Increasing The Joint Rate Of Shops Should Start From A Root Cause

< p > some shops have implemented many high incentive schemes, and there have also been many cases of Gao Lian Shan. In view of this phenomenon, managers need to think deeply. < /p >
< p > < strong > cat tail type < a href= "http://sjfzxm.com/news/index_f.asp > > analysis < /a > /strong > /p >
< p > one: Gao Lian Shan can be widely copied and popularized < /p >
< p > managers need to analyze, in the sales process, in addition to their efforts, skills and timing, it is inevitable that there will be elements of luck. Customers need not only needs, but also can afford to buy, only in this way can the fruit be restored to fruition. As long as one of the conditions fails, the final result may be a failure. < /p >
P: Second: passion can not lead to steady improvement. The promotion of stability comes from the solidification of skills and behaviors. < /p >
< p > money incentives can really drive employees' temporary desires, while employees' passion can also create a miracle of sales. But how long can such enthusiasm last? When passion returns, employees return to their original state, the desire to ignite employees will be more difficult. < /p >
< p > 3: a special case of success. Behind the scenes do not know how many customers have scared away. Managers often only see the immediate benefits, but can not see the terrible loss of invisible /p.
< p > when all employees are full of passion and strive for the first time, the manager should consider whether the skills of these employees and the relationship with the customers are enough to pull the bill and do not arouse the resentment of the customers being forced to sell. In order to even the single, for the bonus, and finally cause customers' antipathy and the loss of the old customers, it loses the meaning of even a single reward, instead, it becomes a behavior of "stealing chickens without eclipsing rice". < /p >
< p > I often observe the sales process of the sales consultant in the store. Whether it is men's wear, women's wear, shoes or underwear, I will find some work that I think the sales consultant should do but has not done. In fact, these long neglected jobs are simple, direct and effective, and they should regain the attention and reflection of the managers. < /p >
< p > < strong > cat tail thinking > /strong > /p >
< p > why don't you introduce the bag "/p"?
< p > I visited ten brand shoe stores specializing in shoe selling, and found that the ten sales consultants would do the same thing after the customers tried on shoes. They immediately guided the customers to the front of the mirror to let customers see the effect of the try on themselves, then sold the questions, or waited quietly for the customers to say they were satisfied or dissatisfied, waiting for the opportunity to move, or the mouthful product introduction. I have never seen a sales consultant take a few more packages on the spot to let customers look in the mirror and see the overall matching effect. < /p >
< p > in fact, there are basically all kinds of bags displayed in the sales of shoes, including casual bags, handbags, business bags, shoulder bags and so on. So many products that can be matched with each other do not make good use of them. In terms of sales, it is not necessarily a good thing to let customers focus too much on a single product, because if customers focus on a single item, the last thing left is to pick a problem. < /p >
< p > however, a smart sales consultant will guide the customer's focus, so that customers can focus on the overall matching rather than on a single item, for example, take more packages to let customers see the different collocation of different feelings, so that customers can focus on the effect of the overall matching, or focus on a pair of shoes can match all kinds of packages convenience. When the customer's focus is on the whole, the best result is to sell both shoes and bags, even if the bags are not sold, but the possibility of selling single products will be much higher than that of single introductory products. < /p >
< p > why not sell shoes, bags, accessories, < /p >
< p > we can see bags, shoes, scarves and accessories display in women's clothing sales stores. Silk scarves and belts often appear in the process of sales consultant's introduction, but the frequency of bags and shoes and other accessories is extremely low. < /p >
< p > in the sales consultant of women's clothing brand, we think that we are selling women's clothing. In the sales process, only the upper and lower collocation, and the simple scarf or belt matching appear. As for bags and shoes, I personally feel that their significance as display items may be too much to match sales. There was a sales consultant who spent almost an hour after serving the customer, but the customer didn't buy anything. But when he left the house, he saw a bag that the sales consultant had never introduced before. When asked the price, the customer could still accept it. Then she picked up the bag and made two rounds of it, and then sold it in less than five minutes. When the customer paid the bill, the sales consultant's words made me dumbfounded: "after looking at such a long time and trying so much, I bought a bag!" < /p >
Less than P, these goods failed to exert their strength at last, not because they had no strength in themselves, but because sales consultants were constrained by their own ideas, which made them unable to exert their strength. < /p >
< p > Why do not men wear belts, bags, hats, < a > ties "/a > /p".
< p > when I buy men's clothing, whether they are suit trousers, jeans, casual pants, trousers, shorts, whenever I try to wear trousers from the fitting room, I never have a sales consultant to help me with the belt, usually I allow myself to look at my trousers in front of the whole mirror, let alone the whole match of bags or hats. < /p >
< p > in fact, the so-called collocation in men's clothing brand is definitely not just the jacket and trousers. Although men's customers have a strong sense of shopping, but because male customers are afraid of trouble, the demand for one-off shopping is larger than that of female customers. Therefore, once the sales consultant triggers the needs of male customers, he will not buy her own trouble to pick up the goods with her next time, so it is easy to pick up the products at once. This time, the sales consultant should grasp the opportunity of joint sales, because the customers will not be as muddy as the female customers, and the speed will be faster. However, if these commodities are not present in front of him or on his own body, the possibility of his own demand for sending out his own products is very low. < /p >
< p > why don't you introduce pajamas, bath towels and bathrobes < /p >
< p > in bedding industry, the same situation will happen. As long as customers enter the shop, sales consultants have already set their customers' needs in their own cognitive scope, attempting to make unlimited sales performance improvement within a limited scope, not all eyes. < /p >
< p > I have found on several sales sites of bedding brands that sales consultants are very knowledge-based when introducing packages and cores. The professional knowledge of products is very skillful and tirelessly, but once they go to bath towels, bathrobes and pajamas, their introductions are pale and weak, and even some sales consultants who have insufficient sales have emphasized to customers that the brands are few in style in this respect, and the selectivity is not strong enough. It's not that these products are not attractive, but sales consultants are not ready to attract them. < /p >
< p > joint sale must be between the main commodity and the main commodity, and the perfect cooperation between the main commodity and the general product can make effective improvement. Of course, the sales consultant should be able to clearly understand and treat every commodity on the scene. Otherwise, even if these commodities appear in the store as the "commodity" role, they can only play the function of "display props". Although they occupy a certain display, they can not produce the actual sales promotion effect. Especially in the commercial area, it is not easy to rent a storefront, even if it is rented, the rent is expensive, which makes many bosses break their brains. Therefore, managers should think about how to make every commodity on the display surface be able to turn around in such a situation, and make sure that the goods flow freely as far as possible, so that we must not waste resources. < /p >