Marketing Skills: Joint Selling

When ordering at KFC and McDonald's, the waiter will never forget to ask you: would you like to try a new set of snacks or snacks? Go to the barber's shop to cut your hair, and the stylist will definitely recommend to you: your hair will be more beautiful if you dye it, your hair is dry, so you should take care of it.

Even if you are in a shopping mall or clothing special area, the salesperson will say that if you add XX yuan, you can choose a product like this.

There is only one thing that businessmen bother to ask, that is to pay more money from the pockets of consumers.

In today's increasingly fierce commercial competition, all kinds of retail formats, brand manufacturers, large or small, are trying to improve their customers' consumption and sales rate.

First, we should try our best to increase the volume of passenger traffic, and have the passenger flow to start the competitive sales level and competitive business performance.

No matter whether the new product is recommended or the compliments of the tide, one of the "soft traps" is the best way to let customers pay.

Tap potential consumption

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This is also true. Joint selling has always been a topic of constant discussion, and is also the focus of training for front-line shopkeeper. But in fact, most of the front-line employees are hard to understand or really master the skills of joint selling.

What is a joint sale? In the target consumer really buy the products he needs, create and find other non satisfied needs, through the excavation and utilization of the sale is called joint and several sales.

A teenager finds his way from the countryside to the city. Because he used to sell products in the countryside from door to door, he quickly found a salesman in a department store.

The boss liked him very much, but was afraid that he was not used to promoting sales in the department store, so he told him to report the sales situation to him after the first day of business, so that he could make a review and amendment.

On the first day of work, it was hard to wait until the business hours were over. He then went to the boss to report the sale of the day.

"How many single deals have you completed today, young man?" "a single!" "are you really not used to selling in department stores? Our employees can finish at least ten to twenty pactions per person per day.

How much is the amount of your single paction? "Three hundred thousand!", "three hundred thousand!? a single deal? Three hundred thousand? How did you do it?"

"I sold a trumpet hook to a customer first, then a medium-sized hook, then a large hook, followed by a small fish fillet, medium fish fillet and large fish fillet.

After that, I asked the customer where he was going to go fishing. When he talked about the seaside, I suggested that he buy a boat, but he told me that he would not have enough horsepower to pull the boat, so I would take him to a car with enough horsepower. "

"What? The customer just came to buy a hook and you could buy him so many things." "no, he was just buying his napkin for his wife. When I talked with him, I told him that if you just stroll around the department store and go home, your weekend is white. Why not consider fishing?"

This is a story that a dealer friend is very familiar with. The truth of the story is not important, but we can clearly see that the achievement of high performance indicators is not how many customers you serve, but how many potential customers you dig from customers.

Professional matching suggestions

One strategy is the biggest difference from joint sales, which is that the additional products of joint sales are basically new products, unsalable goods or obsolete products. Some of them are also high quality products. However, the price of this high quality product is not lower than the actual retail price. Incidental selling is the main index that affects the unit price and performance of retail stores when the retail stores are sold. When customers choose a single piece of clothing, the reason is very simple. Clothes are to be matched. Only one item of clothing is selected for guests to go out and usually another item is selected. Why should the guests go out to find other houses? It looks like a promotional offer.

When a customer chooses a single piece of clothing, you need to immediately think that it is necessary to match the clothes. Only one garment is chosen to represent the guest to go out and usually choose another match. What we need to do is to take the initiative, enthusiastically and quickly to match the guests. If the customer chooses a sweater, we can help him choose his coat, trousers or skirt, and also match the exquisite sweater chain for her.

Before carrying out joint sales, we need to observe and ask questions to tap the potential demand of customers, just like the "young man" mentioned above, and we can constantly find customers' needs through close talks, such as the distance between customers.

It is very important to observe in the process of terminal sales. You need to observe your target customers and determine their needs. When you are familiar with the products of the whole field, you have first-class knowledge of products.

When you connect to the needs of consumers and combine the two, your sales will be based on the customer's perspective, providing sales of consulting services to customers.

When our target customers and friends (Tong Ban) shopping together, in the process of recommending and introducing goods, ignoring the feelings of guests Tong Ban is unwise sales.

Clever salesmen not only know how to please their partners, but also encourage him (her) to try when the time is right. Idle is idle. In doing so, they can not only gain friends' recognition of the store, cultivate potential customers, but also actively promote joint sales.

Induced display

Display is the shop's silent sales promoter.

The shopkeeper is willing to spend a lot of money on decorating the shop, and the display of his shop is becoming more and more important.

"Good display and poor display will have more than 100% impact on sales". Brilliant merchandising will not only enhance the added value of goods, but also attract consumers' attention and stimulate their desire to shop.

Customers always like to visit the attractive and attractive shops, and are always attracted by a group of clothes on the models or in the key display areas.

Sometimes it's just a small and subtle change, but it plays a big role in terminal sales.

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Therefore, the use of models to display the effect of matching can not be ignored, many times the joint sales, from the window model of the collocation.

How can the display be able to play the role of driving sales? First, the main shopping items should be displayed in the shop windows and the main direction according to the main stream of people.

The shop window and the sunny side of the shop are the key to attracting customers into the store.

Second, the window and sunny side of the store should not only focus on the display, but also help the customers to directly see the beauty of the clothing collocation.

It can increase the relevancy of goods, help customers buy collocation and promote sales of single products.

Over season promotional items,

And so on in the vicinity of the main push to facilitate our shopping guide to find the corresponding matching and accessories quickly.

At the same time, when sales personnel carry out joint and several sales to customers, the effect of physical matching is much more, which makes the guests more convincing.

Joint selling is encouragement.

In addition, we should use promotional opportunities to remind guests in a very excited tone in time: "now or never,"

In order to induce consumers to make purchase desire, we use zero price sales method to make use of the price characteristics.

For example, 88 yuan, 178 yuan and so on plus a few dozen yuan will be able to gather together the price, usually will suggest the customer adds ten yuan, 20 yuan to gather together buys the socks, the scarf and so on the small commodity, in does not want to change or feels that dozens of yuan small commodity is very affordable customer, is very willing to accept.

According to incomplete statistics, 50% of the store's performance comes from joint sales. Moreover, when calculating the actual profit contribution of a single product, the profit rate of joint sales is higher than that of the main product, while almost 80% of consumers, especially female consumers, visit the stores with or without discount or discount, which is several times the number of stores that do not have preferential policies or joint sales policies.

All in all, these positive supporting suggestions such as prettier, coordinated coordination, convenient exchange and more benefits can be used as a reason to recommend to consumers. In general, joint selling is encouragement.

However, although the sale is very tempting, dealers are also careful not to be fat.

As the saying goes, "take advantage.

Joint selling is built on the basis of appropriate size and then takes action.

If the customer's clothing is very compatible with the clothes they want to buy, then they are not suitable for matching sales.

Always grasp the degree of sales, do not give customers the impression that you are only interested in doing a big business.

The purpose of joint and several sales is not to raise the price and performance of our customers alone, but during the sale and service process, the salesperson is going to carry out joint sales to increase the value and benefits of the guests. He is full of joy and is full of guests. Please give him a statement when you spend time introducing every product to meet other needs of the customers.

To make the customer feel that you are starting from his immediate interests, instead of letting the customers see that once they decide to accept the advice of shopping guide and buy more products, the shop assistant's face immediately opens with a flower expression.

Therefore, in the early days of sales, when the guests did not explicitly buy a single item, the encouragement of joint sales and more purchases would easily cause the guests' vigilance and disgust. This is probably the reverse psychology of buying.