The Eight Selling Skills Of Customers After Entering The Shop

There are some key links in the process of buying customers in clothing store operation. In different links, customers' psychology and expectation are different. These psychological activities will be manifested through some behavioral changes.

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Sales Section

When customers enter the store and begin to notice the merchandise sold on the store, it marks the first stage of sales. This is the first step in the success of sales.

Customer psychology:

"Blind browsing" refers to the fact that customers come into the shop knowing and browsing at will. At this time, there is no "demand" and the desire for goods is very low.

Sales focus:

The "attention" is to break the balance of "no demand" and find a breakthrough. The best selling method at this time is "one word sale", that is, to summarize the highlight of every commodity in one sentence, and to arouse his interest by attracting the attention of customers. With the eyes of customers, explain in time.

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Sales two paragraph

Customer psychology:

"Curiosity", open mind, indicating curiosity about goods, willing to let sales personnel to introduce.

Behavioral characteristics:

Stop, watch, stretch your hand to touch the merchandise, ask simple questions.

At that time, customers were impressed by the store and sales staff. Customers began to stop in front of a certain product, and even touched them with their hands and asked some simple questions, such as:

"What are these materials?" "do you sell them?" sometimes they ask, "how much is this?" what should be noted is that the enquiry at this time is not serious and rational. It is often just a sign of interest to the merchandise. If the salesperson makes hasty quotations, he will say "too expensive" for the 99% party, because the customers' cognition of the value of the goods is relatively low. Xu is less than 50%. At this point, it is obviously a disadvantageous position to talk about price salesmen. If sales personnel fail to communicate effectively, they will probably fall into the mire of price negotiations too early, and this will have a negative impact on the results.

Sales focus:

"Brief introduction", on the basis of the sale of a sentence just now, further points out several selling points of this commodity in concise language, and strengthens the strength and credibility of a sentence sale with a supportive viewpoint. At the same time, the most important thing in this stage is to stimulate customers' interest through commodity perception. They can invite customers to participate in the demonstration process, namely "experiential sales", ask customers to touch them, take a closer look, put them on the hand and compare them with each other to fully experience the use of commodities.

Only when customers fully perceive the goods, can they further generate the desire to buy. Customers will never buy goods that they do not yet know very well. The use of large durable goods is generally relatively complex, and if they are only listening to salesmen, the perception level is only 10%. Touch, demonstration and trial can make the perception of goods reach 90%.

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Sales three paragraph

Customer psychology:

"Generate interest", create a sense of familiarity and goodwill for commodities, and begin to unconsciously imagine: "if I also have..."

Behavioral characteristics:

Enquiries follow salesmen, show interest in listening, sit down and chat, read picture books, talk more, and ask questions related to merchandise.

At this stage, customers sometimes reveal a lot of their personal information, such as occupation, family, hobbies and so on. The more active customers talk about such topics, the better the salesperson's goodwill and trust, the greater the positive influence of sales communication. Therefore, if salesperson politely shows interest in listening and encourages eyes, the conversation will be more intense.

These seemingly unrelated dialogues have great influence on the success of sales, which is the halo effect of psychological research, that is, to spread the advantages of one person to other aspects. Because of "negotiation", they spread to the "recommendation" of salesmen, believing that they have the same taste, and then believe in the proposal and design of salesmen. This is the reason why customers like to buy the salesmen who talk about the industry.

Sales focus:

"Auxiliary Association", that is, the use of all available sales props to help customers associate. For example, if customers want to be interested in costumes and costumes, they will show customers some pictures of interest costumes. After you wear them, they must be very attractive and attractive. Customers will naturally imagine what this dress is wearing on themselves.

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Sales four paragraph

Customer psychology:

"Likes", likes the commodity, but does not have the motive to buy, namely, "heartbeat but not action".

Behavioral characteristics:

The asking price of "serious price" at this time indicates that customers measure their needs through price.

Sales focus:

"Enhance desire", emphasizing the brand and quality of goods, and explaining the price wisely, such as:

1, "enhance the value of the" price interpretation method, that is, more in-depth and more professional description of the selection of goods, design, workmanship is the best, the best, the best, indicating value for money.

2, the "deepening demand" price interpretation method, that is, the price of this product is higher, but it can solve the very important problems of customers and meet the very urgent needs.

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Sales five paragraph

Customer psychology:

"Purchase desire", at this point, customers have already had the desire to buy goods through the preceding understanding.

Behavioral characteristics:

"The consultation desk sits, talks about the price and the need", the customer takes the initiative to sit at the consultation desk, makes the comprehensive appraisal to the commodity price and own demand.

Sales focus:

"Strengthen professional". Emphasize the brand of goods, emphasize the evaluation and recommendation of professionals. For example, if you invite all kinds of merchandise in the shop, if you can't make an order when you sell five customers' head fever, but enter the six paragraph of sales, then the progress of sales is slowing down instead of speeding up. The difficulty is increased rather than reduced. More often, it means that the customer is not simple, but a complex rational consumer. However, as long as the customer is still in the circle of purchase, hope is still there through the efforts of salesmen.

At this time, the appropriate use of "white skills" can also achieve unexpected results.

1, "hint style", that is, to make some actions that only pay customers, imperceptibly affect the prospective customers. "First, help you make the two plan, so that you have more choices, and it doesn't matter if you don't choose one." This gentle and courteous speech does not know how many customers have moved, which has contributed to the success of sales.

2, the ultimatum statement creates a sense of crisis, that is, without immediate decision, it is possible to lose the commodities that have been selected. For example, there are only two stores in our warehouse now. " It can also deliberately create "crisis", for example, knowing that a certain product is in stock, but when the customer is about to calm down, he will call colleagues to go to the warehouse to check the stock of this product, and then cheerfully tell the customer: "fortunately, there is also a product!"

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Sales six paragraph

Customer psychology:

"Hesitation", repeated choice, can not be assertion.

Behavioral characteristics:

"Bargaining and counter-offer" requires members to give price or gift to them, and to pick out a lot of "defects" and "problems", complain about inconvenient use, and refuse to say that they are not in urgent need, and achieve the purpose of bargaining and bargaining by means of reducing the evaluation of commodities.

Sales focus:

"Dispel concerns" list recent purchases by people close to his / her identity and role.

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Sales seven paragraph

Customer psychology:

The purchase decision has already resulted in a purchase decision.

Behavioral characteristics:

"Care about after sales service" ask some questions about product usage, life cycle, return and warranty.

"Herd effect" is just a catharsis of a psychological pressure after making a major decision. Customers just want someone to tell him that they have made a correct decision, when the salesperson can tell him that this product has already been bought by many customers, and the evaluation of this product is very good, and there is no problem. There is no need for a positive response. We only need to make a sincere commitment to ensure the after-sale service to appease the anxiety of customers after paying the bill.

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Sales eight paragraph

Customer psychology:

"Satisfaction and dissatisfaction", at this time, customers will make a re evaluation of goods and services, feel satisfied, mood will rise, feel bad, mood will be low.

Behavioral characteristics:

When you are satisfied, you will smile and ask some other questions with the salesperson. For example, "how do you sell your business, do you sell a lot of people? Do you sell more men or sell more women"?

Sales focus:

The sales work at this stage is what we often call the "connections" business. If we do well, the pulse will spread in all directions, not well done, and the main pulse will be transmitted to the entire interpersonal network. People will tell happy or unhappy experiences to more than 10 friends. Positive influences will bring new customers to repeat customers and new customers. The communication of new customers brought by word-of-mouth is very easy. Sometimes, it will be concluded without selling five paragraphs. Many salesmen have a deep understanding. "Customers say it is more useful than 100 sentences." So this stage is very critical. Experienced salesmen will give their contact numbers to customers, ask the other party to ask questions at any time, ask customers to leave telephone numbers, visit regularly, solve problems that can happen in time, send a picture album, and send customers away.

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The eight paragraph of sales is mainly aimed at the whole process of customer purchase and shopping guide. Sometimes, it may skip a few paragraphs and sometimes return to the stage that has already been done. It is more desirable to make a transaction before customers enter the "hesitation period", such as paying the bill first. However, even in the five section of the sale, it is necessary to build "word-of-mouth" work, because this is the best selling state of the customer service customer.

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