Shopping Guide Skills And Dialogue Scene Practice: Moderate Pressure Can Improve Store Performance 70%

First, follow the customers' meaning and ease the psychological pressure of the customers with a relaxed tone. At the same time, we introduce the characteristics of the clothes briefly, then the questions are asked to guide the customers to answer the questions. As long as the customers are willing to answer our questions, the salesmen can ask questions in depth, so that the sales process can be achieved.

Go ahead.

1. we smile to the right, but customers have no response, silent or cold answer: I look around.

[error handling 1] doesn't matter. You can take a look at it.

[error 2] yes, please take a look at it.

[wrong answer 3]. Well, you can see if you need help.

Template drill

1: Shopping Guide: it doesn't matter. If you buy it now or not, it doesn't matter. You can know our products first.

Let me introduce our clothes to you first.

Your friend's complexion, please?

Comment: first, follow the customer's meaning and ease the psychological pressure of the customer with a relaxed tone. At the same time, introduce the characteristics of the clothing briefly. Then, the customer will answer questions by asking questions. As long as the customers are willing to answer our questions, the salesperson can ask questions in depth, so that the sales process can proceed smoothly.

2.

It doesn't matter. I want to have a look at the shopping. But miss, I really want to introduce to you the latest development of the "zero gram heavy" series of products, which we sell very well these days. You can first understand, come here.

Comment: first of all, we still agree with customers' meaning and ease the psychological pressure of customers with a relaxed tone. Then we will guide the customers to understand a product with a sincere and excited tone, and guide the customers with you with strong gestures. As long as customers are willing to know the product with you, the shopping guide can thoroughly ask questions to understand other needs of customers, so that the sales process can proceed smoothly.

Shopping guide is not a guide to buy, but actively guide customers in the direction of buying.

2. the customers really liked it, but the rest of the trade did not buy it. He said, "I think generally, look elsewhere."

[error handling 1] will not, I think it's good.

[wrong response to 2]. This is our main season.

[error handling 3] is very special. How can it be ugly?

[error 4], don't worry about what others say, you.

How do you feel?

"No, I think it's pretty good" and "this is very distinctive. How can it be ugly?" is purely a salesman's own way to deal with mistakes, which is simple and unconvincing, and can easily lead to confrontation between shop assistants and companions, which is not conducive to creating a good atmosphere for sale.

"This is our main season."

"No matter how others say, what do you think of yourself" is easy to cause companionship to feel sick, and customers must be on the side of the accompanying company, and the sales process will also end.

Template drill

Shopping guide: this gentleman, you not only have a unique view on high-end clothing, but also very attentively to friends. It's good to take your friends to buy clothes. Please ask, what do you think is not appropriate? We can exchange views, and then help your friends choose something that really suits him, OK?

Comment: first, sincerely and clever praise accompany the purchaser, then ask him for advice on buying home.

As long as the accompanying buyer is willing to give his opinion, it means that we have won his support and the probability of successful sales will be greatly enhanced.

Shopping guide: (to customers) your friend is very professional in buying clothes, and is also very attentive. No wonder you bring him to buy clothes. (to accompany the purchaser) excuse me, sir, what other place do you think is inappropriate? You can tell me, so we can make a suggestion to your friend to help her find a suit that suits his temperament better.

Comment: first, customers should praise the customers' professionalism, carefulness and so on, then ask the accompanying buyers' opinions, and then drag them into their own advisers. As long as he gives advice, the sales process can go on.

Accompanying buyers can be either enemies or friends.

3. although our customers accepted our construction, they did not make a purchase decision and left.

[error handling 1] is really good for you. What else is it to discuss?

[error coping with 2] is really suitable, so you won't have to think about it anymore.

[error coping with 3]...

(speechless, starting to collect things)

[wrong answer 4], OK, welcome to discuss it again.

"This is really suitable for you, what is it to discuss?" it feels too strong for people to attract customers' rejection. After all, customers spend so much money on shopping and discuss with their husbands is normal.

"It's really suitable. You don't need to think about it anymore".

And it's too negative to collect clothes without speaking words, not doing anything to win customers' business. "Well, OK.

You are welcome to discuss it again "to give people no effort to do anything, and to expel customers from leaving and feeling, because as long as the shopping guide is exported, customers have to walk away from the store along the way to avoid embarrassment.

Template drill

Shopping guide: Yes, you can have this idea. I can understand that after all, buying a good dress is worth thousands of dollars. I must discuss with my husband, so I won't regret it if I buy it.

Would you like to sit down for a while? I would like to introduce more to you. You can take a look at it and compare it more.

Comment: first, recognize the reasonableness of the customer's claim and win the psychological support from customers. Then, take this as a reason to introduce other products to customers in a rational way. The aim is to extend the customers' staying time, understand the true situation of customers and lay the foundation for building trust between the two sides.

Shopping guide: Miss, this dress is very much in line with your temperament in terms of style, fabric, color and so on, and I like to feel it.

But you said you would like to think about it again. Of course, you have such an idea that I can understand it, but I am afraid that I do not have enough explanation. So I would like to ask you for your advice.

(smiling, looking at customers and pause to guide the other side to worry) miss, besides...

Is there any other reason why you can't make a decision now?

Shopping guide: Miss, if you really need to think about it, I can understand it too.

But I want to tell you that this dress is very suitable for your situation, and now it is also very cost-effective to buy, you see its style...

Its color...

And workmanship...

Its fabric...

And there is only one set of this kind of clothes. If you miss it, it's really a pity.

Is that ok? I'll keep it for you now. I really hope you won't miss this dress, because this dress is really suitable for you.

Comment: first, guide the customer to say the real reason of his refusal with a little pressure, then deal with the customer's reject point immediately and guide the customer to conclude the paction. Finally, if the customer really wants to go out for a comparison, he will take a step back, but he must lay the foreshadowing for the customer.

Moderate pressure can increase store performance by 70% of customers who return to buy behavior.