Clothing sales skills and vocabulary

Real sales often start after the transaction. The following are the clothing sales skills and vocabulary I collected for you, hoping to help you. Welcome to read the reference study!

After the customer enters the store, how to cut into the topic is most conducive to the transaction?

Brand building is not achieved overnight. But in the long-term use of customers, or long-term advertising, slowly formed. In other words, the salesman can't control it immediately in a short time. There are ways to trust strangers and salesmen.

The main purpose of customers entering the store for sales is to facilitate the transaction. Mutual trust is the prerequisite for concluding a transaction. Trust between products and customers, trust between sales staff and customers.

The trust between products and customers can also be called brand.

Brand building is not achieved overnight. But in the long-term use of customers, or long-term advertising, slowly formed. In other words, the salesman can't control it immediately in a short time. There are ways to trust strangers and salesmen. The following is a summary of the marketing art of war:

I. Analysis:

In the process of sales, we all hope that customers will agree with their own views. It's really hard to get customers to agree with themselves in a short time. How to make customers agree with us and nod to us as soon as they enter the door? The method is very simple, speaking with facts that customers can't refute.

1, sales is a chat process;

2. Customers prefer to be recognized;

3. After establishing personal trust, trading will be less painful.

Second, the method:

1. Weather access method

For example, in winter in the north, you can say to customers, "It's really cold outside today. Come in and get warm!" At this time, I brought another cup of hot water to the customer, and then said, "Have a cup of hot water to warm up." These words and actions have really helped customers, and customers will not refute them. After the conversation, the customer's resistance or vigilance will naturally be put down.

Step 2 help cut in

Give the customer a little help. When customers enter the store and see that they have brought a lot of things, they can go up and say, "You bought so many things today, let me help you" or "I'll watch at the counter, don't worry". When the customer hears this, even if she doesn't let us help her with her things, she will recognize us in her heart.

Step 3 care about greetings

When you see a customer entering the store alone, you can ask the customer, "Are you shopping alone today?" If the customer comes by himself, he will nod or agree with us in other ways, because he can't refute it. If the customer comes in with two people, you can say, "It's rare, I'm so tired and stressed at work, and I'm very happy with my close friends!" " How will customers react when they hear this? Of course, I am very happy.

4. Temperament praise method

Seeing beautiful female customers, it is better to praise girls for their temperament than to praise them for their beauty. Beauty is external, making people feel floating, and temperament is internal. Only girls with certain knowledge and accomplishment have this temperament, so many girls prefer to be praised for her temperament.

Male salesmen should seize the opportunity to grasp the temperature when using it, otherwise it will make people feel frivolous!

5. Praise the atmospheric law "You are a person with unique responsibility at first glance and have the courage to do great things!"

Treat men, especially young and middle-aged men, and try to praise men's courage in doing great things in this way. Men are subconsciously more willing to accept such compliments.

6. Happy Sharing Method

"Seeing that you are so happy, is there any happy event today?"

Seeing the smile on the customer's face is a description of the facts. If a happy assumption is followed, customers will be happier, and everyone is willing to share their happy things with others.

Step 7 compliment your peers

"You two go shopping together, you must be best friends. . . "

Many times, customers who come shopping together are often people who help customers make decisions. Don't ignore them.

Especially for customers with children, we must find ways to praise children and even interact with them.

8. Elder praise method

"You smile so kindly, just like me!"

Hearing this sentence, the strangeness in the customer's subconscious will disappear, and there will be a family-like feeling at this time. Of course, you have to tell this to the older customers.

Sales is actually a process of chatting, a process of building mutual trust. After building trust with a closer distance, you will naturally believe that the transaction will be completed.

Management reflection: Why do customers want to leave as soon as they enter the store?

Many shops will encounter such problems in their operations. Customers who enter the store usually stay for a short time, and most of them just wander around and leave. Moreover, many shopping guides also reflect that no matter how hard they try, the result of leaving customers is still very unsatisfactory. This situation is very unfavorable to the operation of the store and the long-term development of the store.

Let's think about the following questions first:

1. Why don't customers want to listen to the introduction of the shopping guide?

2. Why not care how hard the shopping guide works?

3. Why do customers just wander around?

4. Why do customers always deal with us and just look around?

The answer is-break the deadlock!

There is a kind of money interest relationship between customers and shopping guides, which leads to customers' distrust of shopping guides, and there is an ice belt, whose existence is an obstacle and even more indifferent! As a shopping guide, if you want customers to stay, listen to our explanations and communicate with us, you must break the ice belt, that is, how to melt it!

Conventional analysis of customer's behavior psychology

Before customers enter the store, 1, we should enter a cordial welcome state to make customers feel comfortable, and don't let customers feel strange, confused and alienated from us at once; 2. Find the right time to approach customers. In fact, customers come into the store for a certain purpose. Before they find the target or the product that they are slightly interested in, the shopping guide will intervene in the customer's thinking range in advance, and even introduce the product endlessly, which is often rejected by the customer's current psychology. ...

In general, customers entering the store are divided into two categories. One kind is active customers, who are eager to find the target as soon as they enter the store, or directly ask the shopping guide if they have the products they need; The second category is silent customers, who don't talk when they enter the store. Some of them are gentle and the overall rhythm is slow.

Active customers are relatively easy to receive. For example, if a customer looks around when he enters the door, it seems a little urgent, then you can start the normal shopping guide process.

As for the second category, it is the biggest headache for everyone. For silent customers, customers must be given a certain choice space, including time space and physical space. If you say at this time: Sir, what can I do for you? That will put some pressure on customers, causing them to say "just look at it first".

Analysis: After welcoming guests, the shopping guide should give customers 10-20 seconds to browse independently. This time is the opportunity-seeking stage of the shopping guide. Under normal circumstances, in this short period of time, silent customers will have the following five situations:

A, touch the goods by hand to see the label;

B, always looking at the same commodity or similar commodities;

C, look at the shopping guide after reading the goods;

D, stop and go, want to go in and stroll;

E, the browsing speed is very fast, and there is no obvious goal.

Analysis: At this time, the shopping guide should step forward quickly, seize this critical opportunity and begin to approach the customer.

So, how to get close to it, so that customers can have no pressure?

First, don't follow closely, keep a distance of at least 3 meters from customers, and don't block the passage of customers. Control your feet and don't cause any psychological pressure or practical obstacles to customers;

Second, dialogue should be used to avoid approaching customers with questioning statements. For example, the following five methods can be used to correctly approach the customer's opening:

1: Beauty, you have a good eye. This is our ... product, and this style is very unique ... (approaching customers through praise)

2: "Beauty, this product of ours is selling well now. Let me introduce you to ... "

3: "Hello, beauty, this is the latest model we just bought. Simple and unique. Let me help you open it ... "

4: "Hello, beauty! This is the most popular style this year, which not only shows the taste, but also the fabric is very special ... This way, please! I will give you a detailed introduction "(highlighting the special features of the new model).

5: "Beauty, you have a good eye. This model is the latest product of the company, which suits you very well. You might as well feel it. "

Silent customers and the solution of purchase obstacles

Problem: The above points can only avoid the appearance of "ice belt". After all, no matter how hard we try, there will always be some customers who say "just look around" or keep silent. What should we do?

Analysis: If the customer doesn't talk, we will never have a chance, because you don't know what he is thinking, what he wants, and of course you don't know what you should do? At this time, the second "breaking the ice" will be carried out;

Correct coping strategies:

1, don't care too much about customers' "glance left and right"

Analysis: Because it has become an "excuse" for each of us to buy, that is, it is part of our buying habits.

So, don't pay attention to what these customers say casually, and don't entangle the problem itself.

2. Try to reduce the psychological pressure of customers as soon as possible.

Cleverly turn the customer's topic into a reason to approach the customer, and then put forward some topics that you care about and are easy to answer the customer, so as to develop in a direction conducive to the active sales process and play a role in taking advantage of the trend.

The right way

1, "Yes, beauty! Be sure to read more when shopping! However, we just got two very good products recently and many customers like them very much. You can get to know them first! Come, this way, please ... "

2, "it doesn't matter, beauty! It doesn't matter whether you buy it now or not. You can learn about our products first. Let me introduce them to you first ... What fabric products do you prefer? "

Analysis:

First, we should have a sense of identity with customers, so as to relieve their psychological pressure, and then turn the topic to excitement, and emphasize the introduction of a product, while using professional sign language as a guide.

At this time, most customers will find it difficult to be personable, and then enter the next product introduction process. While guiding customers to be interested in a product, we can also explore the demand of the trend and promote the product more purposefully. What if the shopping guide will be rejected by the customer despite this method?

First of all, in the face of such customers, don't lose heart, let alone complain, or even feel that your self-esteem has been hurt. You know, it's normal for customers to have this reaction. As long as they haven't left the store, you still have a chance.

Secondly, you can take a step back, but you and your customers should have face. You can neither show your rudeness and hurt customers, nor drive them away. At this time, you can say, "Never mind, sir, please choose your favorite product again. I am Xiao Zhang in this cabinet. Please call me immediately if you need anything! "

Point: Remember, when you speak, you must smile and show sincerity! You can also pour a glass of water or coffee to bring you closer to your customers and achieve your goal slowly.

What can be considered as clearing obstacles? When you think that customers are willing to listen to your product introduction, it is basically realized. After retaining customers, you should quickly guide customers to experience products. Only when customers participate in the product experience will the stay in the store be correspondingly extended and we will have more opportunities. In the process of interacting with customers, the shopping guide should stimulate customers' desire to buy and guide customers to move in the direction of clinching a deal.

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