How to be a good shopping guide! How to sell clothes

In fact, selling clothes is very simple, depending on the adaptability of the shopping guide. Some people are born to do business, but not many people can do business. Here's how to do a good job in shopping guide.

First, make more use of experiential sales

In fact, clothing merchants now use experiential sales, that is, they introduce their products to customers as little as possible, but briefly, mainly to let customers choose their own clothes, and then encourage customers to try on them. In any case, if you like them or are a little interesting, take them off and encourage you to try them on, so that you can find the feeling of wearing them on yourself first. Finally, encourage customers with words "This dress suits you very well", "This suit can set off your temperament very well, and it is more beautiful than just now", "Wow, this dress is simply tailor-made for you. Look at this figure, it is even better than Li Bingbing ..." In short, after a series of encouragement, some customers will gladly pay the bill, while others will try something else, so it is easy to set off the atmosphere of the store. At the same time, it also attracted more customers to shop around. Anyway, it doesn't cost money to try on clothes, which is natural!

Second, change the model of customer reception

We will find that "Welcome" greeted by salespeople and customers in many stores has become a slogan, rather than a welcome language, with a stiff face and no welcome meaning at all. Of course, customers have no good feelings for salespeople, which leads to the dislike of the shopping guide nagging around when looking at clothes, and naturally it is not easy to make a deal. This is completely caused by the attitude problem of the shopping guide.

Third, change the simple "buying-selling relationship"

In fact, we will find that many customers have no accurate goals when buying clothes. Most of them are shopping while choosing, and they will buy what is suitable, even if there is no suitable one, and they can buy one more if they like it more. In fact, such customers are the best customers, at the very least, customers who can play the role of "superior shopping guide". What exactly is "appropriate"? Many people have no standards, but only rely on their own feelings, which are quite accidental and impulsive. They have feelings in your shopping mall but they don't feel it when they buy it home, or they have feelings just now but they don't feel it now. This is contingency.

then what is impulsiveness? A temporary feeling is an impulse, or a certain passion is suddenly aroused. Why do many people just go shopping casually and don't want to buy anything, but they buy a lot of things when they go home? Ask him why he bought it? It is also an impulse to "buy when others are buying". In short, people's reasons for buying can be stimulated. Good salespeople should learn to stimulate their customers' feelings, and stop simply "buying and selling". It is not advisable for customers to "buy" and "sell".

Fourth, be a customer consultant

In fact, many people go shopping rationally. For example, a young lady has changed her job and wants to go to work in a new working environment. She must be formal and not too casual (she is an office worker). The color should be younger and the price should not be too expensive. But I didn't buy it after shopping all day. The main reason is that those salespeople didn't understand her real needs at all, and didn't ask her any questions, let alone be the "consultant" of customers to make reasonable recommendations to customers. They just kept asking her to try on clothes, or praised her for her good eyes, or said that her clothes were cheap. Can it be useful to receive such a rational customer? In the end, customers can only choose by their own eyes.

5. Carefully analyze the customer's objections

For example, when a lady tried on the denim skirt, she was very satisfied, and her two companions also praised her because her boyfriend said, "It's too thick, it may be hot" and she lost her business. The shopping guide is still saying, "This one is on sale, now it's only 22 yuan, and it usually costs 3 yuan, which is really cost-effective." The problem is that he doesn't care about the price. What he cares about is that it's too hot and uncomfortable. Why talk about the price at this time? When the lady thought the skirt was expensive, the shopping guide said, "This one really suits you, how beautiful you look through it, and this one sells very quickly. Now there are only two pieces left, and if you don't buy it, it will be gone." Finally, she cares about the price, but the shopping guide talks about "fit". In fact, everyone knows it is suitable, but the price is high. If she can give a reasonable explanation from the aspects of taste, fashion and material, maybe the lady will buy it.

6. Find people who have the decision-making power

Especially when several friends or family members come to buy clothes, they should be able to grasp the key points, know who speaks with weight, and then focus on "attacking", "persuading men and pleasing women" and "it is best to achieve the purpose of persuading their own people".

VII. Lack of a key point

In fact, once a customer selects or likes a product, it is certain that the key depends on whether the salesperson has caught it. Just like playing football, isn't it a pity that the striker didn't shoot when he finally got to the door? How likely are customers to leave your mall and come back again? Therefore, paying attention to customers' small reactions and behaviors is a key for us to promote the transaction.

8. Leave a deep personal impression or product impression on customers

When introducing products to customers, salespeople should not introduce them all in general, but focus on one or two products according to customers' characteristics and preferences, so that customers' attention can be focused on these two products, so that they can feel that this product is very suitable for them and leave a deep memory for comparison when going to other brands. This is to leave a deep impression on the product. On the other hand, salespeople all know that "sell yourself before selling products", but there are not many shopping guides who can really "sell" themselves to customers. If you can use your affinity and professionalism to make customers really like yourself, believe in yourself and establish a good personal relationship, I believe that customers will feel embarrassed if they don't buy your products, and even you will be the first thing that comes to mind when they want to buy something.