Sales method of underwear

Underwear sales method 1:

1. Customer enters the store: the salesperson immediately puts down his work, smiles at the customer and sincerely says welcome.

2. Ask the customer: understand the customer's needs. If the customer says, just look around. The clerk stood 5 meters away from the customer 1.5, and observed the customer's eyes.

3. Pay attention to the product: If the customer's eyes stay in front of a product for 3 seconds, and then touch the product with his hand, it shows that the customer is interested in the product. At this time, the salesperson's brain must know whether there are features, colors, sizes, etc. Applicable to customers within 2 seconds. If it is appropriate according to their own judgment, the salesperson should immediately come to the customer and ask the customer to understand the real intention of the customer to buy the product.

4. Stimulate the customer's needs: It is very important to know the customer's real intention, and then introduce her most concerned issues to the customer according to the characteristics of the product. It's best for a salesperson not to introduce issues that she doesn't care about. Sometimes you think that the advantages of this product are just the disadvantages that customers don't like. For example, you think this product is thicker and will be fuller to wear, but the customer is full and she just wants to make herself more comfortable.

If this product has no size, color, etc. What the customer needs, the salesperson should try to divert the customer's attention, and then introduce a product similar to this product to the customer, and emphasize that this product is better than her hand. (Shop assistants can use it flexibly according to the venue)

After a series of conversations, we already know the real intention of customers to buy products. At this time, the salesperson immediately looks for products, colors, sizes, etc. Suitable for customers, and try to persuade customers to try on products. It's best for salespeople to enter the fitting room together and try on the products for customers.

7. If the customer is afraid of ugly rejection, the clerk should teach the customer the correct way to wear. After the customer enters the fitting room 1 minute, the clerk should take the initiative to ask if the size is appropriate. If the customer's answer is not very satisfactory, then the salesperson will ask whether the size is not suitable or the cup shape is not suitable. After finding out the reason why the customer is not suitable, he will immediately find a suitable bra for the customer to try on and try as many models as possible.

9. If the customer is satisfied with everything, but she doesn't want to buy too much at once, she will ask the clerk for advice. The shop assistant replied that all the goods you selected are very suitable for you, and they are the best-selling goods here. There are many repeat customers, and underwear needs to be changed every day. It doesn't matter if you buy one more. Just kidding, if you are not short of money, you will not be poor if you buy one more. In this case, the average customer should choose at least two pairs of underwear.

10. If the customer says that the money is not enough, the clerk should smile and say that it doesn't matter, buy one first, and I will keep the other for you. Maybe the customer's real intention is to be dissatisfied with the product. Because of the enthusiasm of the clerk, she was embarrassed to refuse, so she had to say that the money was not enough and the clerk should take the initiative to give it to the customer.

1 1. If the customer is satisfied after trying it on, but she has no money, the salesperson should smile and say, Nothing. I'll wrap it for you and put it there. You can pick it up when you are free. If you don't mind, I can take it home for you.

12. If the customer is not satisfied after trying it on; We should find out the real reasons for customers' dissatisfaction and make corresponding records. We should also apologize to our customers and say that we are sorry that you didn't choose a satisfactory product. Come back and have a look sometime. We will have many new products in a few days. Should customers say with a smile when they leave the store? Why not take your time and welcome next time?

13. After the customer decides to buy the product, the salesperson immediately puts the product selected by the customer at the cashier's desk, and then continues to promote the related products to the customer, such as underwear, pajamas, children's underwear, men's products and so on after buying the bra.

14. If the customer has made it clear that he will stop choosing products, then the sales staff should immediately issue a sales receipt for the products selected by the customer according to the model, color and unit price, and give the second copy to the customer. What should a salesperson say? Thank you? What is the original price of the product you bought, and how much should you pay after the discount? Payment will be made after the customer confirms it is correct. After receiving the money, the salesperson will first confirm the authenticity of the money and get back the customer's change. Then, after counting the products in front of the customers, put them in the shopping bag together with the receipt and ask the customers if there are any other products that need to be purchased.

15. According to the amount of products purchased by customers, if you need to send a membership card, you should take out the membership card to introduce the preferential conditions enjoyed by customers when shopping with the membership card, and register customer information (including phone number, name, age, occupation, etc.). ) in order to inform customers of new products or discounts in the future.

16. By the way, after the transaction, teach customers some correct underwear maintenance knowledge, washing methods and drying methods. For example, a dark product may fade after the first two washes, but it will not affect the color of the product itself. Bleached washing powder or exposure to the sun is not allowed.

17. If the customer continues to look around when preparing to leave, the salesperson should continue to ask the customer what else he needs, and I can introduce it to you. After confirming that the customer is ready to leave, if there are no other guests, the salesperson must send the customer to the door, and sincerely say that if the product is good to wear, bring more friends, and if it is not good, give us advice. Why not take your time and welcome next time? .

18. How to receive customers with children: If a customer brings a child of 4-6 years old, the child is now the baby of his parents. They are naughty and will move around, destroying the display of products and seriously damaging the shelves or furnishings in the store. We should start by caring about such customers. If there are two salespeople in the store, one is to receive customers and the other is to accompany children. If there is only one shop assistant, the shop assistant should always pay attention to the children when selling products. If the child is really naughty, the clerk can say that the child should not touch it, and it doesn't matter if it damages my product. If you get menstruation's mother, you will feel very distressed, and your tone should be soft, so that your mother will feel that you care about the child's health, instead of blaming his child for screwing up the product. Mother will apologize if the product display is damaged. At this time, the clerk should smile and say that it doesn't matter. If the customer holds the baby, the salesperson should first praise the baby for being cute, make the baby like himself, and then take the baby to hug and sell it to the customer while teasing the baby, so that the customer will have more time to choose products and accept the products you sell because they like his children.

19. How to receive husband and wife customers: If the customers are a couple, most of the products in the underwear store are women's products, so the husband takes his wife shopping together. To treat such customers, the salesperson should first find a stool or magazine for her husband, and then receive her. If the husband is willing to choose products with his wife and the wife is willing to accept her husband's advice, then the salesperson will turn to the husband. It's best to sell some fashionable, sexy, brightly colored and slightly expensive products, and praise your wife skillfully, so that your wife can feel that you envy her happiness. Any gentleman likes his wife's fashion and taste.

20. How to receive male customers who buy underwear: If a man buys underwear for his girlfriend, he must first find out whether it is because of his birthday, holiday or the entrustment of his girlfriend. Most of these customers lack underwear knowledge and need your promotion to choose products. First of all, he must find out his girlfriend's height, weight, figure and hobbies. According to these characteristics, he will introduce some fashionable, bright and slightly expensive products with the right size, and also tell customers that they can come if they don't fit.

2 1. How to receive extroverted customers: Generally speaking, extroverted customers are cheerful, easy to get along with and weak in internal defense. They are easily persuaded by the salespeople's sales promotion. Such customers don't like to refuse people in person, so listen to her patiently. The humor and wit of salespeople will play an unexpected role. Salespeople should pay attention to what they like and talk about what customers like.

22. How to receive introverted customers: These customers are relatively closed, indifferent to external things, keep a considerable distance from strangers, are extremely sensitive to changes in their own small world, and do not like to sell. It is difficult for salespeople to convince such customers. Such customers are picky about products and extremely sensitive to the attitude, words and deeds of salespeople. They hate the excessive enthusiasm of the salespeople. For such customers, it is easy to talk about speculation if they want to do what they like, otherwise it is difficult to get close.

23. How to receive customers with three peers: The customers entering the store are three peers. Salespeople should know who are the real consumers and who are the real purchase decision makers. Some customers have no opinions, like to listen to friends' opinions, and they like their favorite products very much. If the friends around her can't say it well, she will give up the idea of buying. After the salesperson distinguishes the final purchase decision maker, the sales focus will turn to the purchase decision maker.

24. If there are many customers in the store, the clerk should be flexible at this time, distinguish between the real customers and the loitering customers, and don't neglect other customers when receiving the customers in front of him. (For example, while receiving a customer, another customer comes in. The clerk should say "Welcome, please have a look around". If the customer in front of you is not in a hurry to buy, the clerk should say "just look around and I'll be right back", or choose some suitable products for the customer to try on, and then pull them out to receive the incoming customers after the reception, giving priority to the customers who make the purchase decision.

25. How to receive pregnant women customers: Because it is hard for pregnant women to take care of their babies, salespeople should start with customs. First, let them know how long they have been pregnant in a caring tone, and talk about some maintenance knowledge and living habits during pregnancy, so that she can feel how great it is to be a mother. After the two sides are familiar with each other, they can introduce some special products for pregnant women to her. The products launched must be comfortable, breathable, sweat-absorbent and economical. Because the figure of pregnant women changes every day, the size of the products introduced is slightly different. If you are a pregnant woman who is about to give birth to a baby, you should introduce some comfortable long-sleeved cotton pajamas, underwear and corsets, because pregnant women have to rest in bed for more than a month after giving birth. Cotton long-sleeved pajamas can prevent colds, and the fabric absorbs sweat comfortably, which makes pregnant women feel happy. Corset underwear can help pregnant women recover their bodies, and women love beauty. Especially after giving birth, pregnant women are a little fat and need to get back in shape. Therefore, if a salesperson has mastered the marketing skills, it is easy to succeed.

26. How to receive customers who return goods: Sales staff first find out the root cause of customers' return goods. The main reasons are the quality of the product, which my friends don't like when they go back, the size is inappropriate, the color fades, and the expected effect can't be achieved. Salespeople who receive returns should be as enthusiastic as possible. After finding out the reason for the return, explain patiently. If it is a product quality problem, we must return it unconditionally and sincerely apologize. If it is a quality problem caused by customers' improper use, try to convince customers. If you can't convince them, you can only return underwear. Although underwear in the underwear industry is non-refundable, some customers don't like to ask for a replacement after buying underwear. If the salesman can't convince them, it's best to put the returned underwear products in the trash can in front of the customers and tell them what products you need to change with a smile. Please feel free to choose. If the price is higher than the original product, make up the difference to us, and the customer will say I didn't wear it. The clerk should answer that in order to be responsible for our customers, the company stipulates that all underwear returns should be treated as garbage. At this time, customers will feel embarrassed, maybe they will choose more products, and they can also establish a certain degree of integrity in their minds. Even if the customer asks for a refund for his own reasons, the salesperson can not return it, which will lead to intensified contradictions. After the quarrel, you still have to return it. Why not return it happily? We lost a product, but also won the trust of customers, which fully shows that customers are God.

27. Some customers spend money wisely. They will choose slowly in the store, and when they see the goods that suit them, they will ask the clerk questions. When meeting such a customer, the clerk should be patient, accompany the customer to choose slowly, and put the selected goods at the cashier first. They may stay in the store for an hour or two and may choose many products they need. Maybe they can't pick out any of them. Whether they buy or not, the clerk should be enthusiastic and apologize to customers who have not chosen satisfactory products.

28. Some customers are impulsive and easily persuaded. They like the compliments and compliments of salespeople, which make others think that she is rich. Salespeople should introduce more suitable products for customers to try on. If economic conditions permit, they will buy suitable products. The shop assistant can also sell some products to her family, for example, to know whether the customer has children and who is taking care of them for her. If the children's grandmother is taking care of them, the clerk can say that she takes care of the children very hard. A pajamas doesn't cost much, but it can represent your filial piety. Your husband will be very happy to see it.

29. How to praise customers: Every customer has his own advantages. He should be good at discovering the advantages of customers and learn to praise them. Obese customers should praise her for her fullness and happiness, unattractive customers can praise her for her good temperament or beautiful clothes, customers with children should praise her for her lovely children, and thin customers should praise her for her delicious food but not fat, such as good eyes, good skin, slim figure, beautiful hair and beautiful clothes.

30. How to receive customers who make comments: No matter whether the customer's comments are true or not, the sales staff should answer them sincerely. Your opinion is very important. I will reflect it to the company. Thank you. Even if the customer's comments are incorrect, don't refute the customer to his face. After analyzing whether the comments are true or false, good opinions must be accepted.

3 1. How to receive customers who buy defective products; If the customer claims that the selected product is defective, the salesperson should find out whether the product quality problem is true. If it is true, the products with quality problems should be immediately removed from the cabinet and replaced with good products, and customers should apologize. If the customer insists on buying a defective product, and the defect of the product does not affect the appearance and wearing, the customer aims to buy the product at a lower price, and the salesperson can appropriately reduce the price according to the situation. Some customers have this hobby, and some have limited economic conditions.

32. How to receive customers who like to buy special products: Sales staff should analyze whether customers have purchasing power. If the product he likes has no purchasing power, introduce some special products to the customer at this time, but take care of the customer's face and don't let her think that you think she has no money. For example, the salesperson can say that we have a special offer that suits you very well. It turns out that this product sells well and there are many repeat customers, because the size is not uniform and the quantity is not large. The company decided to reduce it to special sales. Original price 98 yuan current price, only 30 yuan. Just your size. You can try it on if you like. After the customer decides to buy, praise the customer's shrewdness.

33. How to prevent customers from stealing: Sometimes 3-4 customers enter the store together. They play dumb, one is standing at the cashier, and the other two are standing far away to let you pass. They pretend that they can't hear your sales pitch clearly and distract you. The other man is actually stealing money from the till. In this case, salespeople should not leave the cashier and pay attention to their every move. If you meet a customer who comes to the store with several children, the salesperson should not sell at this time, but should pay close attention to the children, who are actually here to steal the products.

34. How to identify customers who use counterfeit money: (1) Some customers bought a very worthless commodity and then paid 100 yuan. After the salesman checked the authenticity of the money, the customer said that he had change to get his 100 yuan back. Later, he said that he didn't have enough change and gave it to the shop assistant 100 yuan. (2) Some customers will take some unfamiliar money to pay. He will say that it is a foreign currency such as US dollars and pounds, and the exchange rate is very high. He asked the customer to change it into RMB. In fact, the exchange rate of this money is very low and worthless. The salesperson suggested that the customer go to the bank to exchange RMB.

Customers are God, and we are in the service industry. When we started this business, we decided to work hard and give our smiles to every customer.

Underwear sales method 2:

Shopping malls may not be the best place to sell underwear products. Some underwear brands began to establish specialty stores and chain stores, and used them as the main channels for their own brand sales.

The underwear fashion trends released by previous China International Fashion Week seem to confirm one point to people: the fierce competition in the internationalization of China underwear market is inevitable.

In fact, in the domestic market in recent years, although the competition of underwear is not as fierce as that of ready-made clothes, in a short time, European and American underwear brands have opened the door to China. In 2004, Li Lirui Clothing Group of the United States landed in China, bringing the famous underwear brand Hanes. This is American basketball legend Michael? The underwear brand endorsed by Jordan started its trip to China in high-end shopping malls in Beijing and Shanghai.

High-end brands from France and Italy, such as Lise Charmel, Aubade, Cotton Club, Huit and Lejaby, have also entered high-end shopping malls in Shanghai and Beijing.

The high-end market is strong, and the mid-end brands are not to be outdone. China brand underwear market is gradually showing the situation of multi-brand segmentation. It is no longer the old faces who have been familiar with it for many years, but new market rules are quietly taking shape. According to the domestic market survey, women prefer to buy underwear in specialty stores and department stores, while men prefer to buy underwear in supermarkets and convenience stores; The consumption intention of urban consumers tends to be middle and high grade, while that of rural consumers tends to be middle and low grade; Rationalization, health, fashion, branding and internationalization are becoming the obvious characteristics of underwear circulation and consumption. After high-end brands at home and abroad occupy high-end shopping malls in large and medium-sized cities with strong brand appeal, sales channels and marketing methods have attracted more and more attention from brand underwear enterprises.

Defects need to be solved urgently

? Entrepreneurs, including underwear dealers, can recall how beautiful underwear in comprehensive shopping malls was before 2004, including thermal underwear and traditional underwear. ? At the 2006 Working Conference of Underwear Professional Committee of China Garment Association and China Underwear Development Forum held on February 23rd last year, the words of Well Lee, a marketing expert, evoked the thoughts of all the people in the industry present. Scenery? Age.

At present, this kind of scenery seems to have disappeared. ? Dealers change brands year after year, and brands change dealers year after year. This is the mutual distrust between the two sides and the nonstandard brand marketing policy. ? Well Lee said.

In fact, there are some problems in the circulation channels of domestic underwear market at present. First, the operation is not standardized, including market order, competition, management, upstream and downstream relations, management and so on. The situation caused by this series of irregularities is concept war, advertising war, price war and promotion war. In this process, many underwear brands have made great efforts in price. Overall, market prices continue to fall. It can be said that the whole marketing method is not fresh, that is, fighting for price? .

Secondly, brand loyalty is poor. Due to various irregularities, insufficient brand building, serious product homogeneity and great damage to brand image, dealers and agents are always looking for new brands, manufacturers have to open up new channels every year, and consumers are numb to products, so it is difficult for enterprises' brand power to be transformed into sales power.

Finally, the relationship between dealers and manufacturers is not harmonious, and many manufacturers use various means to occupy the funds of dealers; It is difficult for channel providers to obtain the interests protection and service support of manufacturers, and the two sides cannot establish a strategic win-win relationship; The effectiveness and controllability of channels are not high; It is difficult for the market to guide production; The allocation of channel resources is unscientific and uneconomical.

? These are all problems that need to be solved urgently. ? Well Lee said that he believes that underwear enterprises have lost many things due to the limitation of thinking, including? New market, new share, new profit growth point? After several years of tempering, the enterprise has produced a new model. For example, if you want to be a brand, you have to advertise, and if you want to promote sales, you have to fight price wars. .

In his view, many enterprises tried to make breakthroughs in all aspects in 2006. For example, as a leading enterprise in the industry, what about some first-line brands? Extension? ,? On the one hand, it reflects the growth of brand comprehensive strength, on the other hand, it shows that enterprises are already weak in marketing and can't find new growth points, so they have to fight production costs with manufacturers in Jiangsu and Zhejiang? Well Lee said,? This is actually a kind of helplessness. ?

The extension mentioned by Well Lee should refer to the extension of brand enterprises to channels. ? Originally relying on dealers and agents, now the profits of dealers and agents are very low, so (enterprises) build their own networks. ? Well Lee said.

Change reality? Turn around?

In fact, in recent years, the market focus of foreign brands has sunk and gradually shifted from central cities to county-level markets. However, domestic brands can't get space in shopping malls and display space in supermarkets, so they are unwilling to enter the wholesale market. Therefore, these brands began to seek changes in marketing models and channels.

The enterprise's attempt may change the adversity faced by underwear marketing in the future. In Well Lee's view, what might happen in 2007? Turn around? .

In fact, for a long time to come, traditional terminals, including large and medium-sized shopping malls, will still be in the dominant position in underwear sales, but from the development trend, shopping malls may not be the most suitable places for underwear products, because the profit space and buying habits of underwear are different from the atmosphere of shopping malls. What did Well Lee say? Turn around? Some brands rely on brand culture and business culture to establish specialty stores and chain stores, and make them the main channels for their own brand sales.

At present, the domestic underwear market is still in the battle stage of single-plank bridge. This? A wooden bridge? It's a shopping mall, but in recent years, the attention of shopping malls to underwear is far less than before. According to the research on consumers' psychology by relevant institutions, the convenience of consumers buying underwear accounts for a large proportion, which has risen from the purchase of single personality behavior to the purchase of family members' behavior. In this process, underwear terminals are needed to provide convenient, one-stop and consulting services, which are obviously not available in shopping malls.

Under such circumstances, many cities have appeared a single underwear brand terminal chain. These brands do not regard shopping malls as the main sales places, but turn their attention to specialty stores and franchise stores. In Well Lee's view, this is very feasible. As far as I know, there are thousands of underwear stores in Zhejiang Province, and the average daily sales of a single store is about 1500 yuan, covering every corner of a city. Because of convenience, a good shopping atmosphere has been formed. ?

In addition to the sales network established by brand enterprises themselves, a multi-brand terminal chain is also taking shape. Although the terminal itself does not produce products, all products are supplied by upstream enterprises, but it has its own chain terminal brand, and its operation also has its own characteristics and differentiation, such as differentiation in promotion, service and product quality assurance. ? After forming its own characteristics, it was born just like the Anhui market? Focus rotating altar? Such a chain terminal brand. ? Well Lee said.

Of course, in addition to channel reform, enterprises must also guarantee from more fundamental links? Turn around? .

In fact, a few years ago, there was a lot of strong marketing of thermal underwear. Brand? However, most of these brands rely on concepts to win, flashy, follow the trend seriously, and pursue novelty and uniqueness of concepts, which is not real product differentiation. In fact, due to the limitations of underwear in style, color and accessories, consumers must experience it before they can judge its advantages and disadvantages, which makes underwear? Label? Itself is not very important to consumers. If products focus on marketing and quality, and launch truly differentiated products and services, consumers will naturally ignore labels.

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