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How to Be a Good Salesperson? — Qianchuan Wooden Door Northwest Specialty Store Sales Guide Interpretation

　　The rivers flowing from the Qinling Mountains have irrigated thirteen Chinese dynasties. Starting from Chengdu, the Land of Abundance, crossing the Qinling Mountains, we arrived at the ancient capital Xi'an to witness this city full of historical civilization, exploring the stories of doors and people that happened here. The ancient Shu civilization and the style of the ancient capital dynasty shine together, with doors as silent witnesses. What role will Qianchuan Wooden Doors play here, and how will they integrate into the local architecture?

　　This time, led by Liao Jun, Sales Manager of Chengdu Qianchuan Wood Industry Co., Ltd., and Jing Fei, Manager of the Northwest Branch, our group came to Shaanxi, visiting the ancient imperial capital Xi'an, Yanliang known as China's Aviation City, Weinan called the "Eastern Gateway" from the western to central-eastern region, Xianyang located in the heart of the "Eight Hundred Li Qin Plain," and Hanzhong, known as the "Qinba Land of Abundance."

　　On the way, Manager Jing Fei explained that the Northwest market is one of the company's key markets outside Sichuan. Currently, Qianchuan Wooden Doors has four specialty stores in Xi'an, and a surrounding market circle has formed around Xi'an. The specialty store market is relatively mature and stable, with optimistic sales nationwide. In recent years, the company has increasingly cooperated with engineering projects in Xi'an, and the prospects for the Shaanxi market are broad.

　　When we actually entered each specialty store, we highly praised the consistency and standardization of the store image. Jing Fei said, "The store images in the Northwest market are all decorated according to the company's development requirements. The specialty stores have put a lot of effort into store renovations; they are determined to perfectly showcase the Qianchuan brand strategic image to consumers, so their brand awareness is strong. Additionally, the staff in these specialty stores have strong cohesion; they often gather to exchange experiences, share achievements, learn from each other, and grow together. They also share a common trait of handling customer relationships well, effectively maintaining both new and old customers."

　　With such a good impression, we had face-to-face conversations with the sales assistants of each specialty store from the front line of sales.

　　"What should we do when customers step into the store?" This is a question many sales assistants, especially those in the learning stage, need to face. The sales assistants from the Shaanxi specialty stores shared their personal insights and some experiences with us.

　　Guo Weifeng, store manager of the Xi'an Red Star Macalline specialty store, said, "I think we should still focus on conventional and reasonable service principles, but pay more attention to details. For example, when consumers enter the store, we must first greet them with a welcoming attitude, which requires us to smile, serve tea and water, and properly attend to customers. Also, we should maintain good posture, have enthusiasm for work, and give customers a refreshing feeling full of passion and vitality."

　　Yang Li, a sales assistant at the Yanliang specialty store, believes that many things before speaking are also very important. "Facing customers, what to talk about? Actually, many things before opening your mouth are crucial. First, as a sales assistant, you must show a good mental outlook to customers. If the customer's first impression is that you are professional and efficient, and the store decoration and item arrangement create an atmosphere that matches the customer's psychology, giving them elegance, high quality, and no sense of distance, then this lays a good foundation for the next conversation. These unspoken things are a tacit understanding in thought, which can narrow the distance between you and the consumer psychologically, and is an unspoken awareness and change."

　　Customers who come to the store all have needs but are still in the selection stage, so every customer entering the store may choose your product and may become a potential customer. Jia Xu, a sales assistant at the Yanliang specialty store, strongly agrees and says, "How to discover potential customers is very important. We must try to satisfy customers' questions and not neglect any customer who comes in to inquire, answering all questions. Many customers immediately react that Qianchuan's products are expensive, so you need to explain clearly. From the professional knowledge of wooden doors, Qianchuan's product unit price is high, but the cost performance is definitely the best. We also need to truthfully convey our advantages in quality, craftsmanship, environmental protection, and analyze the differences with similar products to highlight our strengths. To put it bluntly, you must grasp the consumer's psychology and satisfy their doubts so that they feel safe and assured when choosing your product."

　　From the communication, we received a common message: the process from customers entering the store to placing an order is a long and repeated choice. Generally, customers who successfully place orders visit the store three times on average. Zhang Jie, Deputy Sales Manager of the Xi'an Sansen specialty store, also said, "The longer the sales assistant's time, the higher the brand trust, and the customer's trust in you will correspondingly increase. So every time, we try to remember every customer who enters the store, keep their contact information, community name, and other related information. This way, when they come next time, we can greet them casually and accurately, chat with them, which also enhances trust and meets the consumer's psychological need to be respected, making subsequent communication smoother."

　　Jia Min, manager of the Yanliang specialty store, said, "When dealing with customers, we don't treat them as customers but directly as friends." I think she must have her own affection to say this. She further emphasized, "Only by standing in the consumer's shoes and thinking for them can we do things well, recommending products based on their reasonable needs. I am a person who dares to speak, act, and take responsibility. If there is a quality problem with the product, I will take responsibility immediately. Even for small issues or minor defects, we must have a proper solution and the most effective explanation for customer friends." That day, she took us to a local customer's home to personally understand the color difference issue the customer reported. In the end, she readily agreed to the customer's request for factory repair. During this process, we clearly felt their conversation was like friends talking, without quarrels or difficulties, only discussing the matter objectively and finally peacefully reaching an effective solution. This is the excellent after-sales service system shown by the Shaanxi specialty stores. They all said they strictly follow the company's requirements to provide after-sales service. When customers report problems, they provide on-site service immediately. They also give gifts and offer door-to-door wooden door maintenance services to thank new and old customers. If there are promotions, they notify old customers promptly. For example, as Zhang Jie said, they use QQ groups for promotions, gathering consumers to chat, inform about activities and product information, and help solve problems.

　　Liu Li, the manager of the Xianyang specialty store, is a highly motivated lady who gives an impression of being smart and capable at first glance. When asked how to serve customers well, she said, "Customers can be won over," and then shared a recent example that illustrates this concept. "There is a local real estate project called Guorun Cuihu, where Building 7 is considered the crown jewel, with an average area of over 200 square meters. On April 29th, a customer came to participate in a mall alliance event but did not enter the store to visit. I took the initiative to invite her to visit, but due to time constraints, she looked around briefly and left without leaving any contact information. I thought it was a pity to just give up, so I tried various methods and finally obtained the customer's contact details. Through text messages and phone calls, I eventually invited her to the store for a long talk. After several such proactive invitations, each time accompanied by some gifts, and relying on our products' high cost-performance ratio and sincere service attitude, I managed to win her over. It took about a month in total to secure the customer." At that moment, our only feeling was admiration for her perseverance. The saying "Sincerity can move even metal and stone" was perfectly exemplified by her.

　　The unique thinking and personality traits of the sales assistants at the Northwest specialty store have shown us a different spirit and level of service. They have provided Qianchuan with excellent answers on how to serve customers well, and they continue to tirelessly learn and pursue a more perfect service system.