Many Businesses Do Not Know These Sales Skills.

In selling clothing, the following sales techniques can be adopted:

1, be confident when recommending.

Recommend to customers

At the time, the salesperson must have confidence in order to make the customers have a sense of trust in clothes.

2. Suitable for customers' recommendation.

When the customer prompts the goods and explains, the suitable clothing should be recommended according to the actual and objective conditions of the customers.

3, with gesture to recommend to customers.

4, with the characteristics of goods.

Each type of clothing has different characteristics, such as function, design, quality and so on. When recommending clothing to customers, we should emphasize the different characteristics of clothing.

5, focus on commodities.

When recommending clothing to customers, we should try our best to introduce the topic to the costumes and observe the customers' response to the clothing so as to facilitate the sales in time.

6, accurately mention the advantages of all kinds of garments.

When explaining and recommending clothing to customers, it is necessary to compare the different types of garments and accurately tell the advantages of all kinds of garments.

7, in addition, clothing sales should be targeted.

For clothing design, function, quality, price and other factors, it should be suitable for people, so that the psychological pition from "comparison" to "faith" can be truly achieved, and eventually the sales will be successful.

END

Examples of clothing sales techniques are:

1 you have a good eye, but what you see is the most popular and latest.

2 you can see that you are a very good taste (very good taste) people, you have a professional knowledge of fashion (materials)......

3 you are an expert, so we know our brand so well.

4 your husband (madam) is very handsome.

(whisper, but better let him / her hear).

5 your daughter (child) is beautiful.

6 you are so young!

7 you really match, many people can not wear the effect, actually do not understand.

。

Of course, it is not easy to understand, because collocation is also art.

8 this dress is specially designed for you.

9 though you are a little fat, you have a good temperament.

10 although you are not tall, you are beautiful.

11 this dress is very comfortable (Shu Shi); this dress can stand out.

(curves or advantages); this garment can shelter.

(indecency or weakness); the material of this dress.

(must guide and hint the superiority of clothes).

END

Clothing sales case:

1, although it is time to work, but not many people shopping, walking in a row of brand marketing shop, my eyes never leave all kinds of clothes, has been looking for a goal.

Each store has one or two shopping guides, some are entertaining customers, others are chatting, others are reading magazines, and others are standing at the door of the shop to watch people coming and going.

After walking about 20 meters, the author didn't even enter the house. I just looked around the door. I noticed that the four brands did not see my prospective customer. The three brands were guided by my prospective customer. They continued to be busy with their careers. There were three brands of shopping guide like a monster who saw us passing by his doorstep.

Turning around, I entered the A brand marketing shop, and the guide salesman A was still lowing the tally. The author went out in a simple glance at the store, and little A was still doing her own business as if she hadn't found us.

I stroll to the B brand marketing shop, and the guide salesman B came to me when I saw third clothes: "big brother likes it."

"Well, let me see it again," I replied, leaving in another direction.

Seeing that there are some suits in the C brand marketing shop, we went straight in and looked around and asked, "are there any casual suits?" "no, we have suits in this suit," the official C, the formal guide, told the writer.

Helpless, I left again.

At this time, a big sister in the D store stood smiling at the door of the shop and greeted us. "Come in and see, we have just arrived several new models."

I used to glance at her shop and found that there was no clothes I wanted, but after she greeted her with such a warm greeting, I was somewhat embarrassed to walk away directly, and went straight in: "sister, do you have any leisure suits?"

"Yes, you try this," said my elder sister, and she gave me a zippered leisure jacket from the coat rack.

"It's not like that. It's a suit. It's open," I explained.

"Let's try this one. This is also very good. It has been selling well recently," and then pointed to a row of black windbreaker next to it.

"Am I too young and naive to wear this?" actually, I didn't plan to buy windbreaker.

"Too young? How old are you? These windbreaks are just the right age for you. Now they are wearing windbreaker. They can be worn in the two seasons of spring and autumn, even in regular occasions. Yesterday, a young man went to the interview to pick up this dress and try it first." the elder sister removed a windbreaker and handed it to me.

"Let's forget it. I want a casual suit. It's not suitable for me to wear."

I directly rejected my elder sister.

"Try it first, don't you try to know if it's the right thing to do?" the elder sister was very enthusiastic, very real, and very unwilling. She turned back to Xiao Zhang and said, "you sit here first," and handed over a stool.

"Well, then I'll try it." I did not refuse reason. I took off my coat and put on my windbreaker.

"Look in the mirror here, isn't it very handsome? This windbreaker is not very big, it's open, it is with your shirt, you wear it right, and the taste of Xu Wenqiang in Shanghai".

"Brother, you think he is wearing this dress is very temperament?" the elder sister did not forget the side of the Zhang, smiling and asked a sentence.

"Yes," Zhang may be tired, sitting on a stool.

"Well, why didn't I feel it?" I replied.

"Is it right to look straight and look sideways?" said the elder sister, adjusting my posture with her hands.

"It seems to be OK." I also feel that this dress is very suitable, and suddenly asked: "how much is this?"

"Yes, so you must try it first, or how do you know if it suits you? This dress is casual and formal, and can be worn on two occasions."

The elder sister kept praising.

"It looks a little thin. Try another size one for me." I really feel a bit tight with buttons.

"Now you'll be tight in your sweater, and you'll take off your sweater in a couple of days, or else you try it again," said the elder sister, giving me a larger size and helping me to put it on.

"How about this one?" asked the elder sister.

"Feel relaxed", I answered truthfully.

"So you took off your sweater and tried two more," the elder sister commanded me.

I did.

"Do you want a large size or a trumpet?" the elder sister began to let me decide.

"Or a large size," I asked, "how much is this?"

"This is the latest style. It's only listed this year. It's all designed by top designers, 980 yuan a piece, but now it's doing activities, 300 full 80, the activity price is 740 yuan, and it has saved you 240 yuan."

"It's so expensive, I'll buy it if it's cheaper," I asked tentatively.

"This is Hualian, it is not bargain. I am a salesperson. I will pay 10 yuan for my salary if I give you 10 yuan less."

"That's too expensive," I continued to haggle.

"Are you a member of Hualian? Members can play 5% off on the final basis."

My eldest sister began to ask me.

"No," the author answered truthfully.

"It's hard to do," said the elder sister, "let's use my membership card for you. You can play another 5% off."

The elder sister said that she had to vote.

"The cashier is right down here," she said. The elder sister handed the bill to my hand and gestured to tell me how to get there.

After paying the bill, the elder sister handed me her clothes directly. "Do you have the corresponding trousers? The effect will be better if the color is deeper."

"It doesn't seem appropriate." I thought.

"The trousers of the XX brand here are doing activities. Half off, I'll show you around."

The elder sister took the opportunity to recommend trousers for me.

After going out 5 or 6 meters to the right, the elder sister shouted to the XX trousers cabinet: "Xiao Li, the customer wants to choose pants, you help select them."

...

Ten minutes later, the writer bought a pair of trousers of 180 yuan and walked out of Hualian with Xiao Zhang Gao Gao Xing Xing.

Out of my professional habits, I suddenly thought, "I was going to buy a casual suit. Why did I buy a style and a pair of trousers?"

END

Brand purchase analysis of A, B and C

1, in fact, there is nothing strange. The above phenomenon is almost staged every day, but many shopping guides and store owners are not aware of it, which has become recognized as a "normal phenomenon" over time.

Now I make a superficial analysis of the above problems according to my own point of view, so as to discuss with everyone.

I think the shopping guide of A, B and C brand is a failure guide, or even an incompetent shopping guide, reflecting the most basic and superficial problems from them.

2, during work, do nothing related to work and lose sales opportunities.

No matter during shopping, shopping or research, I often find that many clothing salesmen do not know how to arrange their work when no customers enter the shop, and spend a lot of time in sending text messages, reading magazines or chatting. Many times, customers still do not know when they pass through the shop or have entered the special shop, and still concentrate on their own business.

As we all know, it is the irresponsible psychology and performance of shopping guide that gives customers the feeling of being aloof and despised. At the same time, they also lose the opportunity to communicate with customers.

Such as brand A and shopping guide A.

3, let customers visit and enjoy themselves.

Similarly, in many cases, I will find that when a customer enters a store, the shopping guide will not receive it at all. Instead, he will take a random look at the one or two eyes and wait for the customer to pick his own. The result is that the customer likes the style, and the customer will buy it, and the customer will not go away directly.

This phenomenon is especially prevalent in some large stores and brand marketing shops. Many shopping guides assume that customers do not like the introduction of others, leaving sufficient and loose personal space to customers, otherwise they can easily drive customers away.

As we all know, sales need interaction. The lack of interactive sales, customers lack the atmosphere and desire to buy. This kind of sales success rate is low for customers to sing monologues, so here is a guide to guide buyers: you must move with customers.

Such as brand B and shopping guide B.

4, do not take the initiative to understand the needs and recommend products.

One of the disadvantages of most clothing shopping guides is that customers answer what they ask. Customers like to introduce them, and customers do not like them.

The reason for this problem is that the shopping guide thinks that the process of choosing clothes by customers is relatively simple. If they do not like the clothes, you will not recommend them. The clothes they want do not need to be introduced by the guide, they will pay the bill.

In fact, for guide buyers, we must properly guide the needs of customers, sincerely put forward their own views and opinions, when customers accept their own views, and then launch their own products, it is very easy for customers to accept.

Pen such as brand C and shopping guide C

5, lack of emotional communication.

Many shopping guides immediately say "Hello, welcome to XX store, please take a look" or "like which one you want to try" after customers enter the shop. Most of these shopping guides are all formal or mechanical, without feelings.

It is said that the purchase of these words is the result of blind training.

We need to know that when the shopping guide can be integrated with the customers, it is very close to success. If the shopping guide is stingy with his own language or stall customers, it will make the customers think they are dispensable or even offensive.

Sales guides with high sales volume are basically those who are cheerful and good at communicating.

6, can not actively recruit shops.

When there are no customers in the shop and there is no work on hand, many shopping guides are basically idle. Even though some shopping guides are standing at the door of the shop, they are standing at the station. They do not know to take the initiative to solicit past customers but stand there waiting for them.

There are also some shopping guides who "see" people. They often judge the customers who are their potential customers according to the most superficial phenomena of their clothing and wear. They are not their potential customers. They are not able to reason with some customers who are poorly dressed, so they also lose a lot of quality customers.

END

Case analysis of D brand marketing clothing marketing:

1 active marketing, attracting business.

The first advantage of D brand elder sister is positive, initiative and affinity.

When you have no customers in the shop, you know that you have to take the initiative to find customers instead of sitting in the shop and waiting silently. The main reason why I can walk into her shop is that she greeted us, and was very kind to greet you, so that you would feel embarrassed if you didn't go in and take a look.

A brand of Xiao Zhao once asked me such a question: "I used to shop in front of the shop to attract customers, but the success rate was very low, and even some customers were scared away by me. Why?"

Attract attention and give reasons.

Why do I want to enter the D brand store? Another point is that the elder sister said, "come in and have a look. We have just arrived several new models here."

The reason I went there was that there was a new style of clothing, and since it was a new one, of course, I had to go and have a look. This is what attracted my attention, and it was also a reason for me to enter the D brand marketing shop.

Enthusiasm and enthusiasm are essential to success.

In the clothing sales industry, active and enthusiastic shopping guide is really rare. Especially in brand marketing shops and high-end stores, I find that most of these local shopping guides are repeating the mechanical language and actions.

The performance of D brand elder sister is really very few in Hualian Commercial Building. Without her enthusiasm, I would not feel embarrassed to enter the store. Without her enthusiasm, even if she entered the shop, she would not necessarily buy her clothes.

Quick thinking and initiative to introduce suitable products.

The elder sister clearly knew that her shop did not have the clothes I wanted, but it did not tell me directly like the C brand guide. Instead, she used the same clothes instead of changing the world. After I asked for my own needs again, my elder sister found out a reasonable explanation to change and guide the author's thinking, and gave an example, using the third party to prove that she recommended this dress is also very good, it is very suitable for me.

Timely use of experience, the use of experience to retain customers, guide customers.

When the customer still disagrees with the shopping guide's point of view, the elder sister is not dead and grinding, and no longer speaks unnecessary words, but asks the customer to try it on, because she understands that the language is powerless, and the words are empty and empty.

In order to prove her point of view while leaving customers in the shop for more time, she asked customers to try them on and try to guide customers again with the effect of trying.

Do not lose the right time to find helpers when you are tired.

In fact, during the period before entering the shop, I have been refusing to guide shopping. My idea is also very simple: since there is no product suitable for us, we must leave immediately and look at other brands.

This shopping guide also understood my mind very well. At that time, it was very difficult for me to persuade me to buy her clothes because I didn't think her clothes were suitable for me.

At this point, her approach is to find helpers, to whom?

First let Xiao Zhang sit down and stabilize her heart. After I put on my clothes, she not only praised herself for how to fit me, but also pulled the little Zhang beside her, so that Xiao Zhang could help her speak.

Price dodges.

The author did not like this dress for the first time in asking price. In order to avoid entanglement with the price, the guide did not answer how much it was. Instead, she used the "neglect method" to pretend that she did not hear and continue to say her words. Undoubtedly, the price strategy was successful.

Make use of two choices and let customers choose.

I tried on a large size trumpet windbreaker. After trying it out, I asked in time whether I wanted a large piece or a small piece, so that I could choose from it instead of asking, "buy or not?"

Because whether I choose big or small, her sales are successful, if I buy or not, then her sales success rate will be halved.

In the final stage, we use clever quotation method.

After deciding that I had taken a fancy to her clothes, she began to quote the price according to the request of the author, but did not directly say this dress XX money, but used the hamburger offer method.

In daily life, people can easily remember the first impression and the last impression. The middle impression is the most easily neglected, and the most memorable. Like hamburgers, the two sides are the middle layer of bread.

The eldest sister first said, "this dress is the latest style. It was only listed this year. It was all designed by top designers." this compliment left me with the impression of this fashionable dress. Finally, she said, "but now we are doing activities, 300 full 80, the activity price is 740 yuan, and saved 240 yuan for you." this sentence left me the impression of being very cheap now, so as to dilute the original price 980 yuan high price.

Summing up the formula of "hamburger quotation" is "first good impression + real price + last good impression".

In the face of customers' bargaining, the ball is kicked to the customer.

The author mentioned that the product was too expensive to buy if it could not be cheap. At that time, the guide did not exaggerate how good the dress was, but took out the rules of the store as a shield.

In fact, we all know that regular shopping malls do not bargain. This reason is very convincing. Do you bargain at Carrefour, WAL-MART and KFC? At the same time, using emotion to do work and close the customers, "you can deduct 10 yuan in my salary if you give 10 yuan less, do you have the heart?"

"Are you a member of Hualian? Members can play 5% off on the final basis."

It seems that there is no room for bargaining, but the topic of the elder sister seems to be more beautiful. But the problem is coming out. I am not a member, but no member card.

Finally, the elder sister gave me a discount with her membership card. How could I not be grateful to her? Suddenly I remembered the essay in the crutch: "thank you!"

The master is definitely a good player. The guide is really not very simple in dealing with the price.

Joint sales + alliances.

After I paid the bill, the guide immediately began recommending trousers to the customers. After all, a good coat also needed a suitable pair of trousers.

"Do you have the corresponding pants? The effect of darker colors will be better."

Did you find that the elder sister directly positioned the color of the trousers as dark, and the customers' choice was very small. Why should they save small money and affect the effect if they had spent a lot of money? I believe that many people are of this mentality, that is, big belts and small belts.

"The trousers of the XX brand here are doing activities. Half off, I'll show you around."

Ah? They also pull up the United Front, build up an alliance for the tops and pants, share resources, and share customers. Of course, there is no need to sell the pants to guide the brand marketing shop.