Shops Do " Even Single " Sales Skills Big Points.

Is your joint rate still below 5? Are you still facing the customers in accordance with the previous ideas and practices? Give you 5 strokes to let you break the record.

Coup 1: to recommend two pieces for implementation standard

According to the observation at the sales site, it is not difficult to find that when sales guidance is often recommended to customers, the single recommendation is the most important behavior. However, there are several problems in this recommendation behavior.

First, we must not, good or bad.

The biggest drawback of pushing a single item is that such a recommendation is easy to push the customer's current judgment to "choose or not" or "good or bad" choice. This is bad for our sales, although the customer still has 50% probability to choose, but also 50% of the probability will choose not to.

Try not to let customers choose whether they want to or not to do so, but let customers choose A or B to choose their own products that are more satisfactory.

Or shopping guide can also find the customers' preferences from the differences between the two products, and strengthen the stimulation to purchase desire, so that in the comparison of two goods, customers will also tend to have a preference bias, if it is a single commodity, it will not be easy to appear.

2. Reduction of commodity meeting rate

Now we can use the simplest calculation to find out how big the difference of an action can cause: if a customer gives us three recommended opportunities, one push at a time will eventually be the opportunity for three products to meet, and if there are two customary recommendations at once, then there will be six items to meet with customers, so that a customer will produce three items to meet customers' differences.

If a store receives ten customers a day, the difference between thirty items and customers will be generated in a store. There will be at least nine hundred differences in a month. One year, a shop may increase the chance to meet ten thousand times because of a change in movement.

The ten thousand opportunity to meet is stealthy performance. It is a natural growth that can be achieved on the basis of the original skills and knowledge. It does not require the increase of staff ability, so long as simple behavior changes can be made.

If we want to train an employee's joint ability, it may take a long time. But from recommending a single item to recommending two items, our store can do it immediately. Whether the ability is improved or not, the manager is not good at supervising and assessing, but the recommendation of one or two goods is the result that can be seen immediately with eyes, and there will be no controversy.

Coup two: stipulate the number of ready rooms for fitting rooms.

When clothes are fitting, they must prepare the costumes for customers to make a whole try on, but some shopping guides will do the same thing, even some of them will prepare some accessories and so on, and some shopping guides are not willing to do anything, not to mention matching other accessories. In fact, these decisions are decided by the willingness of the shopping guide. The most important thing is to decide on the basis of each person's understanding of the goods. After all, the older employees know more about the products, so it will be easier to choose the collocation for the customers, and the new employees are not familiar with the products, so they will be more difficult to choose. Regular clothing stores require customers to enter.

In order to avoid the discrepancy caused by various factors, it is suggested that managers can directly establish a unified behavior standard through regulations. For example, when customers come out of the fitting room, there must be several pieces of goods waiting on the side, three pieces are also done, and five are good. Managers can specify the quantity according to the actual conditions of their stores.

Shopping guide can pick out the products that the customers may like and hang them around the whole mirror, so that the shopping guide will be easy to match or recommend, and it can also increase the chance of products meeting with customers.

Never wait until customers say they don't like it, then start recommending again.

The longer the pull, the worse for sales. After all, no one likes to wear a clothes that is not suitable for oneself for too long. If the customer is anxious to take off the clothes in the fitting room and the goods can be tried again at the same time, the result may be that the customer wants to leave our shop.

Coup three: rule the main push

We often see managers constantly emphasizing the sales of the main push on the sales site, but sometimes it is hard for them to recommend these main push to customers.

The manager said that the shopping guide had not been pushed, but the shopping guide said he had pushed it, but the customers did not like it.

Sometimes it is very difficult for us to judge whether it is true or false, because we can not always stare at the side of the shopping guide to monitor whether she pushes or pushes. It can only be what we believe in the shopping guide, what we believe in the final promotion, how we promote it, and whether the shopping guide is trying hard to promote it, so the manager is very difficult to grasp the result.

In fact, if we can make certain detailed provisions for the number of joint provisions, for example, the number of items we stipulate is five, of which there must be a main push, so that we can have more confidence in the promotion of the main promotion. At least we can see that the main push style has been taken out to meet customers, rather than the whole shopping guide.

One more monitoring link can provide more protection for what we expect to achieve.

Coup four: recommendation

The promotion of high priced goods is also the same reason. Managers are careful to tell each other every day that they should push up the unit price, because high priced goods can quickly drive the price and turnover of our customers.

It is also helpful.

The introduction of high priced goods can not only enhance the image and grade of our store, but also stimulate the consumption ability of customers.

But speaking is one thing, and asking is another. As for shopping guide or not, sometimes it is difficult to monitor and grasp it.

In fact, the simplest way is to incorporate high priced goods into the number of joint provisions, so that the meeting rate of high priced products can be guaranteed. After all, clothes are good enough to meet customers to improve turnover.

It is the most passive and the most stupid way to wait for customers to find themselves in the shop if they do not voluntarily ask them to meet customers.

Coup five: recommend general products

As for general products, in fact, you can also consider adding detailed rules and regulations, so that shopping guides can develop some recommended habits on the matching of some accessories.

Sometimes, shopping guide is not a lack of understanding of the importance of these general products. Rather, there is no rigid rule to guide shopping habits. The simplest way to let guide shopping out of an old habit is to develop a new habit with new regulations. As long as new habits bring benefits and benefits to shopping guides, these new habits are easy to take root in the shopping guide. But if managers only develop the new habit with the autonomy of shopping guide, they may not know how long it will take to develop. Therefore, managers should formulate corresponding regulations and speed up the development of new habits after formulating new regulations.

They found themselves in the shop, which is the most passive and the most stupid way.