How to improve employee sales skills in clothing stores

How to improve the sales skills of employees in clothing stores

How to improve the sales skills of employees in clothing stores. With the enrichment and homogenization of life, everyone will compare goods when consuming. Let’s see which of the three is the best, and what the salesperson has to do is to keep customers in the store to buy products. Let me take a look at how clothing stores can improve their employees’ sales skills. How to improve employee sales skills in clothing stores 1

1. Be confident when recommending clothes. When recommending clothes to customers, the salesperson must have confidence in himself, so that customers can have trust in the clothes.

2. Recommendations suitable for customers. When prompting customers with products and explaining them, they should recommend suitable clothing based on the customer's actual objective conditions.

3. Use gestures to recommend to customers.

4. Match the characteristics of the product. Each type of clothing has different characteristics, such as function, design, quality, etc. When recommending clothing to customers, the different characteristics of clothing should be emphasized.

5. Focus the topic on the product. When recommending clothing to customers, you must find ways to bring the topic to the clothing, and at the same time, pay attention to the customer's reaction to the clothing, so as to promote sales in a timely manner.

6. Accurately state the advantages of various types of clothing. When explaining and recommending clothing to customers, we should compare the differences of various types of clothing and accurately state the advantages of each type of clothing.

Secondly, we should pay attention to key sales skills. Focused sales means being targeted. The design, function, quality, price and other factors of clothing should be tailored to the individual, so that the customer's psychology can truly transition from "comparison" to "belief", and the final sale will be successful. Being able to convince customers to buy in a very short period of time is a very important part of sales. The key sales principles are as follows:

1. Start with 4W. It is conducive to sales success to be a good purchasing consultant in terms of when, where, who, and why.

2. The key points should be brief. When explaining the characteristics of clothing to customers, the language should be concise and clear, and the content should be easy to understand. The most important features of clothing products should be mentioned first, and if there is time, we can expand them layer by layer.

3. Specific performance. It is necessary to adapt to the situation of the customer, and not just say: "This dress is good", "This dress is the best for you" and other overly simple and general sales language. Change the way you speak depending on the target of your sales. It is necessary to introduce different content to different customers so that it can be tailored to each individual.

4. Salespersons should grasp popular trends and understand the vanguard of fashion, and should explain to customers that clothing conforms to popular trends. How to improve employee sales skills in clothing stores 2

1. Store entry rate

1. Store location selection

The development specialist of the development department of the company's marketing center conducts research in the area under his jurisdiction Brand development, and implement store location supervision and review. The supervisor can connect with the regional development specialists under his jurisdiction to assist in the implementation of store locations.

2. Promotion

(1) Physical advertising: poster promotion in specific areas of shopping malls, poster display promotions in commercial streets, store POP promotions, brand event flyers, etc.

(2) Electronic advertising: LED screen advertising in shopping malls or neighborhoods, etc.

(3) Media promotion: Internet, radio, TV, SMS promotion, etc.

3. Marketing activity design

(1) Sales discount activity design, vouchers, catwalk promotion activities, cross-industry alliances, joint promotions, etc.

4. Atmosphere creation

(1) Promotional atmosphere, posters and promotional materials required for promotion are set up and placed in place

(2) In-store sales staff atmosphere Create (appearance, status)

Create a prosperous sales atmosphere in the store, and conduct activities such as product sorting, familiarization, and sales drills with the salesperson to create a prosperous sales atmosphere.

(3) Store appearance and image. (The store under supervision must evaluate the store based on the information obtained by the planning department and maintain a reasonable, clean and tidy store atmosphere with reasonable store facilities)

(4) Store music.

(Choose to play store music that is seasonal, timely, and appropriate to the brand) Example: Choose light and soft music in the morning, music with a stronger rhythm at noon and afternoon, and calm and soothing music that is suitable for the brand when the business is about to close in the evening. Music for style and store image.

(5) Create a pleasant and relevant service atmosphere. Service with a smile and appropriate language.

2. Customer retention rate

1. Staff retention

The appearance of the clerk (smiling, friendly, physical Language, personal temperament), clerk’s reception skills (non-sales topics, service awareness)

2. Store customer retention

(1) Store planning: moving line design, shopping guide position Design of guidance and rest areas.

(2) Creation of store atmosphere (theme atmosphere, yard atmosphere, sales atmosphere, etc.).

3. The products retain customers

Whether the colors are attractive, whether the categories are rich, how beautiful the display is, and whether the shopping guide introduction is professional.

4. Sales retention

By observing customers and choosing appropriate words to contact them, understand their needs and serve them.

3. Try-on rate

1. Master professional product knowledge

(1) Be familiar with the design concept and product FAB of the store's products,

(2) Observe and understand the styles that are suitable for customers based on their body shape, clothing, preferences, etc.

(3) Master the shortcuts to familiarize yourself with the products. Shopping guides must try on all our products. Through morning meetings, evening meetings, clothing FAB and matching exercises during empty hours, through practice, you can gain confidence when recommending to customers. A hundred times more targeted.

2. Correctly determine the customer's clothing size

Through daily sales accumulation and trial-fitting of goods, we can visually determine the size required by customers, improve the time for picking up goods and matching, and reduce the time spent on ineffective sales. .

3. Become a fashion consultant for customers

(1) Require shopping guides to master product knowledge and understand fashion trends and fashion matching. This enables shopping guides to give timely advice to customers and increase the transaction rate.

(2) Able to quickly make judgments on customer types, understand customer needs, provide customers with optimal combinations and suggestions, and build a sense of identity and trust.

Example: When you encounter two clothes that are suitable for a customer, you should give priority to recommending the relatively cheap one to the customer. This will easily create a sense of trust in the customer. When encountering two products that are both suitable and priced at about the same price, give priority to recommending to customers a large inventory, which can effectively decompose the inventory pressure.

4. Correctly judge the customer’s identity characteristics

(1) Quickly diagnose the customer type and choose corresponding sales techniques by observing the customer’s body shape, clothing, skin color, temperament, etc.

(2) New customers must have doubts after entering the store. For such customers, the shopping guide must first dispel her doubts, tell her about the brand and the store, and then sell products to them. .

(3) When old customers enter the store, they can go straight to the topic, focus on recommending new products, and skillfully recommend the ongoing promotions in the store.

5. Customers are also divided into fashion demand type and brand demand type:

(1) Brand demand type customers do not know much about products and fashion, and do not necessarily know that they are suitable. What style to wear, but they pay more attention to the brand, so when facing such customers, shopping guides can boldly recommend our products to them and "encourage trying". Generally speaking, our transaction rate will be higher when facing such customers. high.

(2) Fashion-demanding customers have a special understanding and attention to the fashion trends of the season. They know what styles and colors are suitable for them, but their requirements for brands are not very high. Facing such customers, our shopping guides must remember that we can recommend at most two styles to them. If the customer does not approve of our recommendation, we must not recommend a third style, because this will easily make the customer confused. Disgusted.

6. Master the inventory

The store clerk must understand the inventory situation and know his own inventory well. If there is a shortage of code or color, he can replenish the goods in a timely and appropriate manner.

Consider the inventory of recommended models when conducting sales activities and adopt appropriate sales techniques.

The style I tried on is not suitable.

When customers enter the fitting room to try on clothes, store clerks should not stand outside the fitting room and wait. They need to go to the store to prepare two or three sets of clothes for customers to choose from after they are not satisfied with the fitting room.

4. Transaction rate

1. Praise technique

To avoid customers blindly praising the product after trying it on, it needs to be combined with the customer's image, temperament, skin color, etc. Comprehensive compliments and highlight the benefits the clothing brings to them.

2. Customers are hesitant to choose styles

(1) Highlight the style features and clothing benefits.

(2) Preferential purchase policies (gifts, discounts) that do not affect the brand and related regulations and sales benefits

(3) Emphasize brand value while adopting virtualization of sales and inventory Ways to inspire customers to buy.

(4) When a customer is hesitant about one of the two items, they need to make correct recommendations and compliments by understanding the customer’s preferences and the customer’s physical and temperament characteristics.

3. Insufficient ability to handle objections in sales

Two methods are generally used to deal with objections

A. First confirm the customer’s point of view + explain + highlight Brand advantage.

B. Diversion of attention

When dealing with objections during sales, it is necessary to grasp the customer's emotions and adopt handling methods.

The moment of closing the transaction

(1) Closing words are very important. When we praise the customer, we should seize the opportunity to ask directly, can I wrap it up for you? Are you paying by card or cash?

(2) Pay attention to the transaction expression and maintain a natural smile and service.

5. Connection rate

1. Goods

(1) Strengthen the quality of display and matching of individual goods.

(2) Learn about the various ways to match styles by trying them on.

(3) Introduce preferential policies for purchase quantity of goods through VIP, sales activities and seasonal policies.

2. Awareness of joint sales

(1) Have the awareness to try to prevent customers from taking single pieces of clothing into the fitting room.

(2) After customers go in to try on clothes, they should not wait next to the fitting room. They need to quickly go to the store to match two or three sets of clothes as a backup.

3. When customers pay, they must have the awareness to recommend VIP cards.

(1) Mentality

A. Understand and grasp the purchasing mentality of customers through sales activities and make recommendations.

B. Use enthusiasm and thoughtful service to build customers’ trust in store staff and promote joint sales.

C. Strengthen the shopping guide’s sense of jointness and provide dedicated service during the style recommendation and transaction process.

(2) Store layout restrictions

Set up areas around fitting rooms and cashiers. Example: Place a separate cargo rail next to the fitting room to display matching accessories.

(3) Joint material reward and punishment system

A. Punishment system: reasonably formulated based on the store’s original reward and punishment system

B. Reward system: In fact Everything is done with purpose. In order to increase the joint rate, if relevant joint rewards are formulated, it will inevitably have the effect of getting twice the result with half the effort. As for the amount of rewards, relevant incentive measures can be formulated based on local market demand.

6. Return rate

1. Remember the customer’s appearance and related characteristics, and think about what the customer thinks

Every customer who enters the store when they cross the The moment you enter the store, you should look at him carefully and remember his appearance or characteristics. When he comes for the third time, talk to her like a friend and make the customer remember. When he came for the fourth time, he greeted him very affectionately, chatted with him about home affairs, and tried every means to make customers stay in the store for a while and increase the chance of purchasing.

2. Establish customer files and provide "warm-hearted" services to customers one-on-one

For a store that operates healthily for a long time, the number of customers will definitely increase, even if No matter how good the clerk's memory is, it is ultimately impossible to remember every customer's name, age, occupation, hobbies, habits, etc., and these are extremely important.

Therefore, the establishment of customer files cannot be ignored.

3. Use "preferential" services to retain customers

On the basis of establishing customer files, according to different customer categories, you can set up and give away point cards, VIP cards and membership cards. Wait for card types.

(1) Continuously provide customers with product launch and discount information

(2) Continuously provide customers with product information, which will make customers think that the store's products are always updated. It can increase customers' recognition of the store. The transmission of preferential information can directly increase customers' store entry rate and consumption.

(3) Let customers enjoy the satisfaction and comfort brought by shopping

(4) Let customers enjoy integrated services such as reading, music, video, tea, etc. Detailed services create customers' impression and loyalty to the brand, allowing customers to enjoy the enthusiasm from beginning to end during the entire consumption process.

4. Sound VIP system settings

A. VIP usage principles, regulations, and preferential policies.

B. Setting of items required for VIP. (Instructions for use, VIP card, VIP file, VIP electronic database, etc.)

C. VIP after-sales service process and follow-up.

5. VIP maintenance

A. VIP return visit system is established.

B. VIP later connection and style information delivery.

C. Daily text message "heart-warming" service.

D. Strictly implement VIP related policies and safeguard VIP rights. (Such as points, birthday events, holiday event discounts and gift execution).