How Can Clothing Guide Customers Be Willing To Try Them On? Try To Buy Clothes For Shopping Guide

At the terminal, we found that many guests put their clothes in front of the shop and stood in front of the mirror, trying not to enter the fitting room to try them on. Shopping guide can not communicate with the guests in depth. When the guests are less interested, they turn around and go out.

Are we shopping guide? Often said with care: Miss, our brand clothes must wear on the body to wear out the effect. How many guests are there to try on? What is the influence of language? We have shared before, according to ethology research is 11%, that is, ten influence one. However, we know that the influence of motion (visual) is 83%.

Whenever we encounter a guest in the fitting room before wearing a mirror and put the clothes in front of the body, they will not enter the fitting room, while we continue to speak the language before. In addition, more importantly, we ask the shopping guide station to move forward on the front side of the guest, move forward with the right hand, make the posture of asking, and stretch out the door of the fitting room to crack (or pull the curtain open). "Miss, please try it on here!" We have a very significant effect of on-site training at a special counter in Wangfujing, Guangzhou. Basically, 10 of these 6-8 guests will walk in and effectively guide guests to try on. More people try to wear more transactions, more people try to attract more people into the store.

At a training site, a shopping guide raised his hand and asked: if guests do not enter, we are not very embarrassed? Please have your hands there.

I said, if the guests do not enter, you will naturally close the door again, or pull the curtain up and give you an introduction. Are you embarrassed to be there? (laughter)

Another shopping guide raised his hand: "this will be very good, but will the guests feel a compulsion?"

I said, "you think ghosts are because you have ghosts in your heart. Now, if you are a guest in the shop, take a dress in front of the mirror, draw a guide lady to your side, open the door of the fitting room, make a posture, say, "Miss, please try it on," what do you feel? Do you feel coercion? Or feel the service is thoughtful?

Most of the people at the scene answered that they felt the service was thoughtful.

So tell you: with discount services, there will be no discount products. Why do customers often come to our shop when they come into our shop? My answer is that your shopping guide (you) is standing there waiting for a bargain, and the service is not in place.

In Shanghai, Hang Lung square, in a special counter of a bag, a female colleague I accompanied asked the waitress: how much is this bag, miss? The young lady replied, "10600. During my stay there, I didn't hear anyone say expensive!

fitting service

Whether a customer buys our goods depends largely on whether he can enter the try and try whether the guest can recognize it. The most important and core service of clothing department stores is also a trial service. In sales, customers feel a lot behind the goods. We can not decide many times, and the goods themselves can not make big changes.

What we can do is that we serve the guests to try them on.

According to the years experience of store sales training and the current status of terminal stores, we have developed the following service trial process, each step of the process has its unique service connotation.

1. Number of visual codes: professional services

At the terminal of shoe and clothing industry, the shop guide to work for more than three months, if you can not do the "visual code number", that is a very dereliction of duty, because this is the most basic requirement of professional services.

When a guest enters a shop and asks to try on some clothes, if the opening is "Miss (SIR)", what size do you wear? This is the service has been discounted, many guests will answer "I do not know how much code to wear", "I do not know how the brand number of your brand."

Therefore, shopping guide must understand the size of each item of their own products. The best way is to try on the upper body and feel the effect of the upper body. When guests enter the store, they can see the number of guests' needs at the first glance, then take out the appropriate clothes from the guests and send them to the guests.

This is professional services, professional services reflect professional prices.

2, unbutton: no discount service.

Shoes and clothing store service, before the guests try on, quickly help the guests open zipper, untie the mouth, loosen the shoelaces and so on is also part of the service, this action should not be belittling, or "I know" let go, many times in my trainee drill field, too many shopping guides do not untie button clothes to the guests' hands, ask her why, she said forget, actually is the past service habits. Unlocking buttons and other movements is no discount service.

It is still the saying: with discount services, there is no discount price.

3, remove clothes hanger: effective anti-theft

After the buttons are unbuttoned, the clothes rack must be removed and the clothes hanger of each guest trying on clothes should be reset to the corresponding position. I found some shopping guides for foreign brand stores in Hang Lung Plaza, Shanghai, and put the removed hangers on my waist. The number of clothes taken by guests is the same as the hangers in our hands. This is an effective anti-theft technique for clothing stores. Clothes hangers everywhere and clothes display are messy.

During the drill, there were also many shopping guides to put out the clothes hangers everywhere, or leave them on the shelves.

4, lead knocking: avoid disputes

In a shopping mall in Nanjing, the shopping guide opened the door of the fitting room carelessly. As a result, a female guest was trying to wear out. The female guests demanded the claim on the spot, and the claim was not settled.

The fourth step of trial service is "leading the door". Shopping guide must not be afraid of trouble. In fact, many female guests do not like to enter the fitting room door when trying on them. The scene of the service takes the lead knocking as a standard action to perform. This is the best way to avoid disputes in the complex service of the store.

At the training site, in order to enhance the execution of the action, we carried out the drill on the spot. As a result, many students led the guests to the fitting room without knocking the door open and asked the guests to enter. Why don't you knock? Many people answered, I knew there was nobody in it. Ladies and gentlemen, when you open your door and cause a dispute, you will say, "I thought nobody was there."

5, waiting service: keep the guests.

The guest brought the clothes into the fitting room, and we need to tell the guest before closing the door: "I am at the door, where is the wrong size of the code, please call me at any time, I will exchange it with you".

Why is there a waiting service? For example, when you enter a store, you need to buy a pair of trousers, get your new trousers and try it on the fitting room. First you take off your old trousers and put on your new trousers. When you find it small, you can't wear it. You have to take off your new trousers, put on your old trousers, come out and change your trousers, go back to the fitting room, take off your old pants and put on your new pants.

Can you stand it?

We will work out the standard service action flow. When training the service brands, we will make specific amendments according to the brand characteristics, the location of goods and the preferences of customers. But in the standard service actions, these five steps are interrelated and indispensable.

　 A clever question asking for a try:

In the previous article, a question was asked: "would you like eggs, please?" asked the man selling egg wine. Ask another fellow, "do you add an egg or two eggs?" Two questions are exactly the opposite of what they sell. You can know the charm of questioning skills.

Are there similar cases in clothing store sales? One time in Beijing Zhongyou department store was serving a brand. In his counter, a young lady tried several skirts. She asked, "Miss, do you want this skirt?" The answer can be imagined.

Ask the guest whether you want this or not, the answer is like: there is a question, no matter you ask anyone, the answer is "no". The question is: "have you slept?"

Several small stories and cases about asking questions:

Story 1:

A, B and two people are addicting to the church.

A asked the priest, "can I smoke when I pray?" The priest replied, "no!"

B asked the priest, "can I pray when I smoke?" The priest replied, "of course!"

B lit up a cigarette.

Different ways of asking questions result in different ways.

Story two: the result of no question.

A newly transferred officer saw a camel tied up before the camp and asked the reason why the sergeant was so embarrassed. The sergeant was very shy and said, "there is no woman in this dog's shit where it is difficult to control and solve it with it.

After a period of time, the officer could not help but let the guard pull the camel into his tent. Eventually, he was exhausted and tired.

The sergeant said, "report, sir, we all ride camels to find women in the city.

The officer was very angry: why didn't you say so earlier?

Sergeant: you didn't ask.

　 Case one: a small peddler who will ask questions:

An old lady went to the market to buy plum. She met A, B and C three peddlers.

A: "my plums are big and sweet, especially delicious."

The old lady shook her head and left.

Hawker B: "I have all kinds of plums here. What kind of plum do you want?"

"I want to buy a little sour."

"My basket of plum is drooling with a sour bite. You taste it."

The old lady tasted a mouthful of sour water.

Hawker C: "others buy plum, it's big and sweet. Why do you want sour plum?"

"My daughter-in-law is going to have a baby. I want to eat sour food." The peddler immediately praised his wife for his daughter-in-law, and said that the plum was not only fresh and sour, but there were not many left. The old lady was delighted by the peddler and bought two Jin.

Hawker C also suggested: "pregnant women need vitamin supplements in particular, and kiwifruit contains many vitamins, especially for pregnant women". The old lady happily bought kiwi fruit.

Finally, the peddler C said, "I set up the stall here every day. If your daughter-in-law eats well, I'll give you a discount if you come again."

The three hawkers who also sell fruit will ask the best business.

Case two: buying a mobile phone, selling is asking questions, why should we ask questions?

Last month, I stroll into a mobile phone city. It must be a demand.

The door went across to the counter, and the shopping guide saw a visitor coming to see the cell phone. When I look at the new cell phone on the counter, I immediately say, "Hello, sir, I want to buy a cell phone."

I said yes.

She immediately said, sir, I'll show you this mobile phone. Look at my very rich appearance. Like a rich man, I ran to get the real machine out and started to talk to me: 3 million pixels, Bluetooth function, MP4... Now there is a gift package.

Finally, I asked, "how much is it?"

"3980 yuan".

"I'm looking at it," I left.

Wandering to another counter and found that the master appeared.

The shopping guide is a young man, "Sir, look at the phone."

"Yes."

"Do you buy your cell phone or do it for yourself?"

I said, "the old man came home from his hometown and wanted to buy a cell phone for him to get in touch with."

"Oh, you buy a mobile phone for the elderly, buy a mobile phone for the old man, I will recommend it to you. The old man's eyesight is not good. He must buy a bigger screen and a larger button. This mobile phone also has the function of radio. The old man likes to listen to the radio. It's okay when the radio is... " The young man took out a Nokia cell phone and let me listen to the radio. I heard the result very well.

"How much is it?" he said, "now the special price is only 680 yuan."

I didn't buy it right away when I heard it. I said, "I'll look around and buy it almost."

I turn around, I follow the standards that the boys say, and find the more suitable ones, and even I ask whether there is broadcasting function.

Finally, if there is no more suitable, I will come back and find the counter to pay the bill.

Everyone, a lot of salesmen in sales think it's very important, how to say it beautifully, and to say that it's a real hype. Actually? The process of selling is not the most important thing. In reality, a lot of shopping guides grab a guest and begin to speak, say how good their products are, spit and fly, so that guests can not interrupt.

Once I encountered such a shopping guide. One day the inspection site was caught by a shopping guide of a well-known electronic dictionary counter. At the moment I approached the counter, she launched a speech: the quality of our electronic dictionary. The screen of this electronic dictionary is very advanced. What kind of technology is adopted? Its vocabulary is... Its design and workmanship... After sale service... It was almost 5 minutes' speech. When I wanted to speak, she couldn't help speaking, and gave me a lecture on the knowledge of her good product.

I finally said the truth, I don't need it. She was surprised to say, "why don't you need such a good product?"

Ha ha, why don't you need such a good product? She is still wondering!

"You have children. It's nice to buy kids too!" She's not giving up!

"I have no children," I replied.

"Then you bought one for a friend's child," she said.

It's a real shopping guide!

Sales is asking questions. Here is no longer going to be bothersome. Immediately, how do we ask the salesperson to ask questions during the sales process, especially in the fourth way fitting of the six pulse sword? What are the simple principles of asking questions?

　 The principle of asking guests questions:

A, ask simple questions.

In the early days of sales, questions were asked more about the needs of the guests, and with the needs of the guests, the recommendation and persuasion of the guests were launched. As an example of buying a mobile phone, I first asked if it was an important demand point after I said "buy the cell phone for the elderly".

If you want your guests to express their needs, you need to ask some simple questions without asking sensitive and complex questions. This is also easy to answer and close to the guests.

"Do you wear it yourself or do you give it to others?" (correct)

"What color clothes do you usually like to wear?" (correct)

"What style do you need?" (correct)

"Are you looking at the skirt today or what?" (correct)

"Do you use it yourself or do you give it to others?" (correct)

"What color bags do you usually like?" (correct)

"What style do you like?" (correct)

"Are you looking at the big bag today, or what?" (correct)

...

　 B, questions about YES

In the process of sales communication, you can ask YES questions, YES problems, guests will feel that your questions are for her sake, conducive to communication, and soon draw close distance and trust. YES's questions are as follows:

"If you don't wear it properly, you can't buy it for several times, but it's a waste." (correct)

"It's very important to buy Women's fashionable clothes. Do you think so?" (correct)

"It's very important to buy Women's wear edition. Do you think so?" (correct)

"It's more important to buy brand clothes after sale service, do you?" (correct)

"You must wear cool clothes and breathe freely in summer, do you think so?" (correct)

"It's very important to buy clothes in winter and keep them warm and comfortable," he said. (correct)

"Now, it's very important to buy the fashionable style of women's bags. Do you think so?" (correct)

C, ask "two election one" problem.

In the later stage of the sales process, when the customers are interested in the goods and are likely to buy, ask two questions. Taboo is that there are extra complications, and guests are also recommended, clothes are often seen, often looking at the flowers, so that the guests can not decide. The following are the words:

"Do you prefer blue or green?"

"Do you choose seven points or nine pants?"

"Do you want this one or that one?"

...

D, discontinuous questions

Continuous questioning is "checking accounts", which will soon cause repugnance. There are more than two questions in principle, and the guests will be asked to answer questions and make targeted recommendations according to the guests' answers.

E, wrong questions

"Do you need me to help you?" (no need)

"Would you like to try it on?" (no use)

"Green is popular this year. Do you like it?" (do not like)

"Miss, do you want this coat?" (no)

"Have you ever crossed our brand before?" (no)

"This is very suitable for you. Do you think so?" (general)

"This is our latest model. Do you like it?" (do not like)

...

Psychology tests that when people ask questions, most people will choose the question and answer questions first. After answering the questions, they will forget the original questions, which is the loss of the right to speak.

Therefore, in order to effectively influence customers, rather than being influenced by guests, we need to ask questions effectively. Instead of asking guests to keep asking questions, they can't defend themselves.

Using the question of YES, how to deal with Price Objections:

The sale of any commodity will encounter the problem of price. Only by stimulating the desire of customers to buy, and putting the price into full play after trying on the value of the goods, it is natural to deal with it.

If you have a guest, you can get involved in the price problem ahead of time.

"It doesn't matter. The price portion is on special offer today. Let's see if the clothes do not fit you. If they are not suitable, you will not buy them cheaper, do you? " "Come on, I'll try it on for you".

"This is the latest fashion. The most important thing to buy clothes is to buy the latest style. Do you think so?"

"You must rest assured that the price is worth a lot of money. So let's first look at this dress, whether you wear it properly, whether it highlights your temperament, that's the most important thing, are you?" "Here, please. I'll try it on for you." (before trying it on).

"Part of the price please rest assured that the price of clothes is now with its style, quality and after-sales service to go, so the price is not the only consideration, you say yes?" (correct)

When a customer enters a store, he directly enters the price negotiation on a garment, and seldom comes to a good result. Before entering the price negotiation, he must guide the guest to see the quality, style, after sale, and try to see if he fits well to process the price.

The wrong answer is:

"No way, you need to see the quality of the clothes" (wrong).

"It's not expensive. It's more expensive next door" (wrong).

"We won't pull it. Our price is very good." (wrong)

"We can give you 20 percent off. How about you look again?" (error)