Seeking the true case format of clothing sales

A, clothing shop assistant sales responsibilities

1, familiar with the goods in your store, can clearly know which clothes are suitable for what kind of customers, and it is estimated that every dress can be kept in mind.

It is the most difficult thing to master the psychology of customers. We can judge what kind of clothes customers want by the clothes they wear when they enter the store and the browsing after they enter the store.

3. Professional support; Do professional advice and collocation, so that customers can choose clothes that are not only satisfactory to themselves, but also to their friends.

4. Increase your knowledge, master more knowledge related to your work or relative to the customer base, and find the same topic when chatting with customers.

5, customer files, leaving customer information, so as to better serve customers.

Second, understand the customer's situation.

When promoting their own products, potential users often have various psychological changes. If the salesperson does not carefully ponder the user's psychology and come up with "housekeeping skills", it will be difficult to understand the real intention of the other party.

How to promote products to different users and see what kind of people they belong to can take different measures for different types of users to achieve "targeted", so as to get twice the result with half the effort.

1, pretentious:

No matter what products they have, such people always show great understanding and always treat them with disapproving eyes. Generally, these people have superior economic conditions and are mostly intellectuals.

●● Countermeasures: This kind of person likes to listen to compliments. You should praise him (her) more and cater to his (her) self-esteem. Never laugh at or criticize him (her).

2, grumpy, naysayers:

He has a bad temper, doubts everything, is particularly impatient, likes to teach others lessons, often loses his temper for no reason, and sometimes likes to "sing against you".

●● Countermeasures: Smile to impress others, first admit that the other party is reasonable and listen more. Don't be "threatened" and then "flattered" by the other party. It is advisable to impress him (her) and them with supercilious words. When the other party has a sense of superiority in front of you and understands the benefits of the product, they will generally buy it.

3, indecisive type:

I mean to buy, and my attitude is sometimes warm and sometimes cold, and my mood is changeable and unpredictable.

●● Countermeasures: First of all, gain the trust of the other party. This type of people will have "negative thoughts" in their minds when they think calmly, so induction is more appropriate.

4. Cautious type:

This kind of people have economic strength, sometimes they will keep silent and observe on the spot, sometimes they will have endless questions, speak slowly and carefully, and usually stay on the spot for a long time.

●● Countermeasures: To cater to his/her speaking speed, speak as slowly as possible to make him/her feel credible. When explaining the functions of products, it is best to use experts' words or real facts, while emphasizing the safety and superiority of products.

5, greedy and cheap:

I hope you can give him (her) a lot of discounts before you want to buy and bargain.

●● Countermeasures: Talk more about the uniqueness of the product, give him or her a product or make a free list, highlight after-sales service, and make him or her feel that it is cost-effective to accept this product. More common in women.

6. Come and go in a hurry:

Check in a hurry and always say that he (she) has limited time. In fact, this kind of people are most concerned about quality and price.

●● Countermeasures: praise him (her) as a lively and full person and directly tell the benefits of the product. Get to the point and don't beat around the bush. As long as he (she) trusts you, this type of person usually does things very quickly.

7, economic deficiency type:

Such people want to buy, but they have no extra money. They just don't want to buy it for many reasons.

●● Countermeasures: As long as he (she) can be sure that he (she) is interested in the product or wants to get treatment, but he (she) can't get the money, he (she) should find ways to stimulate his (her) desire to buy, and make him (her) feel unbalanced by comparing with others, or he (she) can buy in batches.

Third, clothing related knowledge (popular characteristics)

1. novelty

This is the most striking feature of fashion. The emergence of popularity is based on the expression psychology of consumers seeking change and pursuing "novelty". People hope to break through the tradition and look forward to the affirmation of new students. This is mainly manifested in the three major changes in style, fabric and color in clothing. Therefore, clothing enterprises should grasp people's "fickle" psychology and meet the demand of "seeking difference" in consumption.

2. Short-term

"Fashion" will not be popular for long; It must not be a "fashion" that has been popular for a long time. If a clothing style is accepted by everyone, it will deny the original "novelty" characteristics of clothing, thus making people start new "curiosity". If a popular style is abandoned by most people, then this style of fashion has entered a recession.

3. General

Only when a clothing style is accepted by most target customers can it really become popular. Following and imitating are two popular behavioral characteristics. Only a few people use it, and it can't afford fashion trends anyway.

4. periodicity

Generally speaking, a clothing style will appear with a new look in recent years from popularity to disappearance. In this way, the fashion of clothing presents periodic characteristics. Japanese scholar Uchiyama and others found that the change period of skirt length is about 24 years.

Fourth, sell yourself to customers.

In sales activities, people and products are equally important. According to the statistics of new york Sales Association, 7 1% people buy from you because they like you and trust you. Therefore, the shopping guide should win the trust and goodwill of customers.

● Shopping guide needs to do the following:

1. Smile.

Smiling can convey sincerity, and charming smiling is a long-term practice.

2. Praise customers.

A compliment may keep a customer, promote a sale, or change a customer's bad mood.

3. Pay attention to manners.

Etiquette is respect for customers, and customers choose people who can make them like shopping guides.

4. Pay attention to the image.

Shopping guides appear in front of customers in a professional image, which can not only improve the working atmosphere, but also gain the trust of customers. The so-called professional image is to guide the buyer's clothing appearance, manners, mental state, personal hygiene and so on. , can bring good feelings to customers.

5. Listen to customers.

A common mistake made by inexperienced shopping guides is to talk about products as soon as they come into contact with customers until they get bored. Listening carefully to customers' opinions is one of the most important ways for a shopping guide to establish a trust relationship with customers. Customers respect those shopping guides who can listen to their opinions carefully.

Verb (short for verb) sells advantages to customers.

The common mistake made by shopping guides is featured publicity-they introduce the materials, quality and features of products to customers, but they just don't tell them what benefits these features can bring. Shopping guides must remember: we are not selling products, but the benefits that products bring to customers-what kind of needs products can meet and what benefits they bring to customers.

Shopping guide is divided into three levels: low-level shopping guide stresses product characteristics, intermediate shopping guide stresses product advantages, and advanced shopping guide stresses product benefits.

● How does the shopping guide sell benefits to customers?

1. Interest classification:

(1) product benefits, that is, the benefits that products bring to customers.

(2) Enterprise benefits, the benefits brought to customers by the technology, strength, reputation and service of the enterprise.

(3) Differentiated benefits, that is, benefits that competitors cannot provide, that is, unique selling points of products.

2. Emphasize the main points of promotion

The benefits of a product are various. Shopping guide can't cover everything, but should focus on what customers are most interested in and care about. A basic principle of sales promotion is that "instead of discussing all the features of a product at length, it is better to focus on the issues that customers are most concerned about".

The main point of sales promotion is to express the purpose of the product in short words, and the part that can best stimulate customers' desire to buy in design, performance, quality and price.

Although the products promoted by shopping guides are various, the main points of promotion are nothing more than the following aspects: applicability, compatibility, durability, safety, comfort, simplicity, popularization, practicality, beauty and economy.

3.FABE promotion method: transforming product characteristics into customer benefits.

F stands for feature;

A stands for the advantage generated by this feature;

B stands for the benefits that this advantage can bring to customers.

E stands for evidence (technical reports, letters from customers, newspaper articles, photos, demonstrations, etc.). ).

FABE method simply means that after finding out the feature that customers are most interested in, the shopping guide analyzes the advantages of this feature, finds out the benefits that this advantage can bring to customers, and finally produces evidence to prove that the product can really bring these benefits to customers.

Six, the seller's sales methods

1. Be confident when recommending clothes to customers. When recommending clothes to customers, salespeople must have confidence in themselves, so that customers will have trust in clothes.

2, suitable for customer recommendation. When presenting goods and explaining them to customers, we should recommend suitable clothes according to the actual objective conditions of customers.

3. Use gestures to recommend to customers.

4, with the characteristics of goods. Every kind of clothing has different characteristics, such as function, design, quality and so on. When recommending clothes to customers, we should emphasize the different characteristics of clothes.

5. Focus the topic on commodities. When recommending clothes to customers, we should try our best to lead the topic to clothes, and pay attention to customers' reaction to clothes, so as to promote sales in time.

6, accurately say the advantages of all kinds of clothing. When explaining and recommending clothes to customers, we should compare the differences of various clothes and accurately tell the advantages of various clothes.

7. Start with 4W. Making suggestions on when to wear, where to wear, who to wear, why to wear, etc., is conducive to sales success.

8. Keep the main points short. When explaining the characteristics of clothing to customers, the language should be concise and clear, and the content should be easy to understand. The most important characteristics of clothing products should be stated first, and then spread out layer by layer if you have time.

9. Specific performance. According to the customer's situation, improvise, don't be stereotyped, just say "this dress is good" and "this dress suits you best" and other simplified and generalized marketing languages. Change the way of speaking according to the sales target. Introduce different content to different customers to suit everyone.

10, sales staff grasp the fashion trend, understand the fashion pioneers, and explain to customers that clothes conform to the fashion trend.

Seven, sell products to customers

There are three keys for shopping guides to sell products to customers: first, how to introduce products; Second, how to effectively solve customer objections; The third is to induce customers to clinch a deal.

(A) product introduction method

1. Language introduction.

(1) Tell a story.

Introducing goods through stories is one of the best ways to convince customers, and a wonderful story can leave a deep impression on customers. The story can be the details of product research and development, the fact that the production process pays attention to product quality, and the satisfaction that the product brings to customers.

(2) Examples.

It is more attractive to prove a truth with facts than to discuss a thing with truth, and vivid examples are easier to convince customers. Evidence can be honorary certificates, quality certification certificates, statistical data, expert opinions, advertisements, newspaper reports, letters from customers, etc.

(3) speak with numbers.

It is necessary to specifically calculate how much and how much benefits the product brings to customers.

(4) metaphor.

Compare what customers are familiar with with the products you sell, and explain the advantages of the products.

(5) Franklin persuasion.

That is to list the benefits that customers can get after buying products and the disadvantages of not buying products one by one, and to enhance their persuasiveness by listing facts.

(6) Image description of product advantages.

To bring the benefits of products to customers, let customers imagine that they are enjoying the products in their minds through vivid descriptions.

(7)ABCD introduction method.

A (authority), using authoritative organizations to evaluate enterprises and products; B (better, better quality), the display quality is better;

C (convenience), which enables consumers to realize the convenience of purchase, use and service;

D (differences), vigorously promote their own characteristics and advantages.

Step 2 demonstrate

Shopping guides only use language to introduce products, facing two problems: first, many characteristics of products can not be clearly introduced in language; Second, customers are dubious about the introduction of the shopping guide. At this time, it is very important to guide the demonstration and use the sales tools.

The so-called demonstration is to show the performance, advantages and characteristics of the product in some way, so that customers can have an intuitive understanding and personal experience of the product. Shopping guides can demonstrate by stimulating customers' sense of touch, hearing, sight, smell and taste according to the commodity situation. A well-designed demonstration method can create a sales miracle.

Shopping guides should always check: are the demonstration props clean and pleasing to the eye? Is there any special demonstration method? Have some good demonstration methods been implemented, or are they still stuck in ideas? Are you proficient in presentation methods?

3. Sales tools

Sales tools refer to all kinds of materials, utensils and appliances to help introduce products, such as customer letters, pictures, photo albums, product publicity materials, brochures, POP, statistical data, market research reports, expert testimony, authoritative organization evaluation, production licenses, award certificates, business department franchise certificates, appraisal books, newspaper clippings, etc. Shopping guides can design and make sales tools according to their own situation. A shopping guide who has prepared sales tools will certainly give satisfactory answers to various questions raised by customers, and customers will trust and buy with confidence.

The promoters of Tai Fang Company use the desk calendar or the renderings in the product manual to show the perfect combination of products and cabinets, and make customers want to buy. Under the background of cracking down on false advertisements, the company's products are real two-star products by using the two-star logo marked on products and leaflets. When introducing products, promoters hold leaflets, indicate the location of the introduction content on the leaflets while introducing them, and finally give the leaflets as gifts to customers seriously. In this way, the promoters can explain it in an orderly way, so that customers can clearly know the advantages of the company's products.

(b) Eliminating customer objections

Objection doesn't mean customers won't buy it. If the shopping guide can correctly handle customers' objections and eliminate customers' doubts, it will prompt customers to make up their minds to buy.

1. Prepare carefully in advance.

Enterprises should collect and sort out customer objections encountered by shopping guides and formulate unified answers; The shopping guide should be skilled and can answer according to the standard answer when the customer refuses.

2. "Yes, but" method.

If the customer's opinion is wrong, the shopping guide should first admit that the customer's opinion is reasonable, and then save face for the customer before putting forward different opinions from the customer. This way indirectly negates customers' opinions, which is conducive to maintaining a good sales atmosphere, and the opinions of shopping guides are easily accepted by customers.

3. Methods of consent and compensation.

If the customer's opinion is correct, the shopping guide should first acknowledge the customer's opinion, affirm the shortcomings of the product, and then compensate and offset these shortcomings with the advantages of the product.

4. Use treatment.

Turn customers' objections into reasons for customers to buy. For example, the shopping guide of a heater can answer the question that "the product is too small and the use effect is not good": "Small and exquisite is a great advantage of our product, which is very suitable for your child to keep warm when doing homework".

5. Query processing method.

Answer customers' objections by asking questions or questions. If the customer says, "Your stuff is very good, but I don't want to buy it now", the shopping guide can ask, "Since it is very good, why not buy it now?" In this way, the real reason why customers don't buy is found out, which is helpful to convince customers.

When dealing with customer objections, the shopping guide must remember that "the customer is always right". Shopping guide is to sell products to customers, not to argue with customers. When there is an argument with customers, it is the beginning of sales failure.