How Can Clothing Sales Skills Make Customers Feel "Worth"?

What are the clothing sales skills? For clothing, we must pay more attention to sales skills. In the process of clothing store sales, we believe that 99% of shopping guides have encountered this situation: we think the product is good, but the customer is ungrateful! So how to make customers feel "worth"?

　　 1、 How to avoid being troubled by the "price" problem?

Price negotiation is a great question that shopping guides encounter every day. To deal with price negotiation well, we should pay attention to the following aspects:

1. Don't be intimidated by customers' buying habits

As the saying goes, "Buyers are not as good as sellers". Customers do not know the cost, profit and other factors included in the product price. In order to avoid suffering losses, they will bargain heavily. No matter what the guide says, it is too expensive. This has become a habit of consumers. The guide should not be intimidated by this habit of customers.

2. Don't complain that customers haggle freely

Some shopping guides will complain when they hear customers haggling at random. In fact, consumers do not know the bottom line of the price and cost of products. Those who do not know will not be blamed. It is not consumers' fault to haggle at random.

3. Ability to cope with high prices and enhance price confidence

Price coping ability is an important ability that shopping guides should have. The shopping guide should know the value corresponding to the product price, understand the selling points, advantages and differentiation of the product, and have confidence in the product price. Price confidence comes from three comparisons:

(1) Compare with product cost;

(2) Compare with the products of the same industry;

(3) Compare hardware, software, service attitude and product quality.

2、 How to make customers feel "worth buying"?

Hearing is false, seeing is true, and it seems that the value is the true value. Customers believe most in their own eyes, so if they want to sell products at a good price, they must make them feel "worth".

1. Make the store look "value"

Make the store look "valuable" in the following aspects: the image of the front door and the decoration of the store should be in place; The door head shall be clean, and the shops and shelves shall be clean and tidy; The spirit of shopping guides is positive.

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How to make the store look "value":

① Good image of door head;

② The door head is clean and tidy;

③ The spirit of shopping guide is positive.

2. Make shopping guides look "worthwhile"

The "value" of shopping guides includes two aspects:

(1) The shopping guide has a good mental outlook;

(2) The degree of specialization of shopping guides should be high.

For professionalism, form is more important than content. Customers will judge whether the shopping guide is professional from the aspects of appearance, clothing, props, diction, smile, etc.

3. Make the display look "value"

Product display is a great question, which emphasizes "vividness". The display techniques also include the use of lights, POP posters, stack heads, Nakajima, and props.

4. Make the item look "value"

Shopping guides should learn to use props for marketing, that is, use corresponding props to set off and prove the value of products. Props include product manuals, customer messages, praise letters, etc.

5. Make the script sound "worth"

Script marketing is very important, and "special, excellent, advantageous and proven" is a commonly used method in script marketing.

3、 Price response strategy

1. The price must satisfy you

This phrase can be used by the guide when the customer just contacts the guide and does not know the product very well, so they negotiate with the guide about the price.

When the customer still asks the guide price after seeing the product price tag, it means that the customer thinks the product price is a little expensive and wants to confirm with the guide. If the guide talks about the matter and answers the product price, it is unscientific. The shopping guide should say "the price must satisfy you". The advantage of this answer is that customers will not collapse with the shopping guide because of the price problem, and the negotiation can continue. As customers' demand for products becomes stronger, their sensitivity to price will decline.

2. Value building

The more successful the value creation, the higher the customer satisfaction, and the greater the possibility of a deal. When creating value, shopping guides can increase the selling points of products, use factors such as incorrect information or other factors to score products, such as advanced technology, CCTV listed brands, etc., to tell customers that the products are worth the price.

3. Rhythm control

When shopping guides negotiate prices with customers, they must not be anxious first. For example, the price of the product is 180 yuan, which can eventually be reduced to 150 yuan. The price of shopping guides can be reduced in three grades: 175 yuan, 160 yuan, and 155 yuan. At the beginning, the concessions can be larger, but later they are smaller and smaller, so we should master the rhythm of concessions.

Every time the shopping guide gives up a small step, it should put forward corresponding conditions, such as asking customers to come often, or introducing other consumers; In addition, every small step we make, we have to stand up to it, and we can't let customers feel that there is still room for bargaining.

4. Let customers see efforts

If the customer feels that the guide is easy in price concession, he will further negotiate with the guide. Therefore, in price negotiation, the guide should make the customer feel that he has done his best through language, expression, body movements, etc.

4、 How to solve five types of price objections

Class I: Recognize the product, but think the price is too high

Some customers agree with the product, but insist that the price is too high. In fact, in essence, whether the product is "expensive" is a question of "value". Therefore, when encountering such objections, the shopping guide should conduct value building to make customers feel that the product has selling points. If the customer still thinks the price of the product is high after value creation, the shopping guide can consider giving the customer some small gifts or other service items.

Category II: picky products, compared with other products

If the customer is always picky about the product, it means that he is analytical. The shopping guide should present facts, reason and quote data to fully communicate with the customer. When customers compare products with other brands, shopping guides should not belittle other brands, but find out the differences of products, and emphasize and amplify the differences.

Third category: bargaining is entangled

When customers are always entangled in the price issue, shopping guides should let customers understand that the bottom line of product prices can not be lowered any more, and also take care of customers' emotions, using small gifts to bribe.

Category IV: Demand price reduction based on old customers

Some customers demand further price reduction on the condition of regular customers. The discount offered by stores to regular customers is often quite large. If regular customers still ask for price reduction, the shopping guide can provide some services to customers within the scope of personal ability and put forward other corresponding conditions, such as introducing other customers, which is called bundling sales.

Category 5: Attempting to give up gifts to reduce prices

Some customers would rather give up gifts than reduce the price. At this time, shopping guides must not compromise, because once the price is reduced, old customers will not be treated fairly. Shopping guides should make customers understand that choosing gifts is more advantageous than reducing prices, because gifts can only be obtained by specific groups.