Clothing sales skills and vocabulary

Sales refers to the act of providing products or services to third parties through sales, leasing or any other means, including related auxiliary activities, such as advertising, promotion, exhibitions, services and other activities to promote this behavior. The following are the clothing sales skills and vocabulary I collected for you, and you are welcome to learn from them.

Six psychological stages of customer purchase

In order to formulate a set of standard processes and skills for receiving guests and providing quality services, it is necessary to understand the psychological process of customers buying our clothes. We provide targeted services at different stages.

1, observe and browse

Two kinds of guests:

Destination guest

Quickly enter the store, go straight to the point, and get to the point and ask for your own clothes;

There is a purpose to buy a commodity, but it is not clear what color and style clothes to choose.

Idle guests

Without a clear purchase purpose, I will buy clothes that interest me.

For the purpose of loitering, kill time, go shopping and enjoy all kinds of clothes.

Step 2 attract attention

Guests find the clothes they are looking for, or the style and color of a certain kind of clothes attract guests.

3. Induce association

Associating the feeling of wearing this dress on yourself will immediately produce a feeling of excitement. ? I will wear this skirt to the company tomorrow, and my colleagues will definitely praise me. That's great. I must try! ? It is important for guests to associate clothes with life. Decide whether she will take further action. When a guest is interested in one of our clothes, we show it to her. Touching and so on is the best way to make her think better and more!

4. Have a desire to see

After a good association, there will be a possessive desire to see it. On the contrary, it is often. We can successfully encourage her to try it on, which is the best way to stimulate her possessiveness.

5. Comparative evaluation

The desire to possess does not mean buying immediately. Guests will compare similar clothes of different brands with experience and knowledge, and think about and analyze their personal needs and the style, color, quality and price of clothes. Thinking and analysis are not necessarily rational, but may also be irrational.

At this stage, our clothing sales skills are to deal with some of her objections and doubts about clothing.

Step 6 decide to buy

After comparative evaluation, the guests have confidence in one of our clothes, and then they will buy it;

You will also lose confidence and give up your willingness to buy.

There are three reasons for the confidence of the guests:

A, believe the introduction of the shopping guide.

B, believe in shopping malls or brands

C, believe in the style and color of the clothes themselves.

Reasons for the loss of confidence of the guests:

This is not the dress she really wants.

B, the shopping guide does not understand commodity knowledge

C, I feel that quality and after-sales are not guaranteed.

D, conflict with the purchase plan

When the customer has confidence in a certain dress, our clothing sales skill is to ask the shopping guide not to compromise with the customer, and immediately transfer to other clothes that the customer is interested in, so as to retain and continue to recommend. The above clothing sales skills are only a small part of the summary of China Clothing Management Network. There are really more clothing sales skills that you need to find and summarize in this line.

Language skills in clothing sales skills

A good word is hot in three winters, and a bad word hurts people in June.

A joke: three sentences offended friends: any ruler should have first-class eloquence and express his ruling thoughts through language.

In the shopping guide work of terminal stores in clothing industry, we have to communicate with different customers every day, and the same product may need different methods to introduce and explain. Communication also requires skill, and clever answers will promote sales. This story is a bit long, and it will take some time to finish. I will when you finish reading.

When the customer says: This dress is too expensive! I'll think about it and wait.

When you are talking, how can you skillfully turn to art and promote sales at this time? This training aims to solve this problem.

Case 1:? A small gift? Lose old customers

A brand of clothing is engaged in promotional activities, and customers who spend more than RMB 1000 at one time are presented with exquisite sweat-absorbing sports towels or sports kettles. But one day the gift arrived, but there was no stock in the store. A customer wanted this gift so badly that he asked the clerk to find a way to prepare it.

Scene reproduction

Guest:? Miss, policy resources are always limited. Excuse me, don't all customers who spend more than 1000 yuan at one time bring sweat-absorbent sports towels or sports kettles? Why not today?

Guide:? Oh, we just ran out of presents today, and we have no stock. sorry ?

Guest:? But I really appreciate your gift. Can you help me think of a way? ? Guide:? Sorry, many customers have sales skills and skills, but the store has not prepared much. ?

Guest:? Then can you ask the manager to come here?

Guide:? Just a moment, please. ?

Manager:? Miss, what can I do for you?

Guest:? I like that sports kettle very much. I wonder if I can help you?

Manager:? I'm really sorry! This is our negligence. The gift has just run out. I'll get it ready for you next time! ?

comment

In the above example, the shopping guide and the store manager failed to distinguish between gifts and old customers, so they did not take effective measures to solve the problem, which may eventually lead to the loss of loyal customers.

We should be familiar with:

1, it is not difficult to adjust a gift to keep the heart of an old customer;

2. Insufficient gift inventory in the store should be found in time;

3. Compared with the clerk, the store manager should take effective remedial measures from the long-term interests, which is the value of the store manager.

Only by being familiar with the relationship between customers and store exhibitions, as well as the relationship between shopping guides and store exhibitions, can we do a good job.

Two brushes sold at the terminal.

Recognition, respect, tolerance and adaptation

Praise praise facts, specific praise, praise in your own words.

Agree first, then praise.

skill

? Praise men: hairstyle, forehead, earlobe, nose, suit, shirt, temperament, shoes, satchel.

? Praise women: hairstyle, hair quality, face, skin quality, eyes, eyebrows, nose, lips, neck, necklace, earlobe, clothes, shoes, legs and waist.

Language taboos in communication with customers

1, don't talk too much noise and rhetoric.

Don't say those words over and over again.

Don't smile, don't show anxious expression, and don't argue with customers.

I. Opening remarks

When clothes are in season, some new products come to the store for exhibition and guests come in. How should we begin our opening remarks?

Scene 1: Sir/Miss, you are so lucky. We just bought several new models in our store, and I think they are very suitable for you. Come on, let me introduce you first!

Situation 2: Sir/Miss, you have a good eye. What you are wearing now is only the latest style in previous years, and it is made of special cloth. It is very comfortable and breathable to wear, and it won't get sticky even if you sweat, which is very suitable for you to wear during leisure sports.

Situation 3: Sir, you have a good eye. This coat was the most popular style last summer. 100 is our modern style. Walking in the street after wearing it looks very different, and it is fashionable and eye-catching with pants. Come on, sell case skills. Let's have a try. Please give it to me!

Situation 4: Miss, our new model has just arrived. You can try it on!

Second, promotion.

Scene 1: Wow, Mr. Zhang, what a coincidence! Our store is having a promotion, and now is the best time to buy it!

Situation 2: Hello, welcome to CBA Monopoly. You are really lucky. Now you can give back to your customers. 120 yuan buys full-price goods, and the second one is preferential to 50 yuan.

Situation 3: Hello, welcome to CBA Monopoly. You are so lucky. Now, you offer discounts, starting with 20% discount.

Situation 4: Hello, welcome to CBA Monopoly. You are really lucky. All autumn goods can be discounted at 20%. You can also get a commemorative sports kettle when you buy more than 238 yuan!

Analysis: 1. Showed customers the value of the project, guaranteed quality, preferential price, more value-added scheme and jewelry sales skills;

2. Pay attention to arouse the excitement of customers in language, let them quickly dissolve into the lively atmosphere of promotion, and trigger them to make a purchase decision.

Third, stimulate customers' desire to buy.

Use? Like what? Instead? Buy less?

Example 1: A pair of very good sports shoes, assuming the price is 800 yuan, the shopping guide can be divided into 1 year, that is, the daily price is 2. 1 yuan, and the final amount is reduced from 800 yuan to 2. 1 yuan.

Hello, sir, you should wear this pair of shoes for at least 1 year, just like spending only 2 yuan money every day. Such good shoes are really cost-effective.

? Exodus 2: This dress is made of special fabric, which is very comfortable to wear, just like another layer of your skin, and it is close to your body.

? Exodus 3: The fabric of this T-shirt is comfortable, sensitive and breathable, which can let your skin breathe freely and take away your fatigue, without choking at all.

? Other industries: This set of cosmetics costs you 200 yuan. If you just look at the price, you may feel a little high, but because this product can be used normally for three months, it is only tens of dollars a month, less than three dollars a day, just like eating an ice cream for your skin every day.

Use the influence of a third party.

People: celebrity effect. Our model is made of diamond-shaped fabric, which has very good ventilation effect and sales skills. Li Nan usually wears this model when practicing. You can try it, and the effect will definitely be good.

Thing: Customers who buy clothes from us are highly satisfied. Yesterday, an old customer brought a friend to buy it?

Materials: exhibition guide, product collocation, magazine media related.

Take advantage of human weakness

1, the psychology of earning more: 20% off the whole audience, and a commemorative sports kettle will be given when you buy more than 238 yuan.

Hello, we are doing an activity today. If we buy more than 398 yuan, we can give the elderly women a 18k gold necklace.

2. Less money: The original price of this pair of trousers is 165 yuan, but now it's only 50% off?

You can get a 20% discount on one and a 20% discount on two. Special offer?

3. outstanding. You can become our member when you buy 200 yuan, and then you can enjoy the promotion priority, and you can enjoy a 10% discount when you buy clothes in any chain store.