Clothing Sales Skills To Identify The 3 Sets Of Customers To Help You Recover 80% Of The Performance.

Clothing shopping guide will face all kinds of customers every day, and every customer's psychology is different. We can only understand the customers' voices behind the scenes and cleverly break the routine so as to make the list successful. So how can clothing guide customers recognize their shopping psychology? Do you often encounter the following sales situations?

　　 Shopping guide Linda: This dress is really suitable for you. It shows your good figure. And your complexion looks even more white.

　　 Customer: Ha ha, right?

　　 Linda: Of course, look at you. Your legs are long and thin. I haven't seen anyone wearing this dress so well. Really, this dress makes your clavicle more beautiful. I didn't expect the upper body to be so effective.

Customers were excited by what Linda said. After a few shots in front of the mirror, they smiled and went to the fitting room to change clothes, but when customers came out of the fitting room,

　 Customer: I don't think this dress fits me well, uh... Let me see it again.

Before the Linda came to reflect, the customer did not return.

This is the tenth customer that Linda has seen today.

Linda racked his brains to wonder what was wrong with him. Obviously, the customers who came to it were like cooked ducks, saying that they flew away.

Very common scenario, because for consumers, when the price of clothes is lower than their inner expectations, they will come out of their hearts and find excuses to leave quickly.

How can we reduce some of these "excuses" and see early customers' routines? First of all, we must stand in the customer's mind to understand the 3 routines they often use:

1, it is waiting for friends to help "staff":

For example, when customers are shopping, they often say, "wait a minute, my girlfriends are shopping nearby." I called to ask her to come and help me with her eyes. "

When a friend came over, he said, "this is a general dress. Besides, what's the hurry? It's not too late to buy it again." Now accompany me to the movie. " So the customer was dragged away.

　 2, when paying the bill, the escort said general.

The two customers meet each other, one buys clothes, the other is accompanied. When the price of the clothes is beyond the psychological expectation, the indecision is made when the bill is paid. The people who accompany them will take the hint, and say, "this dress is fit. It fits well, that is, generally, it has no special features, and goes to the next house to have a look." So the list arrived.

3, ask for a discount directly.

This is actually the best. Customers will not buy because of a discount, but they will not buy it because there is no discount. The reason for not having a deal is attributed to shops, and many shopping guides are helpless.

Maybe some people would say that our clothes are not expensive at all, which is more affordable than their peers. By this time, clothes are expensive and inexpensive. What matters is that customers feel expensive.

How do we solve these problems? First, we need to understand why customers feel expensive when they pay the bill. Only in this way can we do the right thing.

　 Common reasons are:

1. with limited economic capacity, this crazy Street wallet is not really that much money.

2. quality low price, feel that goods are not worth so much money.

To know the cause of the disease, we need to reduce the customer's expense and raise the value of the commodity, and then we will take two "drug instructions" to cure, and try to get the identification of the customers. How should we do this?

　 01, reduce customer purchases.

When customers pick and choose more than one item of clothing, choose customers who like best to promote transactions, and do not have to buy them all at once. After all, fish and bear's paws can not be enjoyed either. Then help customers find a reason to give up the bear's paw.

Customer: "just a moment, my girlfriends are shopping nearby." I called to ask her to come and help me with her eyes. "

Linda: "really? Then you can ask her to come and show you. And I think the jacket you chose today is very suitable for you, and the other two shirts are also very good. And we will be ready for shirts next week. Welcome to look at it later. "

Customer: "yes? Will shirts have new products next week? In fact, I feel the two shirts in general. Since there are new ones next week, I'll see you later. This time I'll just take my coat. "

Linda: OK, OK, no problem. I'll wrap it up for you first. "

02. Recommend cheaper prices.

It doesn't matter if the clothes are distinctive at this time. The important thing is that the customer's escort has no distinguishing feature. Then you have to find out the reasons for her lack of characteristics, and then recommend them with special characteristics (not expensive).

Escort: "this dress, fit is fit, that is, general, no special features, go to the next house to see it."

Linda: "this lady is right. This dress is liked by many people, but it doesn't fit you very well. It's just plain on you."

Customer: "really?"

Linda: "yes, it doesn't always like what is right, but what you like is not always appropriate. Let me talk to you first about the style you like, and I'll get it for you, then let the beauty help you to see if it fits. "

Customer: "OK, my girl's eyes are good. Let her help me see it."

03, improve the value of goods.

When customers feel the quality is high, they will not pay the bill. We need to improve the value of goods, such as limit, limit and so on.

Customer: "do you have any discount? If not, I wouldn't buy it.

Linda: "you seem to like this dress very much. Your eyes are really good. This is the best clothing we have. It's our latest style. What about the designers in Italy? "

Customer: "really?"

Linda: "yes. This is our limited edition and will be off next week. No one will wear a shirt with you on the street.

Customer: "limited money? Well, wrap it up for me and wear it back to see how it feels. "

Many times customers are good faces. Even if they are not satisfied with the style or price of the product, they will not break it.

So when we communicate with customers, we need to know how to think about it and how to handle it. When you read the customer's mind, try to change a way to do it.