How Does The Clothing Guide Member Approach The Customer To Promote The "Three Meters Principle"?

< p > opening shops to achieve better product sales is to be good at approaching customers. This is also a very skillful job.

This is a good way to do so, not only to close the psychological distance with the customer but also to facilitate the paction as soon as possible; conversely, the consumer is scare away without opening the mouth.

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< p > to discuss how to approach some basic skills of customers and how to master consumer psychology and consumer behavior to facilitate sales.

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< p > < strong > 1, and "three meters principle" < /strong > /p >

< p > that is to say, when customers are three meters away from home, they can greet customers, smile and eye contact, all of which must be sincere from the heart.

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< div align= "left" > found that many shopping guides like to use "please look at them" instead of "welcome."

I do not know that this sentence just instilled a "look away" for customers.

The subconscious.

So if you are used to saying "please look at it", you should correct your statement immediately.

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< p > sometimes when we shop in stores or shopping malls, we will also encounter some overly enthusiastic shopping guides. They will greet you from a distance. When you walk into her counters, she will follow and follow her, and start chattering about their "a target=" _blank "href=" http://www.91se91.com/ > dress /a.

As consumers in modern society like to have a relaxed and free shopping environment for their appreciation and selection, your indiscriminate presentation will make them feel an invisible pressure and run away as early as possible.

Therefore, we must avoid "excessive enthusiasm".

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< p > < strong > 2, behave congruently, < /strong > /p >

< p > 1: standing at the fixed position to greet the customers, they should be calm and natural, modest and respectful, with the ability to straighten their chest, lower their eyebrow, and smile; their feet are naturally separated from their shoulders; the two hands hold hands (the right hand presses the left hand) before the lower abdomen; the feet should not be diverted; the knees should not be bent or jitter; the body should not be tilted, and the head should not be tilted or tilted upward.

No cabinet or cabinet; < /p >

< p > 2) sit: no time is allowed to sit, but in other occasions when you need to sit down, straight back, dignified, no customer's hands on the legs or on the table; hands can not hold the back of the back of the brain spoon; legs must not tremble, not stilt legs, more can not stretch straight; < /p > >

"P > 3) line: the step is light and steady, the face is relaxed and happy; the head is not low, the waist is unrestricted, the round swiftly with the need to grasp, give a kind of good image of the shopping lady.

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< p > 4, said: welcome guests in Putonghua, and welcome customers in polite and civilized terms, with natural and soft voice.

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< p > 5) listen: listen carefully, respond to the content you hear, nod your head and react. You can't be expressionless and absent minded. You can't seem to be tired of hearing or listening. You can't wave your hand or hit the cupboard with your hand to interrupt the guest's words.

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< p > 6: look at the guests, eyes on the guests intermittently, do not look at the west without purpose, look left and right, strabismus, cold and white eyes, prohibit the up and down.

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< p > 7: delivery: when delivering goods and articles to customers, hands should be handed in, humbly and affinities.

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< p > < strong > 3, treat five different kinds of customers differently < /strong > /p >

< p > 1) irritability customer < /p >

< p > to treat such a customer, the guide must be patient and gentle to talk with customers and understand his needs.

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< p > 2) dependent customers < /p >

P customers may be at a loss. They may not be able to make up their minds when choosing goods.

In this regard, the attitude of the shopping guide should be gentle and full of explanation. It is mostly for customers to take the initiative and make positive suggestions, but be careful not to cause any psychological pressure to customers.

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< p > 3) picky customer < /p >

< p > this kind of customer is suspicious and picky about any commodity. It is hard to be satisfied with the bone in the egg. The guide is very frank with them. They need to be insightful, concise and familiar with their business. They should seize the opportunity to show their rich knowledge of goods in good time.

At the same time, be polite, maintain self-control, not be dissatisfied with customers' criticism, or compete with customers for right or wrong. These are not sensible ways.

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< p > 4) common sense customer < /p >

< p > generally speaking, such customers are best served. They are polite and sensible.

Shopping guide only needs to use his own reason and friendly attitude to repay customers.

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< p > 5) the wandering customers have some customers coming to the store without any definite purpose. They are just idle and free to wander around. They may end up buying nothing. They are likely to buy them by chance.

For this type of customer, guide buyers should adopt an easy-going attitude, do not sell goods deliberately, and if customers are interested, they will provide services in a timely manner.

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< p > < strong > 4, salesperson should have seven kinds of consumer psychology: < /strong > /p >

< p > 1) realistic psychology < /p >

< p > consumers are not very fashionable in choosing a target= "_blank" href= "http://www.91se91.com/" > dress < /a >. As long as they are beautiful and generous, they are suitable for their own style needs and pay attention to quality and practicality. The core of their motives is "practical" and "practical benefits".

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< p > main consumers: housewives and general income earners.

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< p > 2) novelty psychology < /p >

< p > consumers are especially interested in fashion and fashion when shopping for goods.

It is never considered whether the goods are durable and the price is reasonable.

The core of this motive is "fashionable" and "peculiar".

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< p > main consumers: fashionable young men and women.

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< p > 3) seeking consumers with low mental health, when shopping for goods, they especially care about the price of goods, and like products that are inexpensive or low priced.

The core of their motives is "cheap" and "low-grade".

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< p > main consumption target: low income stratum.

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< p > 4) compared with psychology < /p >

< p > when consumers choose clothes, they are not at all urgent or necessary, but are motivated by emotion. There are contingency factors. They always want to be beautiful and surpass others to get psychological satisfaction.

The core of their motives is contending.

The main consumers: white-collar, boss (Tai Tai).

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< p > 5) personalized psychology < /p >

< p > consumers choose their clothes according to their habits and hobbies. They tend to be very tendentious and behave rationally.

The core of their motives is "single" and "personalized".

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< p > main consumer: lovers of one aspect.

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< p > 6) herd mentality < /p >

< p > customers often have a misconception that they always buy good goods.

Therefore, the root of the phenomenon is "conformity mentality"! < /p >

< p > women are most likely to be influenced by others when shopping. For example, many people are snapping up some kind of merchandise. They are also likely to join the snap up procession, or they usually pay special attention to observing her dress. If others say yes, she will probably make up her mind to buy. If others say bad, they will probably not buy it.

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< p > 7) generally speaking, women are more emotional than men.

Women's shopping behavior is easily influenced by intuition and emotion, such as fresh advertisements, bright packages, new styles, and touching atmosphere, all of which can arouse women's curiosity and arouse their strong desire to buy.

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< p >, therefore, when the brand clothing sells goods, the shopping guide should observe it. Only when we understand the consumption psychology of every customer can we have a good idea of sales and treat them effectively, so as to effectively promote the consumption behavior of customers.

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< p > < strong > talk again about how to grasp opportunities and create opportunities to promote sales of salesmen. < /strong > < /p >

< p > < strong > 1, the basic elements of promoting sales < /strong > /p >

< p > 1) try to make customers willing to come to stores.

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< p > before the customer has entered the store, the reception activity has already begun.

That is to keep the storefront clean, the goods must be organized and the way of display should be clear at a glance.

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< p > 2) the most important factor is the guide.

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< p > the smile and movement of the shopping guide can make the shop full of vitality; no one wants to go in the cold shop.

The shopping guide does not need to stand at the door to wait and greet customers. The natural movement of arranging goods in the shop can also create a lively atmosphere, while relieving customers' nervousness and letting them feel naturally coming in.

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< p > 3) when customers come in, customers and customers greet customers: "welcome," and continue to do their work, while paying attention to customer trends and providing services when necessary.

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< p > strong > 2, the best time to get close to customers and guide language < /strong > /p >

< p > we should allow customers to freely choose products, which does not mean ignoring customers. Regardless of whether they ask or not, the key is that you need to keep an appropriate distance from customers, follow your customers with your eyes and observe customers.

Once you find a chance (such as a customer's question, turn around to see a salesperson, or talk with a person coming in, etc.), the guide should be catered for immediately.

That's the best time: < /p >

< p > 1) when customers look at a product (interest) Guide: do you want to try it on? < /p >

< p > 2) when customers suddenly stop (see the "goods" at first sight) Guide: Miss, what do you want me to do? < /p >

< p > 3) when the customer carefully looks at a commodity (indicating that there is demand, to buy) Guide: Miss, what number do you wear, let me give you a try.

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< p > 4) when customers look for labels, labels and prices (indicating interest, want to know brand, price, product ingredients) shopping guide: Miss, this is the latest product, full cotton texture, will be very comfortable to wear, and the style is also more casual.

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< p > 5. When customers look at the product and look around, < /p >

< p > shopping guide: Miss, this a target= "_blank" href= "http://www.91se91.com/" > dress < /a > can be matched with a lot of money. What do you think of this?

When the principle of "P" is grasped and the timing is right, then the next step is how we should approach customers to facilitate pactions.

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< p > < strong > 3, introducing approach law < /strong > < /p >.

< p > see customers when they are interested in a product.

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< p > Product Description: < /p >

< p > 1 characteristics (brand, style, fabric, color) < /p >

< p > 2) advantages (generous, graceful and fashionable) < /p >

< p > 3) advantages (comfort, breathability, warmth and portability) < /p >

< p > note: when using this method, do not ask customers for advice.

If the other person answers "no need" or "no trouble", the shopping guide should be allowed to stop.

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< p > strong > 4, praise close to law < /strong > < /p >.

< p > praising customers' appearance, temperament and so on in a way of "praising".

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< p > your bag is very special. Where did you buy it? < /p >

< p > you are so energetic today that I am not flattering you. Your figure is very good.

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< p > children, long lovely! (with children's customers) < /p >

< p > generally speaking, customers are generally friendly and willing to communicate with you.

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< p > < strong > 5, model approaching law < /strong > < /p >.

< p > to help customers understand products and products by using the effectiveness of product display and combining certain language introductions.

The best example is to let customers try them on.

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< p > points for attention: < /p >

< p > 1, take the initiative to unbutton buttons, zippers, < a target= "_blank" href= "http://www.91se91.com/", shoes < /a > for customers.

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< p > 2. Guide the customer to the fitting room.

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< p > 3) when customers walk out of the fitting room, organize them.

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< p > 4) to evaluate the effect of trying, be sincere, with a slight compliment, and not exaggerate.

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< p > no matter how to approach customers and introduce products, guide buyers must pay attention to the following points: < /p >

< p > 1) the expression and response of customers.

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< p > 2) be careful in asking questions and avoid personal privacy.

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< p > 3) the distance between customers and customers should not be too close or too far away.

The appropriate distance is around 1.5 meter, which is what we usually call social distance.

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< p > < strong > 6, contributing to sales < /strong > < /p >

< p > because of customers' individualized and differentiated consumption needs, they can not make up their minds to buy which sets or sets of products after they choose their favorite items.

At this point, the salesperson should be on the side of the customer to understand the needs and ideas of the customers, and combine their expertise in the goods to convey the different collocation effects to the customers correctly.

The salesperson should use the confidence and professional service of the goods to impress the customers, let the customers have a sense of "value for money", and make up their minds to buy, so as to help the customers make the right merchandise choice.

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< p > 1) when the time of sale is completed, the buyer has entered the stage of dealing with customers through all efforts.

Excellent guide buyers follow certain successful methods and steps, and give priority to other competitors and customers.

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< p > 2) when customers are in a very happy and relaxed mood, the shopping guide timely puts forward the paction requirements, and the probability of the paction will be great.

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< p > 3) when introducing the finished product to try out the good clothes, when the customer is more satisfied, seize the opportunity to ask the customer for the appearance, quantity or color of the product, and then make the request is the best time to make a deal.

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< p > 4) after the objection is explained, customers have objection is very normal. When the customer raises objection, the guide buyer will start explaining to the customer, after explaining, ask the customer's opinion, ask whether the customer fully understands the product description, and whether it needs to be supplemented. When the customer accepts the explanation, the guide buyer must seize this favorable opportunity, ask the customer to confirm the clothes, so as to directly deal.

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< p > < strong > 7, additional sales > /strong > < /p >

< p > 1) recommend and introduce similar collocation.

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< p > 2) introduces the new model.

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< p > 3) introduce salable goods.

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< p > 4) it is recommended to provide products with new functional types which are easy to < a href= "http://sjfzxm.com/news/index_h.asp" > < /a >.

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< p > < strong > 8, and the opening order is less than /strong > /p >

< p > 1. Actively greeting customers, smiling and having eye contact with customers.

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< p > 2) clearly and accurately tell customers size, color and number and amount.

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< p > 3) hand pass the small ticket to the customer and check with the customer.

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< p > 4) do additional sales promotion again, and hope to patronize clothing next time.

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< p > 5) politely bid farewell.

(Note: the shopping guide near the shop door must bid farewell to the customers politely).

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