Clothing Sales To Find Customers Buying Motivation

Act as Couture In addition to having good eloquence and sensitivity, salespeople should also understand the psychology of customers and understand the four factors that affect customers' purchasing psychology, that is, motivation, perception, learning and belief And attitude. Understanding this knowledge will help salespeople to determine what motivations the customer needs.

American psychologist Maslow put forward the theory of hierarchy of needs. This theory shows that people are driven by various specific needs at a specific stage. Why do they spend a lot of time and energy on personal safety and pursuit of respect for others? Maslow believes that the needs of human beings can be arranged at a hierarchical level, first meeting the most urgent needs, and then meeting other needs. These needs can be arranged at different levels, including physiological needs, social needs, self-esteem needs and self actualization needs. A society always seeks to satisfy the most important needs first. But when he satisfies the most important needs, the hungry man will never be interested in the novelty of the art world, nor will he pay attention to other people's views on him or whether he respects the inland or even the purity of the air around him. However, when the physiological needs of the sub elements are satisfied, he will turn his attention to other problems, thus creating new needs.

　　 Sale Personnel can directly apply this theory in sales activities. Miss Li works in the clothing department of a large department store and is responsible for the sale of clothing. Although she just joined the job, she soon became the most outstanding salesperson. Her experience is: "listen to the customers." Many salesmen like to talk to customers. They always think that they should talk about every detail of customers' products, and I always start selling with a few gossip. This can make customers relax and I can get a general idea of what customers think. Then I try to find out the characteristics of the customers in the clothing wear, so that I can put forward specific appeals in the sales. Avoid wasting time in introducing problems that customers are not interested in.

If a salesperson understands that the main interest of a customer is not cheap or practical, he can emphasize that the clothing is the most popular or most luxurious representative and status symbol in this statement, so as to impress customers and better satisfy the needs of customers. If you choose the wrong direction in the sales statement, you can simply emphasize the economics of the clothing, and you may be completely defeated.