Three Major Clothing Retail Cases: &Nbsp; &Nbsp; Earning Considerable Hidden Wealth.

Liu Hongyan, less than 30 years old, to date Business clothing For 8 years, from ordinary shop assistants to lecturers to manager of the Training Department of OBI is a process from blossom to fruit. In the process, she has harvested wealth that others can not get, and has created the professional height expected by most of her peers. Focus on Store sales Let's talk about her different views on store service.

　 Wealth holes of traditional services

Shopping malls in all parts of the country, apart from being able to see all kinds of colorful products, shopping guides are also the "exhibits" you can't help watching. At present, all the stores in the shopping malls will spare no effort in decorating, and the display will also start their professional line. Then, in the case of "hardware" construction is becoming more and more perfect, what about "software", such as the service of shopping guide?

The shopping guide has a good reception skill first to win the starting line, but it also needs to win big and win.

In traditional Service mode Generally, it is through the customer's behavior, such as the attention rate, touch rate, inquiry rate, etc., and then effectively interacts, helps the customer get the appropriate money, color and code, and ultimately naturally deals, so the result of the transaction is often guided by the customer's target demand, and the number of transactions is limited. Similar to the traditional sales service is invisible wealth black hole. Specific cases are as follows:

　 　 case 1. Wealth index:

Miss Wang came to a store and told the guide that she needed to buy a short skirt. She bought a white skirt for her according to the characteristics, shape and complexion of Miss Wang. Miss Wang was very satisfied after the test, so she went to the cashier's office to pay a bill, and the store successfully sold a dress.

According to the above case, Miss Wang bought a skirt through the accurate recommendation of shopping guide when she was informed of Miss Wang's purchase needs. But Miss Wang's purchasing power is only one skirt. Please look at the following cases.

　 Let customers in the shop try on a suit.

Case two: wealth index:

Miss Wang came to a clothing store and told him that he needed to buy a T-shirt, so he bought a T-shirt and a white tower skirt and a pair of black Rome shoes. Shopping guide told Miss Wang that this year's popular dresses and Rome shoes. If you use these two pieces of matching T-shirts, you will make plain and casual T-shirts look beautiful and refined, and people are also lively and lovely. If there are similar skirts and shoes in her family, they can be used to match them. Miss Wang readily took the suit and went into the fitting room. As a result, customers who bought a T-shirt cost three clothes.

According to the above case, after knowing Miss Wang's consumption intention, the shopping guide did not recommend according to the target consumption needs of the other party, but stood at the height of the wardrobe consultant, and recommended to the customers. The result constituted a sales volume of 1 to 3, which not only increased the rate of single sales, but also made the customers trust you more and trust the brand.

The sales volume of 1 to 3 is seemingly simple. Actually, there is a set of professional matching skills and sales skills, just like what Liu Hongyan has advocated.

For VIP customers, it is relatively easy for the whole set to try on the other side, but for the casual visitors, one is strange, the other two is exchange and exchange, and ten have eight unwilling. For the key points of the package, Liu Hongyan manager, for example, said:

Professional matching technology goes hand in hand with sales techniques.

Case three: wealth index:

Liu Ling (a pseudonym) is a shopping guide for a specialty store. Recently, she had a headache. Many guests stood with their clothes in front of the mirror, but they did not enter the fitting room. It is often the guest who draws a few more interests and turns around and goes out. This is a very embarrassing thing, the sales performance every month is not satisfactory. {page_break}

Liu Hongyan said that when customers encounter clothes in front of the mirror, it shows that customers have good feelings in their opponents' clothes. What we need to do is to help customers to make decisions. For example, a customer oriented clothing is introduced to USP of clothing, while customers are guided to the door of fitting rooms, and then destined to push the door open, saying, "Miss, please try it on!" basically, 10 of these 6-8 guests will walk in and try them on. If you try it on, you will have a chance to do business.

What is this case conveyed to us? In short, it is the requirement for shopping guide selling technology and contingency capability, which is the basic requirement for shopping guide. After customers try to enter the store, we can also take the opportunity to find other matching funds according to the customer's clothing characteristics, body type and complexion. Only by making customers try more, can we expand the volume and probability of the transaction. Therefore, in the package recommendation, we need professional matching technology and sales support. How to make the shopping guide done? Liu Hongyan proposed the "cramming" coaching method. {page_break}

　　 "Cramming" devil training to create high single rate

The so-called "cramming" devil training is to let employees quickly absorb professional knowledge and skillful in matching skills in the explanation and training of devil.

　 In the promotion of shopping guide matching skills:

First: before the new product is put on the shelves, a matching meeting is held. First, the employees themselves match, try on the clothes, show the costumes in the way of model show, the rest of the staff conduct the audit and grading as the judges, and find out the matching amount of each garment through the try and score. Then, according to the style and color of clothing, subdivide the layers of clothing suitable for each garment. The whole process of matching display is recorded by the store manager, and the final match results are formed, that is, the "Daquan" of the season's products, and then one hand.

Second: the "cramming" training mode, let the shopping guide to "back up" all back, and to learn and use.

Third: group PK competition, for example, in 3 minutes, see which group of shopping guide based on the test questions matching more sets. The ultimate goal is to let guide shopping match at least 5 sets of clothes in 1 minutes, and each garment is matched with at least 3 clothes, accessories, bags and shoes. This group PK competition can stimulate the creative spirit of the shop assistants, so that the shop assistants can concentrate more energy, think more freely and have more imagination. Even the relatively loose or weak salesmen in the PK competition mode will have an invisible force to make them work hard.

Fourth: in addition to cramming strong training, it is also necessary to implement effective rewards and punishments.

　　 In the promotion of shopping guide:

1, let excellent staff share with you how to achieve high rate of single rate. A small learning conference can be launched to explain each other's problems and solutions when they dress for their customers. This is an excellent way to learn from each other and progress, and to integrate sales technology resources. It plays an important role in promoting the purchase of professional skills.

2., like the cramming technology of spoon feeding, the devil's grouping PK is also needed to improve shopping guide selling skills. In the process of PK, problems and summaries are found again.

3. combined with the above sharing, the special responsible person combs out a set of systematic sales routes and contingency techniques. This set of sales techniques, including coping with diverse thinking of different customers and non normal situations, is a collection of wisdom and general selling stores. It needs to be presented to you in the form of text. It is best to have one hand and one book to be familiar with each other.

Liu Hongyan manager believes that to let customers enter a door to try on a set of clothes to form a sales concept and habits, and then we can try to extend more professional services for customers, such as understanding the customer's occupation and living habits, and designing different occasions for clothing and matching suggestions. This is not a recommendation, but rather a number of sets, because customers have different clothing requirements on different occasions. Once the professional service is open to customers, the complete set of matching recommendation becomes a professional accomplishment, and becomes an obligation and responsibility to help customers improve the quality of life and solve the problem of matching. Then, letting customers enter a suit to try on a suit will become a matter of course. Solved the confusion of shopping guide, and opened the door to increase the rate of single store.