Comprehensive and detailed talk about how designers talk about customers（全面細致談-設計師如何談客戶）

1、Comprehensive and detailed talk about how designers talk about customers（全面細致談-設計師如何談客戶）Comprehensive and detailed talk about how designers talk about customersDesign bar, gallery Interior design tutorial Resources Forum, as Chinese designer services, to provide a large number of 3DMAX tutorials, Vr

2、ay tutorial, CAD tutorial, PS tutorial, SketchUp tutorial, interior design design, rendering, appreciation, to create the most atmosphere designer ForumHow do designers talk about customers?(1) the basic qualities that a designer should possess.Any designer wants his design work to be accepted, and

3、he hopes to succeed in negotiating the transaction with his clients, and tries hard to find the secrets of success and success.First of all, the designers self-image is very important. A well educated and artistic person whose good grace is not for show and display. It represents the companys image.

4、 In the actual negotiation process, the same companys designers take the same skills, and the evaluation of the customers is quite different. The reasons for this kind of evaluation usually come from the designers themselves. Excellent designers will leave customers better evaluation or higher in co

5、mmunication with customers, and lack the ability of designers will give customers left a lot of misunderstanding in communication with the customers, the customer confidence in the loss of the company and designer. The customer understands the company through the conversation with the designer, rega

6、rdless of whether the designers position in the company is high or low represents the overall image of the company.Secondly, all designers should learn to self recommendation, most designers will talk from the company in the negotiations, but it must be cautious in mind: in the company at the same t

7、ime must be self promotion in the actual negotiations, customers are most concerned about is the price, quality and service. Therefore, we need to let the customer further understand our designers own ability and companys operation policy.In todays increasingly competitive market circumstances, comp

8、anies in the martial arts from the aspects, then at the same price, quality, service conditions, how to enable customers to choose your company, you choose them as designers, we should start from our personal and companys overall advantage, will learn how to sell yourself, how to add additional fact

9、ors that can produce good results. And customers need is strong ability, responsible, high quality of their own excellent designers to meet their requirements.In daily work, should avoid being sloppy, lack of spirit, not covered in jewels, the makeup is overweight, the first impression to the custom

10、ers of poor, lost the designer itself should have the temperament and image. Take the initiative to create a good atmosphere for yourself. Male designer is best to wear a suit and shirt, collar and cuffs must be clean and smooth, tie with neutral color is good, not too flower or too dark.Female desi

11、gners do not dress up too fancy, no makeup, do not wear too much jewelry, to show the elegant temperament of female occupation.Language use is very important. In a conversation with customers, you need to be enthusiastic and confident in your language, which requires that you have to deal with every

12、 customer with great enthusiasm.Expression of cadence you will increase the content of the expression of persuasion, so during the conversation with the customer needs in a loud voice, avoid avoid speed too slow, pet phrase, avoid lisp. There is an old saying in China: many people dont blame a lot o

13、f courtesy. A designers image should pay more attention to his own accomplishments than to his dress and tone. Polite behavior will contribute to your success.A conversation to allow customers to fully express his thoughts, good at listening to customer conversation, to help you understand more info

14、rmation, real idea, also helps to establish mutual trust with customers; to ease the mental expression in conversation. Too much tension will reduce the amount of constructive advice you put forward, and it will also weaken your persuasiveness.Two, character and character1, a positive attitude towar

15、ds lifeDesigners should have a positive attitude towards life, and face the achievements, setbacks and failures frankly.It is difficult for a person who is depressed to succeed because of his defeat. He regards failure as a valuable experience and a positive conclusion, and the quality of being chal

16、lenged by a successful goal is what a good designer should have.2, enduranceFor many potential customers, repeated visits are one of the means of achieving goals. We can real needs on each visit to the customer, and then targeted reception revisited, must be able to relieve the exclusion of the othe

17、r party, be patient received three or four times, perhaps the customer has planned to cooperate with you. Therefore, in order to avoid the fail on the verge of success is very important to endurance training.3, intelligenceIntelligence is crucial to a designer. Intelligence is the basis for a quick

18、response to our customers questions and the basis for our ingenious and appropriate approach.4, tactA good designer is not debater, and is a good explore customer needs, and to properly deal with the master.In talking with customers, we hope that the other side will understand our point of view and

19、tell the customer that we understand his needs and be able to satisfy them. We dont want our customers to agree with us, and finally dont cooperate with us. So tactful attitude is a must, we advocate is not the principle of servile customers and customer seriously, but to understand customers based

20、on the method of respect on the basis of the overall situation of the. The foundation is respect, truth, not hypocrisy.5, credibilityIn the oversupply of the market situation, designers often face customers around the ambiguous situation. For customers, if it is to accept a new company or the compan

21、ys market awareness, which requires designers to cooperate in all aspects and expertise. The most important thing is to let the customer be willing to accept the trust of a designer, and ask the designer to have the act of trusting the client, not only the temporary trading relationship between the

22、two parties. In order to make customers willing to work for your advertisement, bring more tourists back.6, understandingPeople dont talk rapidly can become an excellent designer, because such people tend to indulge in their own thoughts and eloquence, while ignoring the real needs of customers, exc

23、ellent designers will continue to explore the needs of customers, with exquisite feeling and compassion, the real needs of customers and to meet the judgment of the final transaction.7, imaginationGood designers should also have the ability to describe the companys future, imaginative statements can

24、 not only eliminate the exclusion of households, but also to bring their own satisfaction and confidence, promote the success of the transaction more convincing.Three, designers should have the basic body languageEye level each other, look at other parts of the eyebrows. The distance from the other

25、side of the elbow distance, hand natural droop or take data, chest upright, smooth seated in the chair, legs closed, slightly upper bodyFour, designers should overcome shortcomingsA successful transaction is actually the result of a series of negotiating skills, experience and policy support. Its a

26、systems engineering. In any part of the project, problems can affect other aspects, resulting in failure or incomplete success, so designers must avoid any flaws.1, talk about the truthSome designers are accustomed to written, rational exposition. Will make customers feel that their recommendations

27、are not operational, efforts to achieve the goal is too difficult. Therefore, they often refuse to cooperate or refuse suggestions.2, arrogant toneThis will undermine the relaxed atmosphere of communication, and increase customer disgust, will make reasonable suggestions can not be put into discussi

28、on.3, like to refute any timeIf the designers keep interrupting conversations, and every objection to refute, will bring you a real chance to find objection in a short period of time, and this does not refute with constructive proposals, that is just a moment of time, easy to cause the customer sham

29、ed into anger and interrupt the conversation, the two sides it is very regrettable.4, talk without focusIf the focus of your conversation is not practical,There is no way for customers to be unaware or unaware of your requirements. So, when you talk, focusing on key statements can help you succeed.5

30、, insincere flatteryWe should treat customers with honesty, sincerely agree with them for the judgment of the market, if for signing and flashy without substance compliment, will reduce the designer and the companys reputation, will bear the consequences in the day after.Five, we discuss the custome

31、r groups and consumer psychology(1) segment the market and select customer baseConsumer demand is varied, and a particular design or price can not satisfy all consumer requirements. This needs according to the result of the market investigation, according to certain classification standard to custom

32、er, divide the customer into several kinds, discover and master.(two) customer types and consumer psychology;1, customer typeA, analytical, rational consumersThe customers in the selection of companies are usually more rational, will weigh from many aspects, integrated a variety of factors, often co

33、nsulting many companies on the price, quality, service and their ability of comprehensive consideration, and then decide whether for and with you.B, autonomous, controlled consumersThis persons way of thinking, habits, preferences, etc. are relatively fixed, very assertive, usually not very concerne

34、d about the outside impact, such as your company is interested, usually will not run away.C, expressive, impulsive consumersThe people usually love novel, high-end stuff, not willing to spend lots of money to show their status.E, goodwill type, hesitant consumerThis person is not assertive, sometime

35、s even do not understand their own needs, action shilly-shally, indecisive, play fast and loose.2, consumption levelA, for analytical and rational consumersUsually, the majority of the wage earners are good quality, service and low price. We should highlight the advantages of the company, help them

36、analyze their own situation, analyze the companys strengths and eliminate their concerns.B, for autonomous, controlled consumersThese peoples preferences are relatively fixed, usually have a unique demand for design, or higher aesthetic requirements, or engineering quality has special requirements.

37、When negotiating, you need to combine the requirements skillfully. These people are usually very professional in a way, such as art, architecture, etc.C, for expressive, impulsive consumersThe general asked casually, ask less reluctant to show home can take an exaggeration. Absolutely ignorant of, s

38、timulation and other ways to highlight our company out of the ordinary, to stimulate the pursuit of new high-grade desire, and guide the consumer to complete the transaction.D, for friendly, hesitant consumersCan promote the companys characteristics at the same time, understand what they do not unde

39、rstand the needs, through comparison, to the unexpected, let him see cooperation with our companys value, interest, as his assistant.(three) factors affecting customer cooperation;1, price, quality, service and enterprise popularity.2, consumer psychology: preferences, income.3, social factors: fami

40、ly members, close friends, colleagues, neighbors, etc.(four) the whole transaction process and the matters needing attention in each environment1. The process of completing a transactionCustomer visits, preparation before negotiation, settlement of objections during negotiation, and completion of la

41、te transaction services.2, answering skills (advice or feedback)Polite expressions, tone, intonation, speed, careful listening, affirmative, affirmative, uncertain, flexible response.3 、 consultation and communication of initial contactA, negotiation knowledge that designers should possessFirst of a

42、ll, to know own company status, the relevant departments. The second is the characteristics of their company development goals, processes and benefits to customers, the operation of master professional knowledge and peer companies decoration industry to grasp, clear our position in the same industry

43、,How big is the market acceptance of our company? Who are our main competitors and where are the pros and cons?.B, survey of trading objectsAs far as possible the customers detailed understanding of natural conditions such as: name. Age. Marital status. Occupation. Hobbies. Background. Family status

44、 and economic status. And understand the preferences of family members, behavior habits.C, try to conceive of all the problems that can be encountered in the negotiation process and find six, face-to-face negotiations1 、 to overcome communication barriers and effective communication skillsDo the tho

45、rough preparation before negotiation, it begins with the appropriate topic, objective understanding of customer needs, to avoid the subjective judgment of responsibility. Choose enough reasons for the transaction and emphasize the choice of my company is worth, avoid to introduce; for the customers

46、identity, to avoid bending off; to be honest *, avoid exaggerated false information; showing interest and enthusiasm, avoid do not care; put forward the problems with Kai, grasp the initiative, providing a plurality of to avoid selection, use unscrupulous divisive tactics.2 、 negotiation skillsHave

47、(and their own analysis and understanding of company itself) (customer behavior analysis to find out the relationship between degree of motivation) (and hidden matters, to establish a win-win situation).3, the preparation of the negotiations before the eight processesA, preparation before negotiatio

48、n.B, set big goals and prepare contingency methods.C, put forward inspiring questions and get to know the truth.D, take the initiative, the customers problems into their own problems, the opposition will become a positive interest.E, introducing benefits.F, deal with, oppose.G, build elastic space.H

49、, achieve the goal.Strain out methods and select some of them, so as to be prepared.D, the conditions permit, as far as possible with the customer appointment time and place of the meeting, in order to avoid wasting time.E, pay attention to your appearance before you meet, tidy up your hair, and dre

50、ss appropriately.Seven, grasp the negotiation situationBecause the opening scene and decide, avoid mechanically, to the customer inquiry publicity should be moderate, not to mind taking the trouble, no exaggeration, pay attention to each others facial expressions, body language signals such as langu

51、age. Understand the customers psychology, and firmly affirm the established principles. In the negotiation process timely to add some personal feelings closer to the topic, good to create their own opportunities, seize the opportunity to complete the transaction control, and not a stalker, for the n

52、ext conversation room.How should designers talk about customers 4Eight, how to deal with objections?The objection is that the customer, for some reason, objected to the design plan or the companys system, the price. But this does not mean that customers will not cooperate with us, but that there are

53、 still some concerns, ideas and things are not satisfied. There are two main ways to deal with objections:1, reduce the chance of dissentIn the process of negotiation, we should objectively understand the needs of customers, provide multiple choices, emphasize the value for money, and show our hones

54、ty, enthusiasm and enthusiasm to win the acceptance of customers and avoid the occurrence of objections.2, effective handling of objections(1) the attitude of dealing with dissent;Be relaxed, excited, sincere, pay attention to listening, repeat questions, answer carefully, stay friendly, respect cus

55、tomers, and deal with them flexibly.(2) the method of dealing with objectionsWhen the customer objections, find the other party is not satisfied with the place, put forward the correct point of view, and actively cited the companys advantages to compensate for shortcomings, the specific methods are:

56、A and interrogationThe objection to the customer can be used directly, why ask the reason?.B, yes. howeverAccept the opposition, then turn back.C, example methodThe objection to the customer, citing examples to illustrate, to relieve anxiety.D and deaf earsDont take each others words seriously, but

57、shift the subject.E and data transfer methodBring customers attention to information and other sales equipment.F and negative lawDeny what the customer says.G and echo methodLike an echo, repeat what is said.(3) handling objections twoA, quote pricePricing is different from other companies, and the

58、value of money is exactly what the other person needs.B, the competitor of the quoted priceEmphasis on the accuracy of your companys offer is not comparable to that of other companies.C, satisfactory quality and post serviceEmphasize the companys commitment and bring new feelings and benefits to its

59、 customers.D, subject to preferential restrictionsTell our customers the preferential policies of our company.E, your company hasnt heard of itTell our clients the scale of our company and emphasize the companys popularity, but the customer didnt notice it.F, stick to your own opinionDesigners shoul

60、d show humility and praise each others opinions and achievements, and then step by step to elaborate their views in order to achieve the purpose of successful negotiations.G, no real answerDesigners can directly put forward and introduced, in answer, or to the customer and the customer not willing t