How To Make Customers Feel "Value" In Clothing Sales Techniques?

What are the skills of clothing sales? For clothing, we must pay more attention to sales skills. In the sales process of clothing stores, we believe that 99% of the shopping guides have encountered such a situation: we feel that our products are good, but customers are not grateful. How to make customers feel "value"?

　　 First, how can we not be troubled by the "price" problem?

Price negotiation is a question of a university. Every day, the purchasing officers will encounter the following aspects.

1, don't be intimidated by customers' buying habits.

As the saying goes, "buyers are not good sellers", customers do not know the cost and profit elements contained in the product price. In order not to suffer losses, they will substantially bargain. No matter what the shopping guide says, they are "too expensive" to block back. This has become the habit of consumers.

2, do not complain customers casually bargain.

Some shopping guides complain that customers will complain at random, but in fact consumers do not know the bottom line and the bottom line of the product.

3. high price response ability, enhance price confidence

The ability to respond to prices is an important capability for guide buyers. Shopping guide should be clear about the value of product price, understand the selling points, advantages and differentiation of products, and have confidence in product prices. Price confidence comes from three comparisons:

(1) compare with product cost;

(2) compare with the products of peers;

(3) compare hardware, software, service attitude and product quality.

Two, how to make customers feel "buy value"?

Hearing is false and seeing is believing. It seems that the value is the true value. Customers believe most of their eyes, so products want to sell a good price, we must let customers feel "value".

1, make the store look "worth".

Let store look "value" in the following aspects: door image, shop decoration to be in place; door clean, shops and shelves should be neat and clean; shopping guide's mental outlook is positive.

[key tips]

How to make shops look "value":

(1) the image of the head is good.

2. Clean and tidy doors;

The spirit of shopping guide is positive and upward.

2, let shopping guide look "value".

Let the shopping guide look "value" including two aspects:

(1) the spirit of shopping guide is good.

(2) the degree of specialization of shopping guide is high.

For specialization, form is more important than content. If customers judge whether the guide is professional, they will examine from appearance, dress, props, words, and smile.

3, let the display look "value".

Product display is a university question, and display emphasizes "vividness". The display techniques also include the use of lights, the use of POP posters, the use of piles, the use of central islands, and the setting of props.

4, let the props look "value".

Shopping guide should learn to use prop marketing, that is, use corresponding props to foil and prove the value of products. Props include product manuals, customers' messages and commendation letters.

5, let the voice sound "value".

Talking about marketing is very important, "special, excellent, profit and card" is a commonly used method in word marketing.

Three, price response strategy

1. the price will satisfy you.

When customers have just contacted the shopping guide, they are not very familiar with the product. When they talk about the price with the shopping guide, they can use this sentence.

When a customer sees the product price tag, he still asks about the price of the guide, which means that the customer thinks the price of the product is a little expensive and wants to confirm with the guide. If the shopping guide is a matter of fact, answer the price of the product is unscientific. Shopping guide should say, "the price will satisfy you". The advantage of this answer is that customers will not talk about the collapse of the shopping guide because of the price problem, and the negotiation can continue. As customers demand more and more products, the sensitivity to price will drop.

2., value creation.

The more successful the value is, the higher the customer satisfaction is, the greater the possibility of transaction. When creating value, shopping guide can increase the selling point of products, use information or other factors or other factors to add points to products, such as advanced technology, CCTV's list of brands, etc., and tell customers that products are worth the price.

3. rhythm control

When negotiating prices with customers, they must not be anxious. For example, the price tag of the product is 180 yuan, and eventually it can be reduced to 150 yuan. The shopping guide can be divided into three gradient prices: 175 yuan, 160 yuan, and 155 yuan. At first, concession can be bigger, and then concession is getting smaller and smaller, so we can master the rhythm of concession.

Every time a shopping guide makes a small step, it must put forward corresponding conditions, such as asking customers to come often, or to introduce other consumers; and giving every small step to die, so that customers can feel that there is still room for bargaining.

4. let customers see efforts

If customers feel that the shopping guide is very relaxed in the price concession, they will further negotiate the price with the shopping guide. Therefore, during the price negotiation, the shopping guide should let the customers feel that they have done their best by means of language, expression and body movements.

Four, how to solve five types of price objections?

Category 1: approved products, but the price is too high.

Some customers approve of the product, but insist that the price is too high. In fact, in essence, the product is "expensive but not expensive", which is the question of "value is not worth". Therefore, when meeting this objection, shopping guide must be valued, so that customers feel the product has a selling point. If the value has been molded and customers still feel that the price of the product is high, the shopping guide can consider giving customers some small gifts or other service items.

The second category: picky products, compared with other products.

If the customer always criticize the product, it means that he belongs to the analysis type. When shopping guide, we must set facts, reason and quote data to communicate with customers fully. When customers compare products with other brands, shopping guide can not belittle other brands, but should identify product differentiation and emphasize and enlarge the difference.

The third category: bargaining is entangled.

When customers are always entangled in the price issue, the guide should let customers understand that the bottom line of the product can not be lowered, and take care of the customers' emotions and bribe with small gifts.

The fourth category: demand prices on the basis of old customers.

Some customers, on the condition of old customers, demand further price reductions. The discount for the old customers is always relatively large. If the old customers still ask for a price reduction, the shopping guide can provide some services to the customers within the scope of their personal abilities and put forward other relevant conditions, such as introducing other customers, etc. This is called bundling sales.

The fifth category: trying to abandon gifts to lower prices.

Some customers prefer to abandon the gift and lower the price. At this time, the shopping guide must not compromise, because once the price is reduced, the old customers will not be treated fairly. Shopping guides should let customers understand that choosing gifts is more advantageous than reducing prices, because gifts can only be obtained by specific groups.