Shopping Guide Needs To Be Improved, Smart And Smart.

Fierce competition in the stores, online shopping crazily eroded, business becoming more and more difficult to do, store managers and sales personnel all "Yali mountain big."

From the "call out" to the "crazy sales promotion" outside the store, the whole process is like a battlefield because of the endless pursuit of the paction to the helplessness of helplessness.

However, what is the actual effect? Some impulsive customers may have the effect of facilitating cooperation, but I am afraid it will be more effective for individual independent customers.

Case 1: saleswoman of a well-known fashion brand shoe store in Guangdong is trained by the store manager: to intercept customers, to sell madly, and to be overenthusiastic.

One day, a well-dressed young woman wandered around the shop looking for a pair of light colored shoes, but the shop assistant judged that the woman liked the new style and fashion style based on her self judgment, so she recommended her new pair of red shoes with frenzy.

Do not want the other side is not too interested, some love unreasonable.

The clerk continued to say, "our shoes are really good for you. Try them first."

(no details below)

Hesitating, he picked up a pair of grey shoes and looked at them.

The clerk immediately said, "this pair of shoes is also very good, it suits you very much, likes to try."

The customer tried it symbolically, feeling very normal and putting it down.

Salesperson: "these shoes are really nice. It suits you very well. Now the price is 188 yuan. If you like, I'll wrap it up for you."

Turn around and have a package.

Unexpectedly, the customer thanked him in haste and left.

Case analysis: sales methods of such stores are obviously influenced by the idea of "sales turnover probability".

There is no problem in the theory itself to encourage the salespeople to see more customers, to intercept and recommend, but not to play that, because they will scare away many customers.

Generally speaking, customers need to know their basic preferences first after they enter the shop, and make certain judgements and then recommend products for them. If the products recommended by the salesmen are totally different from the customers' aesthetics, then the probability of paction will be very low.

The salesperson in the case can be said to be "dedicated" but not professional.

Transactions need calm judgement and effective recommendation. Salesmen should become professional product recommender and consumers to interact with each other instead of singing their own operas.

To give customers space is to give them the opportunity to guard against the "paction control".

Two: a customer just entered the door. Miss Zhang enlarged his voice. "Welcome to our shop."

Because there are no flat shoes in the shop and they are all high heels, Miss Zhang recommends high heels to customers.

The customer said, "I want to buy a pair of flat shoes."

Miss Zhang followed: "high heeled shoes are good, flat shoes are not able to dress up."

Actually, at that time, the customer wore a pair of flat shoes on his feet.

It was conceivable that the customer left unhappily.

Case analysis: details, no matter where they are, are important.

The salesperson in the case did not observe that customers were wearing flat shoes on their feet. In order to promote new products (high-heeled shoes), they simply denied the flat shoes, and even used the "temperament" to negate the customers' prior choices and habits, so that customers could feel the sense of oppression and not being respected.

In fact, similar sales failure in the final analysis is due to too much desire to deal with the mentality.

It is unrealistic to attempt to complete the education of consumers in a short time. Everything needs to be gradual, and haste makes waste.

Get to know her first.

What?

Many people are "tourists" who stroll around the streets. Most of them are casual, and they will buy when they meet the right ones.

This kind of fun needs salespeople to satisfy, not to break.

Therefore, it is unwise for customers to promote sales when they enter the store. The anxious customers will feel depressed. If they are angry on the spot, they may not show their good temper, but they will also be unhappy.

That's why a lot of people are willing to shop now because there is space, freedom and fun.

Therefore, when customers enter the store, we should not be too busy to recommend products voluntarily, and we should not rush to track and chatter. We should give them 2 minutes to look around the time. During the period, we can observe the customers' eyes and pick up actions to do the basic preferences of customers, and then stimulate their desire to buy them step by step.

Of course, we should not be too cold to talk to customers. We should have basic courtesy and enthusiasm. When customers walk around relaxed and take the initiative to ask a salesperson, the effect will be better.

Before the deal, tell her, "it really suits you."

When we observe, customers have chosen several pairs for careful comparison, then they can smile and give advice on sales. For example, ask customers, "do you like this? The product is made of leather. This product is also new this year. The shoe is small and elegant. I think it is very suitable for your temperament. You like it, you can try it first. It doesn't matter if you don't like it. We still have many new products. I believe there's always one you like" and so on.

When the salesperson is saying that the product is suitable for each other, he must give the other person a "real" reason, but can not stop like the dry words in the above case, and can not be too flattering. It makes people feel that you are flickering.

The process of paction is not to see who speaks much, but is better than voice.

To recommend products that are really suitable for her customers, the probability of turnover is great.

Let the other person feel your professional before making a deal.

As a shoe store clerk, when you put on your work clothes, you have to prove that you are a "shoe expert", not only the image, but also the language, temperament, behavior and so on.

The duty of a salesperson is to sell more products of their own stores, and professional can play a good role in promoting.

I think a professional salesperson should first curb the bad performance derived from "paction control", such as loud voice, too fast action, too fast language, but lack of expression and barbarism, all of which will play a negative role in sales.

Never think of "educate" consumers.

Everyone has their own style of dress and taste. As consumers, they believe in their tastes better than others. They do not like others to evaluate or even doubt their own aesthetic. Therefore, they must not want to educate consumers in the process of paction. They should not be forced to suppress their thoughts. If they want to mix up, they must first confirm the current behavior of customers, and then give customers another option, which should be to make multiple choice questions for customers instead of filling in the blanks.

Customers can be guided like this: the flat shoes you wear are indeed very good for you and comfortable. I think these pairs on your feet are very good, but I think your temperament is very elegant. If you put on our high heels, I think the temperament will be more outstanding. You can first experience it, if not, we also have a flat bottom.

In this way, it is not only easy for customers to accept your suggestions, she may also be happy to do the experience, which greatly increases the chances of business.

Calm marketing is more effective.

Why is the gradual increase of online shopping groups? One of the reasons is customer service.

This service breaks the hot tide of the past and pforms it into a calm professional.

Understand demand - meet the needs - patient recommendation - professional interpretation, giving customers a good experience and pre - sale, after - sale service, in the chat to complete the paction, this is the most reliable sales.

On the contrary, with a strong purpose and paction, the sales staff will be in a state of mind. All around the checkout collection, the whole sale will be a mess.

The most professional selling is that the less sales are, the more effective it is.