Hotel shopping department product presentation techniques and shopping habits of guests in different regions

When introducing these products, service staff should not immediately start by introducing their performance and price, launching a "sales offensive." Instead, they should use their accumulated knowledge to introduce the product's shape, pattern, color, and identification methods from an aesthetic point of view or by referencing a historical anecdote. For example, they could say, "The piece you are looking at now is the most popular style in the Tang Dynasty..." This gradually enhances the customer's interest and encourages them to consider whether to buy it.

This approach is more effective than simply asking customers to immediately hand over their money to buy the product.

2. Provide different introductions for guests from different regions.

Hotels often cater to consumers from all over the country and even the world, with each region or country having different personalities, hobbies, and aesthetic tastes.

Therefore, special attention should be paid to this point when promoting products. It is necessary to tailor the approach to different people and places, distinguish the purchasing power, aesthetic tastes, and needs of customers of different nationalities, regions, levels, and identities, and cater to their preferences to actively attract business and showcase and promote products.

like:

★The Japanese have a preference for Chinese agate, jade, the Four Treasures of the Study, and calligraphy and paintings by famous people; while Europeans, especially Western Europeans, prefer Chinese silk and cotton products.

★People from Hong Kong, Taiwan, Macau, and Southeast Asia prefer established brands and highly value products produced by long-established manufacturers and shops, such as traditional Chinese medicine from Tongrentang, while they are not very interested in new products.

★Americans, especially Americans, appreciate Chinese decorative items and industrial products with a strong courtly style, such as embroidered pieces with dragons and phoenixes, tapestries, and jade carvings of soaring dragons and flying phoenixes. These products are quite popular among them.

By truly understanding the shopping psychology of customers in different regions, service personnel can take the initiative in product sales, making the sales process more scientific and avoiding the influence of human factors on customers' shopping emotions.

3. Provide different introductions for guests with different habits.

Guests shopping in hotel malls come from different countries and regions. Their cultural backgrounds, religious beliefs, customs, and economic conditions vary, resulting in many differences in their shopping habits. Understanding these different shopping habits is undoubtedly very beneficial for product promotion.

For example, due to various factors, each country has its own taboos. In the promotion of goods, the color, variety, style, quantity, etc. should be determined according to the situation and cannot be generalized.

★In many Western countries, the number "13" is generally considered taboo due to religious reasons. Therefore, in the sale of goods, one should try to avoid including "13" in the quantity or amount to avoid causing unpleasantness.

★Because of their high income, Japanese and Germans tend to spend money generously when buying things, with little hesitation or deliberation. They prioritize satisfaction over the amount of money spent.

★The British and French are known for their "gentlemanly manners" and are very concerned about saving face, which extends to their shopping. If a British or Frenchman comes shopping with a lady, the gentleman will usually be willing to spend money to win her favor, as long as the salesperson tries to introduce the products to the lady and arouse her interest.

★Guests from South America, Africa, and Southeast Asia, regardless of their status, always enjoy bargaining. They feel satisfied when given some discounts, which fuels their enthusiasm for shopping.

4. Introduce the characteristics of different products.

★Generally speaking, customers do not have special requirements for the brand or price of daily necessities; it is considered habitual shopping.

★For products that win by their shape, style, or color, the focus should be on introducing the color and style of the product.

★For products with unique style, performance, and uses, focus on introducing their features and uses.

★ For renowned brand-name products, emphasize their quality, origin, and reputation to make customers feel that they cannot miss the opportunity and will purchase them based on their reputation.

In addition, it is important to note that the timing of introducing products to customers should be just right. Introducing them too early will make them feel awkward, while introducing them too late will be considered neglecting them.

So when is the best time to make a recommendation?

If a customer stops browsing and seems interested in a particular item, the staff can greet or say hello to the customer at the appropriate time.

IV. Mastering Product Packaging Techniques

The hotel's shops mainly sell products with ethnic characteristics, and a major reason why guests buy these products is to give them as gifts to relatives and friends.

Therefore, gift packaging is a skill that sales staff at department store counters must master.

1. Five Elements of Gift Packaging

★Shape-based

Gift boxes come in various shapes, such as cuboids, hearts, cylinders, and cones, but they always fall into two basic packaging methods: square packaging and cylindrical packaging.