How To Sell Shoes And Clothing To The First Place?

One, FAB sales skills

Characteristic (Features): refers to the characteristics of the product.

You can introduce the characteristics of the product to its customers.

Advantage (Advantages): refers to the advantages of product characteristics.

Advantage (Benefits): refers to the benefits gained when a customer uses a product, which derives from the characteristics of the product, triggering the advantages brought about by it, so that the customer can feel the benefits of using it.

Two, how to receive different types of customers?

1, a good arguer: do not trust salesmen and disagree with the introduction, try to find errors, prudent, slow decisions.

We: produce goods, make sure that customers are good things, introduce knowledge about commodities, and use positive tone in conversation.

2, mood Prince: mood / temper is obviously not good.

A little annoyed thing is a rage, and its action seems deliberate.

We: avoid disputes, stick to basic facts, and produce good color varieties according to customer needs.

3, decisive customers: know what goods they want.

Make sure that his choice is correct.

I am not interested in other opinions, and I wish the salesperson's language is concise.

We: strive for business, do not argue, natural sales, tactful and sophisticated insert some ideas.

4, suspicious customers: doubts about salesmen's words.

Unwilling to be controlled by others.

Only careful consideration can make a decision.

We use the manufacturing process, brand, trademark, after sale service as illustration to enable customers to touch and inspect products.

5. Pay attention to the facts. They are very interested in information with practical basis and are willing to be specific.

It is especially sensitive to errors in salesperson's introduction.

Pay attention to the current trademark.

We: emphasize the trademark and processing technology, the true situation of the manufacturer, and provide the detailed information automatically.

6, hesitant: uncomfortable and sensitive.

Purchase goods at unaccustomed prices.

I am not sure about my judgement.

We: we are friendly to customers, respect them and make them feel comfortable.

7. Easy to impulsive customers: making decisions in a short time.

It's more urgent and impatient.

It is easy to terminate the purchase abruptly.

In fact, in the service, "know yourself and know others and fight all battles" is also true.

We: after customers enter the shop, we can rub out the psychology of the customers. Only in this way can we persuade the customers effectively and stimulate their desire to buy.

8, indecisive people: the ability to make decisions on their own is very small.

Hesitation and fierce struggle in mind.

Ask the salesperson to help make a decision and ask the salesperson to be a staff member, and the decision to make is correct.

We: put aside the needs and suspicions expressed by the customers, and introduce the strengths and values of the goods or services in a practical way.

9. Around: look for the latest information.

No salesmen talk nonsense.

It may buy in large quantities.

We: watch the signs of purchase, and politely and enthusiastically highlight the service of goods.

10, customers who procrastinate: they often have to wait until tomorrow.

Lack of confidence in your judgement.

I am not sure.

We: complement and enhance customer judgement.

11, silent customers: unwilling to talk, only thinking.

It seems that the information is not interested, but is really listening to the relevant information.

It doesn't seem to care.

We: ask directly and look at the signs of purchase.

12. Considerate customers: we need to discuss with others.

Seek someone else as a staff member.

I am not sure about what I do not know.

We: through a few unanimous views, draw out our own views and approach these customers.

Three. Several motives for customers to buy shoes

1., seeking beauty: young women in cities are mainly: when buying goods, they do not aim at using value, but pay attention to taste and individuality, emphasize styles, fashion, "beauty as the center", do not overlook price, quality, performance, service, etc., but their conformity psychology is heavier. They like to pay close attention to the surroundings and environment, produce imitation and suggestive psychology, and easily accept others' persuasion.

2. naming psychology young men and women in cities: pay more attention to brand consumption, hope to enhance their reputation through brand names, show their differences, and have a sense of security and trust for famous brands.

3. novelty seeking young people: pay more attention to fashion styles and styles, pursue new trends, not consider the reasonable price and quality, and the core is fashionable and unique.

4., seeking cheap Psychology - low income people: when choosing goods, they pay special attention to price, like "processing products", "discount products", not paying attention to fashionable styles, and durable and cheap is the core.

5. hobby Psychology: the elderly: "believe in the past, miss the past", according to their habits and hobbies to determine the purchase principles, with continuity and recurring characteristics, persuading them to change habits is more difficult.

1. elderly people pay more attention to health care products, doubt new products, buy psychological stability, and are not easy to be influenced by advertising, so they are more convenient and comfortable.

1. middle-aged people rational buying, more confident, economical and practical, interested in products that can improve family living conditions and save family service hours.

2. young people - purchasing power is strong, impulse is strong, do not consider price factors, like new products.

1, pure wandering type: such customers just come in to see, satisfy curiosity, may be to pass the time, no shopping idea.

2, love at first sight: the original motive may be a stroll, but if you meet a joyful or long-lasting product, you will pay for it. At this point, the salesperson should play the most suitable time.

3, have a good mind: their purpose of going out is to buy shoes, what they want is clear. After entering the shop, they are calm and unsure. It is unlikely that they will have impulse buying. At this point, the clerk must maintain a certain distance, and when necessary, make necessary instructions to him, do not have too many lobbying words, and can not follow closely behind, so as not to cause customers' antipathy.

First, the eight psychological stages when customers are shopping: observation stage, interest stage, association stage, desire stage, evaluation stage, confidence stage, action stage, and feeling stage.

In the store operation, we must always pay attention to whether or not customers come. Not only the concept of the whole, but also the individual observation of customers, and the way to decide which way to sell.

The customer is in the observation stage when he first entered the shop. When the customer looks at a particular product, this time is the interest stage, and it will soon go to the Lenovo stage. The best time to get close to the customers is these two stages. Too early, customers will feel nervous and alert. If they feel they are waiting for service, they will feel left out.

When customers are close to customers in the interest stage and Lenovo stage, they should genuinely evaluate the products and set up their customers' buying confidence. The action stage is to let customers touch the trial stage, so that customers can feel the advantages of commodities and stimulate their desire to buy.