Skills and Words 1: Learn to ask closed-ended questions. In the process of sales, we can design and ask some closed questions for each of our selling points, that is, let customers answer some "yes" and "no" questions. For example, sir, are our speakers fashionable in appearance? Sir, is our heavy bass very strong? When designing closed-ended questions, try to get the customer to answer "yes". If the customer answers "Yes", our sales are basically successful.
Skills and words 2: Try to let customers participate in our sales interaction.
Sales is an interactive process, not a stage for one person to perform. At the same time, good interaction is the best way to increase the credibility of our products, and it is also the best way to make customers pay attention to what we explain.
For example, when we explain the material of the speaker, we can ask the customer to pick up the speaker and try his weight.
When trying heavy bass, customers are encouraged to reach out to the nozzle to try the size of the airflow.
Skills and text 3: guide consumers into the plot by making up stories or subconscious hints.
You know, we have to face all kinds of consumers. What we have to do is to let all kinds of consumers know the functions of our products well, strengthen their impression of our products, and introduce consumers into our topic with stories or subconscious hints.
For example, you can make up some short stories when you try bass and treble. Sir, if you want to listen to rock music when you are excited to go home at night, the bass effect of our speakers can fully meet your requirements. At this point, we are conducting corresponding argumentation and explanation. If you want to relax yourself by listening to relaxing music when you get up in the morning, the high-pitched effect of our speakers can also meet your requirements. At this point, we are conducting corresponding argumentation and explanation.
Skills and words 4: distinguish who is the buyer and who is the decision-maker.
In the process of sales, we should try our best to attract the attention of decision makers and be good at treating influencers, because they may affect our whole sales process.
For example, young couples buy more things than women at the same time;
Middle-aged couples buy high-end products, mostly men;
When a family buys goods, parents are usually payers and decision makers, and children are users and influencers of goods;
Tips and words 5: Pay attention to promoting orders in the sales process.
The process of sales needs to pay attention to efficiency. When the product is explained to a certain process, it is necessary to promote the order, for example: Sir, don't worry, I will open one with you; We need to help customers make decisions when they are hesitant, especially when many consumers are discussing whether they need to buy.
Skills and words 6: learn to deal with bargaining customers
The main reasons why consumers bargain when buying products are: First, they have objections to the price; Second, the pursuit of a sense of accomplishment.
Our countermeasures are, first of all, self-confidence, highlighting brand power and establishing an unquestionable sense of integrity. Secondly, it is necessary to compliment and praise consumers moderately, so that consumers can get some satisfaction. Finally, touch the poor hearts of consumers with persistence.
Skills and Words 7: Learn to appeal and praise.
Praising customers can make their vanity rise, leave a good impression on them, make them hot-headed, facilitate impulse buying, make customers stay in specialty stores for a longer time and have a greater chance of success in sales.
For example, let customers make up their minds with touching words, such as "your wife will be very happy to see it."
Do work for hesitant customers with some kind of action, and make them make up their minds, such as "take a look again and try more."
Skills and Words 8: Learn to use sales props.
Writing an argumentative paper needs arguments, and doing mathematical proof problems also needs "because …". Similarly, in our actual sales process, we should learn to use some newspapers, magazines, comments, evaluations and other favorable aspects as strong arguments in our sales process.
Skills and words 9: learn to observe and compare.
In the process of terminal sales, we should observe the opponent's selling points and make some powerful blows to his selling points; In the actual sales process, we should also learn to use metaphors, introduce what we want to express to our customers with simple metaphors, and deepen their understanding.
Skills and words 10: be good at comparing with first-line brands
As a terminal salesperson, you should have a thorough understanding of competitors' products. In this way, we can better explain our machine. At the same time, in the process of sales, try to be close to the first brand in terms of quality, function and performance, and close the distance between us and the first brand.
For example, I prefer to buy famous brands, such as XXX, with better sound quality!
Sir, you have found the right person! Our audio chip is also the same as FXCX, which is currently listed in XXX! They all use XX chips. As you know, the sound quality is determined by the chip type, so the sound quality of our model is no different from XXX! There is also the function of our XXX, which XXX does not have.
Word technology
1, you have a good eye. What you are interested in is the most popular and latest. ...
I can see that you are a person with good taste. You have such a professional understanding of fashion (materials) ...
You are an expert and know our brand so well. ...
4. Your husband (wife) is really handsome (beautiful) ...
Your daughter (child) is really beautiful. ...
6. You are so young! Nice figure ...
7, you really know how to match, many people can not wear the effect, in fact, do not know how to match. Of course, it is not easy to understand, because collocation is also an art. ...
This dress seems to be specially made for you. ...
9. Although you are a little fat, you have great temperament. ...
10, although you are not tall, you are beautiful. ...
1 1, this dress is very comfortable on the upper body; This dress can stand out (curves or advantages); This dress can cover ... (indecent or shortcomings); The choice of material for this dress ... (Be sure to guide and imply the superiority of dress).
There are many details in the language skills of clothing sales. Sales staff should learn to master and use it according to time, place and person, and at the same time, they should constantly sum up experience from practice in order to make continuous progress.
skill
1, pressing method: used when sales are not good or there is no passenger flow. Grasp the success rate with the only passenger flow. Use it when customers are hesitant or making excuses. Follow up step by step when using it, and there can be no mistakes. Pay attention to the language not to be too tough, to avoid causing customers disgust and trouble.
2. Enthusiasm method: it is a commonly used method, which is suitable for most customer groups, especially old customers.
3. Cold method: It can be used for customers who are very opinionated or don't talk. Indifference means that the language is just right, not the expression and tone are cold. Strengthen physical services when using.
4. Multi-promotion method: ensure that the first sale is successful and then carry out multiple promotions. There should be principles in sales promotion: from inside to outside, from top to bottom, from thin to thick, from single piece to group, and selling in series. The response should be agile and clear. As long as customers don't leave the store, our sales will not stop.
In addition to learning from books, the sales skills of clothing stores should be accumulated like experience, attended sales training and tested in practice. After a series of transformations, you will get the most suitable sales skills for yourself.
Clothing sales skills (1) Salespeople can try on clothes in the store at will to attract customers' attention. But keep your clothes clean and tidy, and don't get dirty.
Clothing sales skills (2) Don't stand at the door and block the passage. Don't just stand still when you have nothing to do. You have to pretend to be busy, put some clothes "casually" at the cashier, sort out the goods, try on the clothes, memorize the rest of the sizes (so as not to panic when introducing them) and so on. , so as to adjust their mentality, so that they will be confident and generous when they really contact customers. Don't give your customers a high-pressure posture, and don't make them think you are smart.
Clothing sales skills (3) When a customer enters the door, don't immediately introduce the goods (except old customers) to avoid scaring off the guests. She should have a look first. You secretly observe her consumption level, body shape, age, temperament, what clothes are suitable for wearing, and pay special attention to the size-breaking problem. If it is not suitable for her, don't introduce it casually to avoid self-defeating. If she is interested in a product, she can introduce it. Her eyes rested on a dress; Touch it with your hand, and then you can kindly tell her "you can try it on"; Go somewhere quickly (she may have tried this dress before) and so on. If customers go directly to the mirror to admire themselves and then look at the goods, you'd better not disturb her, because she is a loitering type, unless you are also bored and want to play with her to liven up the atmosphere in the store.
Clothing sales skills (4) When trying on, take the size that suits her best and make it accurate, so as to avoid customers leaving when they are tired of wearing it.
Clothing sales skills (5) try to figure out the customer's psychology, such as what she meant by that sentence. The best way is to put yourself in the customer's shoes. That is to say, if I am a customer, what will I think and do when I enter this store? What do I mean by this? See the success of the transaction as a challenge to your own strength.
Clothing sales skills (6) When customers arrive in several batches, they should first receive powerful and eager customers; For other customers, a polite greeting is enough. It is strictly forbidden to provide services hastily, especially at the critical moment of fast payment (if you contact others at this time, the paying customer is likely to temporarily change his purchase mind and may eventually get nothing).
Clothing sales skills (7) For customers who come together, you should first deal with her companion and convince her companion. For example, you can introduce her partner and say, "What about this dress for her?" Wait, this is because customers will have the confidence to buy only if they are recognized by their peers. So don't hurt her companion's self-esteem, such as "your eyes are not good".
Clothing sales skills (7) When introducing, you should face customers calmly, optimistically and actively, and introduce patiently. Don't do any negative actions in front of guests, such as yawning, stretching, picking your nose, etc. Otherwise, the business will be ruined. The best way to stand is to block the guests (methods can be varied), and the sales staff cooperate tacitly.
Clothing sales skills (9) Don't hang back the clothes that customers try on before they leave. It should be "casually" held for her or "casually" put on the cashier.
Clothing sales skills (10) When customers try on good clothes, they should say "This one is fine" and never say "Do you want this one?" . For guests with purchasing power, you should introduce more and promote them vigorously, and don't give up easily. When you register, you should get the money quickly (don't give customers time to hesitate), and you should also check the authenticity of the money. You must not be careless.