Wang Yue: Sales Performance Comes From The Change Of Idea.

Wang Yue

Lay a foundation in the luxury industry

Wang Yue's personality is indeed suitable for being a store manager. His words always reveal a positive and healthy attitude. Seeing Wang Yue's name is often regarded as a girl, but he never mind. He thinks his name can be understood as "the teacher of the king, the Dragon Yan is happy." Optimistic and generous character makes Wang Yue somewhat chic in his work, which is in line with Mans Brandon's brand temperament. The Beijing boy has been working in the clothing sales industry for 5 years. His story does not sound simple at all.

In October last year, Mans Brandon opened a store in Beijing's landmark shopping mall. Wang Yue was ordered to be the store manager. This is not the first time he took over a new store. Before that, he had worked as a store manager for more than two years in Dunhill. When he took office, he was also facing a new store, and he was also a highly regulated luxury luxury store.

Speaking of his first experience as a manager, Wang Yue said, "this is a chance." In order to expand the store, Dunhill decided to open a new store in Jin Yuan's Yansha. At that time, Wang Yue had already done a senior sales position at Dunhill Parkson shop, and was just arranged in the new store's team. He acted as a deputy to help the store manager open the new store.

However, the plan failed to catch up with the change. The manager of the team failed to come to the store to execute the company plan in time for personal reasons. Wang Yue passed the regional manager's assessment and was trusted by the management. "Fortunately, when I am a shop assistant, I have accumulated some experience, whether I do accounts or store management." Wang Yue said, at that time, it was really hard to start the new store with great pressure. Six months later, the performance of new store climbed steadily, and the stone hanging in his mind gradually dropped.

Through this experience, Wang Yue accumulated a lot of valuable experience, he said: "luxury goods this line, its half kneeling service let me understand that the most important thing to do sales is to straighten out the mindset." Since last October, when Mans Brandon was the store manager, Wang Yue has been refining new team management methods from his past experience. On the one hand is the existing practical experience, on the one hand is the new management experience, Wang Yue has stood at the forefront of the sales industry. {page_break}

A good shopping guide is like a psychiatrist.

In the process of opening new stores, Wang Yue not only grasped the basic process of new store opening, but also summed up the growth rules of salesmen. Wang Yue's view is that the store manager is the core of the team, and the shop assistant is the pillar. First of all, let the salesperson change his mind if he wants to create a good sales performance.

In the eyes of ordinary people, sales are about selling products. Wang Yue believes that this concept is actually a kind of "negative thinking selling for sale", which only has great limitations for clothing itself. "The real good way should be from the perspective of customers' consumption habits. Take the initiative to understand the guest's favorite topic, so that they can have a common sense of dress taste and attitude towards life, so that they can reach a consensus with the guests. Wang Yue said with a smile, "good shopping guide is like a psychiatrist, to accurately grasp the psychology of others." Therefore, in his spare time, Wang Yue will encourage salesmen to know more about topics of interest to customers, such as cars, cruise ships, golf, cigars, and so on, making them a means of auxiliary sales.

It was less than a year since Wang Yue opened shop last year. When he opened the shop, he still remembered: "the team is newly established. We don't know each other. Some of the salesmen have no experience in shopping guide." Now, after half a year's training, every salesperson has become a sales expert. It can be seen that the idea advocated by Wang Yue has achieved good results. Therefore, specific to every sale, Wang Yue's practice is: "whenever a salesperson makes a sale, I will follow suit, and integrate into the sales process of the salesperson in time, and complete the sales with him, the main purpose is to let the clerk understand in practice."

During the sale of luxury goods, Wang Yue met all kinds of customers. "Every day, we have to face all kinds of people, and we can describe them in a mixed fashion." This enabled Wang Yue to learn quickly and accurately to understand the psychological needs of guests through their manners. In Wang Yue's view, sales are in the process of chatting with guests, find out where the psychological satisfaction of customers shopping. "Some people like to buy high priced products, such as high-end luxury goods. There is a kind of" vanity mentality "behind this behavior. Timely praise of customers will achieve good results. Some people like to buy things with high cost performance, and if they provide some practical suggestions, they will be more helpful.

Not long ago, Wang Yue had met such a husband and wife customer: at that time, the man was trying on a suit in the fitting room, and Wang Yue learned from the female customer waiting outside the fitting room that her husband usually liked to stay at home and didn't like to buy things, but he did not like to try clothes. "Because her husband thinks he is fat and doesn't look good in anything." Wang Yue followed the topic of the female customer and talked about how to keep fit and how to lose weight. When the man finished his clothes, the customer immediately persuaded him to buy the suit. {page_break}

Know the brand well.

During the off-season, Wang Yue often encourages salesmen to know more about Mans Brandon's brand background and related product knowledge. Unlike the general brand, Mans Brandon brand relies on Nanshan Group and has the advantage of the top high-end suit fabric chain. It is a fashionable commercial casual menswear brand promoted by Nanshan Group.

Wang Yue knows Mans Brandon's brand well, especially in terms of fabric superiority. With regard to the yarn count and functionality of each product, he can deliver it to customers in a short time, which is closely related to his previous accumulated experience in the industry. Because mans Brighton has made a thorough study of Zegna's successful experience in China, and has launched the advanced garment tailoring service. Coincidentally, when Wang Yue just worked in Zegna for a year, he conscientiously studied Zegna's service methods in the making of advanced garments. Wang Yue said that Zegna's advanced customization requires salesmen to acquire very specialized fabric knowledge so as to provide the most thoughtful service in the process of communication. "Because the most difficult part of advanced customization is not tailoring, but communication in the whole process". Therefore, after Mans Brandon, Wang Yue consciously encouraged shop assistants to enhance their knowledge of fabric.

In the attitude of clothing sales work, Wang Yue is meticulous. It's easy for him to see Capricorn's passion for work, but he's actually a Pisces. Why do people make such an illusion? Wang Yue's answer is: "maybe it's related to my role. Since we have a team, we are responsible for the team and responsible for the company. As a manager, we must have a daring attitude."

Over the past year, Wang Yue's 8 team created a stable sales performance for the company in more than 130 square meters of the world trade sky order, opened Mans Brandon's market in Beijing, and laid the foundation for Mans Brandon's next step in Beijing. Some people call Mans Brandon's World Trade Circle "the place where dreams begin", which is indeed fulfilled in Wang Yue.