Greeting and establishment of contact with the buyer — the first and major step on the way to successful sale of goods. Even today not each person is self-assured so to come into glass doors of well registered shop. But even if he nevertheless will decide to enter, but in the doorway will come across the estimating look of the haughty shop assistant, then the second time the visitor will not venture a similar step any more. It will go there where are open for it for a door where are always glad to it where the personnel behave politely and tactfully. Therefore the problem of a stage of installation of contact with the buyer for the seller comes down to arranging the person, to cause trust and desire to communicate. If the person feels comfortably, that is the high probability that he will make a purchase in this shop, and will wish to return here again.
Each of us met examples of successful or failure establishment of contact with the buyer in fashionable boutiques or simple clothing stores, footwear, etc. Depending on that, how friendly and unostentatiously the personnel of shop meet buyers, there is desire to remain in this place and to examine goods or at once to go beyond a door.
Mistakes of sellers at the introduction in contact with the buyer
As a rule, trying to come into contact with the buyer, inexperienced sellers make 2 main mistakes: full inattention or, on the contrary, special attention to the visitor of shop. Nasedaniye with the offer of the services, too active offer of goods similar (or almost similar) to the fact that did not suit the buyer - all this generates desire to run away quicker at the visitor. And on the contrary, the conversation of the seller with the colleague about last days off while the client is rumpled by a row and is eager for attention, will not lift sale of shop.
The soft and unostentatious service generating at the buyer feeling as at home - here golden mean to which the good seller has to aspire.
Ways of establishment of contact with the buyer
- Not tense, and sincere and warm. Even if the seller notices that the visitor is not really positively located, it is worth smiling just eyes.
- Contact of eyes with the buyer. On the one hand, people who do not look in the face or have the running look, raise doubts in the honesty and reliability. On the other hand, the look eye to eye at the subconscious level is perceived by any living being including the person as aggression and direct threat. The good seller has to cause feeling of confidence, but not dangers in any way. Therefore installation time of visual contact with the buyer should not exceed 10 seconds.
- The seller has to be also a psychologist. Depending on what client is before it, he can use one of several options of a greeting: official, friendly or greeting to the familiar person.
- To interfere in personal space of the person is a good way to cause in it discomfort, desire to be closed or even to leave for good. Therefore an ideal distance which is recommended to be held to sellers with buyers — 80-100 cm.
- Tempo of speech, loudness and intonation. On researches of psychologists, we are inclined to trust more those people whose intonations, the loudness and tempo of speech are similar to ours. For this reason at a stage of establishment of contact with the buyer the seller is recommended to arrange the speech under the client's manner.
All above-mentioned factors directly influence creation at the person of an impression about shop and its decision to remain or leave. And time for this decision no more than 10 seconds leave.