After Repeated Rejection By Customers, What Are Your Best Ideas?

The "try on" link is the lifeblood of the whole shoe selling service process. The penetration rate directly affects the turnover rate.

As a shoe guide, repeatedly rejected by customers, what are your best ideas? Look at two cases.

Case 1

Xiao Liu is a family.

Recently, she had a headache. Many guests looked at them with their shoes. They did not try them on. They didn't show much interest. They turned around and went out.

This is a very embarrassing thing, the sales performance every month is not satisfactory.

Case 2

XX shoe store is smaller, with only 3 employees.

There is a shopping guide. She can't even distinguish shoes from genuine leather, and do two rest as other employees do.

But she has more personal performance every month than the other 2.

Why?

She served customers like this: after a beauty customer came into the shop, she began to greet, "beauty, do you want to buy high heels or flat heels today?" the customer said, "high heels."

So she took out a design and began to recommend: "do you like this?"

The customer shook his head and turned around to go outside the store.

The shopping guide did not give up, and picked up a style and shouted to the customer, "please wait a moment, beauty. What do you think of this?"

The customer looked at it and shook his head, without saying a word. He turned around and prepared to go outside the store.

Customers are getting closer and closer to the door of the shop, almost almost coming out of the shop door.

And the guide called her once, until the sixth time, sixth pairs of shoes were introduced to customers before they were tried and paid.

In the actual sales process, the first recommendation and a clear rejection, 70% of the shopping guide will enthusiastically recommend second times; after second rejection, only 10% of the shopping guide will continue to patiently recommend; if three consecutive tests have not tried to refuse, only 1% of the shopping guide will continue to recommend.

And this guide, every time he receives customers, is always recommending customers to leave the shop entirely.

In fact, when customers are carrying shoes, it shows that the customers' shoes are still favorable. What we need to do is to help customers to make up their minds, insist on sincerity and make good use of skills to promote pactions.

1. master the major

Before marketing, we should not only find out the design concept and selling points and technological characteristics of every product, but also more importantly, identify the target customers and needs of the product.

In this way, shopping guide can help customers choose the right products accurately and easily, so that customers can truly experience your deep professional standards and quality services, and virtually increase the confidence of customers.

Not only that, we should also refine the selling points of every style, such as this year's fashion trend and XX stars, so that our products can be flourishing.

2. correctly judge customer foot code.

When a customer enters a shop, he should judge the size of shoes that customers should wear.

"Always asking customers what size you wear?" will make customers distrust you, or even think that the quality of the product is problematic.

Seeing the size of the customer is the most basic requirement for a professional shoe shopping guide.

Shopping guide must understand the size of each item of their own products. When guests enter the store, they will see the number of guests required at the first time, then take out the appropriate shoes from the guests and send them to the guests.

3. fashion consultant for customers

Shopping guide not only sells shoes, but also sells fashion.

Fashion consultant for customers should understand fashion trends and fashion matching.

Shopping guides can often read some fashion magazines, pay attention to the good micro signals of shoes industry, understand some fashion trends and collocation knowledge, have a unique understanding of colors and styles, especially the overall collocation. This is a blank for many customers. If our shopping guide can give timely advice, it can improve the turnover rate.

If two shoes are suitable for customers, we should give customers priority to recommend cheaper prices, which will make her trust you.

When the two items are all right and the price is almost the same, we give priority to the customers to recommend a large quantity of stock, so that we can effectively decompose the inventory pressure.

4. correctly identifying customer status

If she is a new customer, she will like to look around and ask this question when she enters the store.

For such a customer, the shopping guide must first dispel her doubts, tell her the brand situation and the shop situation, and then sell the product to him.

For old customers, they can go straight to the theme, focus on new products, and skillfully recommend the ongoing promotional activities in the store.

5. know everything about stock.

Do you often encounter situations like this: customers try hard to wear them, but they don't have the right size.

"You must stop trying that one."

How many customers would like to try other styles?

From the point of view of customers, the enthusiasm that was aroused easily was thrown cold at once, and we thought that our guide was not professional enough, and there was no code that he did not know clearly, so that he began to doubt whether the brand was reliable.

Therefore, we must understand our stock situation, know our stock well, break the code and break the color, and make timely and appropriate replenishment.