entering the product information to avoid the ** changes caused by the later entry of the membership card number, especially the varieties that need to manually change the actual price of the goods).
2. If not: Hello, I will help you get a membership card, which can not only be points, but also can purchase member goods, and can also enjoy member text messages, lectures and health transmission, regular expert medication guidance, tracking, I will help you do one.
Third: Introduce the ** activity
We have an event today, more than 38 yuan, plus 2 yuan can be exchanged for 5 yuan worth of topical ointment, small items at the cash register: such as (Band-Aid) do you need it, as long as ** yuan. Use concise language and soft sales of small commodities to customers, recommend them to customers in a timely manner, and encourage customers to actively participate.
Fourth: commodity entry and report the product name, quantity, **
1. Scan the code or enter it manually, and enter the sales quantity accurately. Scan and look at the screen to determine whether the cash register display matches the product or conforms to common sense.
2. Registered products and unregistered products are separated.
3. Check whether there are any unchecked items at the bottom of the shopping basket.
4. Check whether the goods are consistent with the input (quantity, specifications, origin), and carry out degaussing treatment.
5. The total amount, please ask whether you pay in cash or by credit card for a total of ** yuan, thank you.
6. Settle the total amount of goods and inform the customer.
7. Take the initiative to recommend small commodities to customers in a timely manner to alleviate the shortage of change and improve performance.
Fifth: Sing and sing to pay you ** yuan, find you ** yuan
1. Confirm the amount paid by the customer and check whether there is any counterfeit banknote.
2. Print the shopping receipt after confirming that it is correct, and stamp the cash receipt seal on the customer credit card (i.e. computer sales receipt).
3. Find out the correct change, and deliver it with both hands together with the shopping receipt (put the big bill down, change on the top) money and tickets to count in person.
Sixth: Recently, we have ** activities for members, and the content is ......
1. In the process of bagging, at the same time, talk cordially with customers and introduce the best activities of the month to customers.
2. According to the principle of bagging, put the goods into the shopping bag in order. Hand the shopping bag to the customer with one hand and the bottom of the shopping bag with the other. (The cashier should grasp the membership activities and planning plans of the month to help customers enjoy preferential policies).
Seventh: Sincere gratitude
Please take your belongings and walk slowly.
1. Remind customers to take money and tickets to avoid loss.
2. With a smile on your face, watch the customer leave, and say that you go slowly.
Eighth: Sort out the bills, serve the next customer, and repeat the above cashier procedures
If the salesperson takes the customer to the cashier to check out, the salesperson and the cashier cooperate to do a good job in the secondary sales, give full play to the maximum energy to tap the potential of the customer, and send the customer together.
Contraindications for pharmacy services
When a customer picks an item, it is forbidden to say:
1) It's a lot, hurry up!
2) Which one do you choose?
3) Why don't you buy it after picking it for so long?
4) The one is not cheap, it costs xxx money.
When a customer asks for medication or professional advice, it is forbidden to say:
1) It says it.
2) I know this better than you.
3) Look at it yourself, how can you not understand anything.
4) Didn't I tell you just now, why did you ask again?
When the customer has a question about **, it is forbidden to say:
1) If you think it's expensive, don't forget it.
2) I want to see a good doctor, but I don't want to spend money.
3) If you don't have change, you can change it yourself.
When the customer returns, complains and complains, it is forbidden to say:
1) I don't know.
2) It can't be, it can't happen.
3) Why didn't you look at it when you bought it?
4) It's not what I sell, I don't know, who should you go to find whom.
5) This kind of problem should be asked to the manufacturer, we are only responsible for sales, and we can't manage it.
6) I definitely never said anything like that.
7) I can't solve this, you can find the store manager.
When a customer needs help, you must not ignore the customer, let alone say:
1) I'm busy.
2) I'm not available.
3) Impatiently say, "Wait a minute".
4) What's the hurry, I'm busy?
5) If you don't know, ask someone else.
6) The busier you are, the more chaotic it is, which is really annoying.
7) Why are you so annoying!
**、After the meeting or the closure of business, if there are customers who want to buy medicines, they must continue to stay at their posts. When choosing a product, the customer must not have any urging words and deeds, and must not say:
1) Here's (meeting), you wait!
2) Can you hurry up?We're ready to leave work.
3) I'm off work, so let's ask someone.
When a customer enters or leaves the store, they can't say:
1) Welcome!
2) Welcome back next time!
3) Goodbye!If you insist on following the pharmacy Huixiang to learn later, you can quickly improve your professional knowledge!