Inventory Of Ten Major Consumer Psychology Of Underwear Store Customers

< p > > a href= "http://www.91se91.com/news/index_c.asp" > sales industry < /a > there is a saying that "excellent shopping guide must be an excellent psychologist". In actual shop sales, purchasing agents from customers to the process of completing pactions are playing psychological games with customers at all times. In order to improve sales performance, it is necessary for purchasing personnel to observe, observe, and attack in the whole process, in order to successfully achieve sales.

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< p > strong > 1, realistic psychology < /strong > /p >

< p > psychological characteristics: the pursuit of product practicality as the main purpose of purchase, underwear fabric, texture and technology are more critical.

Most of these customers are shrewd, calm and calm. They have higher requirements for product quality, price, after sale service and purchase guide, and have stronger self-protection psychology. They are very concerned about their own interests.

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"P > paction killer: guide customers should pay attention to professionalism and grasp details in dealing with this kind of customers, eliminate the barrier between customers and customers with sincerity, patience, professionalism and truth-seeking attitude, learn to stand in the position of customers, ponder on problems, suggest that they should promote cost-effective products, and try to guide customers to try them on, let them experience the upper body effect and comfort of products, avoid exaggerating facts and fraud, and win customers' trust and recognition by using high-quality service and cost-effective products.

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< p > < strong > two, seeking beauty psychology < /strong > /p >

< p > psychological characteristics: the main purpose of purchase is to pursue the beauty of the products, with emphasis on the fashion and style of underwear.

The psychological age of these customers is generally young, and their understanding of fashion and trend is more advanced, and their personality is more extreme. They are either extroverted or open, or introverted.

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When dealing with this type of customer, shopping guide should carefully observe the customer's dressing (hairstyle, clothing, bags, shoes, makeup, etc.), cut into the recommended products by discussing with customers the trend of fashion, and try to recommend products with fashionable and unique colors in the shop, and combine with the current trend of fashion, emphasize the designer's train of thought and design style orientation, advocate the latest image and fashion style of the season, and try to use the product album, walking CD and other tools to show the aesthetic effect of the product after wearing the product to the customers in the sales process of the season.

Avoid recommending "aged wine" and "vulgar" products to customers in order to avoid affecting customers' interest in shopping.

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< p > < strong > three, name seeking psychology < /strong > < /p >.

< p > this type of customer takes the performance status status as the main purpose of purchase, focusing on brand, price and public awareness.

This kind of customer has strong purchasing power and brand consciousness, and is also very strong in vanity and self-esteem. She pays attention to face. When she talks, customers often talk about the topic that she used to consume some famous brand products. Some of them are really good economic conditions and are accustomed to buying famous brand products, but there are many economic conditions which are not very rich, but when they choose products, they tend to be famous brand products, and they are very easy to show rich and good taste.

When shopping, these customers are very sensitive and sensitive to shopping guide.

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< p > paction killer: focus on introducing the brand history, brand connotation, and brand status and popularity in the national underwear industry (including brand sales network coverage, product share, brand honor, celebrity endorsement, public activities, etc.). For such customers, shopping guides should be good at flattery and praise, give full face to their vanity, and let their vanity be completely satisfied.

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< p > < strong > four, and seeking for a clean mind < /strong > < /p >

< p > psychological characteristics: to obtain super value, low price products as the main purpose of purchase, pay attention to products affordable and cheap.

This kind of customer's economic purchasing power is generally low, but they have the desire to buy brand products. Customers are more sensitive to price. They are sensitive to price, cheap and cheap, and do not buy without price. This threat is the performance characteristics of such customers. Of course, inferiority is also accompanied by the fact that customers usually have difficulty in accepting products of high price or high price. They have a special liking for the special products of promotional activities. When customers enter the store, they usually glance at the price on the product tag or stay in the special price area at the first time.

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< p > paction killer: shopping guide should be encouraged in the actual sales, warm reception, use more concessional measures or gifts to retain customers, recommend products with special price or discount, and add a small gift to make it "super value" in the end and return it satisfactorily. At the same time, it is also emphasized that even if the product is preferential, quality and service can also be maintained.

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< p > < strong > five, seeking speed psychology < /strong > < /p >

< p > psychological characteristics: the pursuit of fast and convenient for the main purpose of purchase, pay attention to the time or efficiency of purchase.

Such customers are usually busy, have a strong sense of time, have a pleasant personality, and are easy-going, but have a short temper. They almost want to buy quality products in the shortest time and the simplest way.

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< p > killer: quickly grasp the size of customers, list products that are suitable for customers' needs, let customers choose or experience, when customers hesitate, guide customers should take the initiative to make decisions for customers, affirm the effect of product wear, and make a commitment to make after-sales service, make customers feel relieved and feel at ease, avoid some form of words and deeds, and make a direct and quick turnover.

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< p > < strong > six, seeking common psychology < /strong > < /p >

< p > psychological characteristics: buying psychology with the aim of celebrity or mass consumption.

That is what we often call the herd mentality. This kind of customer tends to follow suit and join in the fun. When more people say good, she feels good. When more people buy, she also buys, does not have the specific self purchase request, has the weak judgement and the advocacy to the product, the guidance speech should use the psychology of "conformity" skillfully, let the customer get the dependence and the sense of security in psychology, < /p >

< p > paction killer: in actual sales, we should push the best selling money, emphasizing that many people have already purchased and are very satisfied after the purchase. The guide purchase must adopt data effect (sales data, replenishment data, customer feedback data), so that customers can recognize the quality of a product and get the public's approval. We should adopt the scarcity effect, let the customers feel the selling degree of the product, and the tight atmosphere of the shortage of goods.

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< p > < strong > seven, seeking the habitual psychology < /strong > < /p >.

< p > psychological characteristics: the purchase psychology formed by satisfying special hobbies often focuses on the brand and style that they prefer, mostly for repeat customers.

When choosing products, they will have a specific shopping habit according to their own interest preferences, be particular about their habits, be organized and conservative, and are not easy to accept new things. Most of these customers are VIP customers of stores, have high loyalty to brands or stores, and have a long-term contribution to the stores. Customers have certain recognition for brands, product quality and services. Therefore, in actual sales, shopping guides do not need to emphasize too much.

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< p > paction killer: < a href= "http://www.91se91.com/news/index_c.asp" > Shopping Guide > /a > should promptly record customers' past purchases, understand the trend of customers' style and color, and find out the exclusive products that customers like to buy during the new season according to the changes of customer type (or chest type), and guide customers to try them on. At the same time, shopping guides should also use customer's consumption points and members' rights and interests to promote customer turnover.

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< p > < strong > eight, seeking Ann psychology < /strong > /p >

< p > psychological characteristics: the pursuit of safety, health and comfort for the purchase psychology, pay attention to product safety, comfort and no side effects.

This kind of customer is sensitive to the quality of the fabrics, materials and accessories. Of course, it is also very particular about the scientific design of the products, and the customers have a strong sense of self-care and health.

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< p > paction killer: guide shopping should be good at making use of professional knowledge to emphasize the safety and environmental protection of products, fabrics, accessories and accessories. With the help of official authority (such as inspection report, exemption product certificate, brand honor certificate, etc.), let customers participate in on-site demonstration and contrast experiments with other brands, let customers feel their worries on the spot by touching and experience, and analyze the benefits of products for long-term wear with the design concept and key characteristics of products.

At the same time, we should also properly deny customers' bad habits of buying and wearing underwear, and even point out the health threats brought by them, so as to popularize their underwear health knowledge to customers and guide customers to choose underwear products correctly.

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< p > < strong > nine, curious psychology < /strong > /p >

< p > psychological characteristics: < < a href= > http://www.91se91.com/news/index_c.asp > buying the psychology < /a > with the main purpose of trying to be curious or interested in new products.

This kind of customer is generally more impulsive, and has a "cold" for new and special products, and has a very high expectation of the value of the product.

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< p > > paction killer: shopping guide should understand the key needs of customers when they talk with customers, and then complete and accurately operate the FAB sales rule. It should not only emphasize the characteristics, advantages and benefits of products, but also create product suspense skillfully, so that customers can only feel the iceberg of product value, effectively stimulate customers' interest and desire to buy a product, and also be good at using reverse psychological effect, starting from the opposite way of thinking, further enhancing customers' impression of a product, and instantly promoting customers to try to buy products.

If you encounter such a customer, remember that you must not recommend too many products to your customers, and select several products with outstanding selling points! < /p >

< p > strong > ten, competitive psychology < /strong > /p >

< p > psychological characteristics: the purchasing motivation caused by competitive and competitive psychology is characterized by showing off and irritability.

Such customers are usually strong, sometimes unreasonable, and usually show their own professionalism and value by thinking that they are high and are very fond of negating the idea of shopping guide.

The core value of this kind of customer consumption is not the value of the product itself, but the effectiveness of self display and self satisfaction. The product is just a tool to express its nobility, richness and recognition.

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< p > paction killer: when dealing with such customers, the guide should sincerely listen to every expression of customers, praise and affirm the views of customers in time. Even if the customers' views are extreme or wrong, they must refute and guide them in a euphemistic and humble manner. Do not argue with customers. At the same time, shopping guides should learn to show weakness and attach importance to customers' words and deeds, so as to cater for customers' showing off or winning psychology.

For such customers, they should also be good at guiding customers to choose products with higher grades and higher prices.

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