Sales skills: how to increase sales when the daily passenger flow is no longer increasing or even decreasing?
First, increase the rate of entering the store.
Second, improve the transaction rate.
Third, increase the customer unit price.
Today, I will focus on how to increase the unit price of customers, that is, joint sales.
Many times, we are racking our brains to increase sales, and we don't know what to do! In fact, there are many examples around us to learn from. Every time I order a coke and a hamburger at McDonald's, the clerk will definitely ask me, sir, would you like to try our latest apple pie? Or: Sir, with more money from 2 yuan, you can change a small coke into a big one! I remember once buying underwear in a shopping mall. When paying, the salesman asked, Sir, Mother's Day is coming. Do you want a set of XX as a gift for your mother? Imagine, after hearing such words, would you have the heart to refuse? In fact, there are many such examples. Just because you ask such a sentence, at least 4-5 people in 10 will accept it, so your sales will be easily improved. This is what I want to talk about now, the problem of sales promotion. I've seen many things. After analysis, I also have some joint sales skills.
Although, as a salesperson, every time you make an upsell, the customer will involuntarily accept the sale easily, but if you sell it directly to him at the beginning, he will definitely resist! Everyone must understand that when customers buy some products independently and then sell them up, customers will think that you are helping them get better service, not selling products that they think are dispensable! The customer will buy your extra sales, which is also the recognition of his previous purchase decision!
Pay attention to the following points when doing upselling, especially when selling clothes and wearing goods:
1, to seize the opportunity, it must be in the case that the customer has confirmed the purchase, but has not completed the payment transaction;
2. Give a simple but touching reason;
3. Launching a product or service is very simple, and there is no need for further explanation at first glance;
4. The products introduced additionally are generally products that you are sure of, otherwise customers will give up the products selected first.
After you finish this sentence, please shut up, don't say too much, look at the customer and have a silent contest. The more you talk, the less chance you have to make a deal.
The upselling of goods is what we often say: joint sales of customers. How to increase the joint sales of goods and design an effective set of additional sales tactics for our products is a good way to improve our sales performance when there are many goods in peak season and the unit price of customers is low in discount season. I think as long as you say this to every customer, you can immediately increase your sales by at least 40%!
Don't miss six joint sales opportunities.
First, don't miss six joint sales opportunities.
1, when the customer chooses a single piece of clothing; There is a simple reason. Clothes should be matched. If you only choose one dress to represent the guests when going out, you usually choose another dress to match. Why let the guests go out and look for them in other homes? It is one of our services to actively and enthusiastically match the guests. Besides, some people say that leisure can be a mess!
2. When there are related accessories in the store; Accessories and belts commonly used in casual wear are the favorite of modern young people, and they are also the best props to show their individuality and flaunt themselves.
3. When there are promotional activities; This is one of the most important incentives to promote joint sales of customers (buy more), reminding customers in a timely and exciting tone that it is now or never.
4. When the goods are in the new season; Whether it's a new season product or a new product, it's necessary for us to introduce it to our guests when we jointly sell it. Just like KFC finished ordering, the cashier encouraged us to try the latest "Wingless Sword". I took a look, and I was very eager to try.
5. When guests are shopping with friends (companions); In the process of product recommendation and introduction, it is unwise to ignore the feelings of guests and companions. Smart salespeople not only know how to please their colleagues, but also encourage them to give it a try at the right time. Idle is also idle, which is also a common joint sale.
6. When changing pants; No matter what the guest is waiting for, as long as he or she stands in our shop, we have a chance to influence the guest. At this time, you can try joint sales. If there is no result, just chat with the guests to enhance feelings.
Second, six commonly used joint sales methods
1, using foil; Very simple, it is the icing on the cake effect of the related clothing collocation and accessories collocation, which makes the guests happy to accept it.
2. Promotion by friends and relatives; Tell the guests: I will also bring two for my family and friends, which is both humane and affordable.
3. Zero filling type; "Clothes 88 yuan, Sir. Look at our cotton socks again, 12 yuan a pair, *** 100 RMB. " What kind of change is this? Guests may also be in trouble.
4. Promotion of new products; After the new products are listed, we should have a strong awareness of recommending (co-selling) new products, which is of great help to the promotion of brand new products and the improvement of performance.
5. Promotion promotion type; Even marketing guru and kotler said: "There is no brand loyalty that can't be offset by two cents", so promotion is the only way for leisure brands to improve their performance and seize market share.
6. Style collection; For casual wear, the same color, different styles, the same style and different colors have the same attraction to guests, and they can also make them fondle admiringly. The salesperson lost no time in suggesting that the guests can "collect" all of them, which is more convenient for the guests to change clothes. Once, a salesman urged me to buy shirts of the same style and three colors, and he made a dedication statement: "... I especially like collecting jeans, and I bought all the series." Now I have more than 20 pairs, and I often dream of having 50 pairs now ... "I laughed, but I think since I like them very much, I will buy more.
Three, joint sales should pay attention to six points:
1, and strive to add value to customers; The purpose of joint sales is not only to improve our customer unit price and performance. In the process of selling services, shop assistants carry out joint sales to give customers greater value-added and benefits. It is the guests who are full of joy, not the sales staff who gloat. In the process of shopping, I often see buying too much, and the clerk's face immediately blooms with joy and his heart is very unhappy.
2. Positive and supportive suggestions; More beautiful, harmonious, convenient to change and wash, more affordable, etc. Generally speaking, joint sales is an encouragement.
3. Show the matching effect with the real object (model); Needless to say, friends in the clothing industry all know the importance of model appearance. Many times, joint sales come from the collocation of models in the window. At the same time, salespeople should make more use of the effect of body collocation when they jointly sell to guests, which will give them more persuasion.
4, understated suggestions, observe the guest's reaction; When we are not sure about the joint sales of guests in a certain situation, we can understate it. As I said before, chat if there is no demand, or sharpen the knife of "joint sales".
5. Don't let customers feel that you are selling hard; Looking at the word "shopping guide" alone, "guide" means to guide and "purchase" means to guide guests to buy. Together, it is to guide guests to enjoy more through the above suggestions and encouragement. Once the guests feel forced, it may be counterproductive.
6, remember not to eat fat in one bite; As the saying goes: push your luck. Cross-selling is based on getting an inch and then taking action. In the early stage of sales, when customers have not clearly purchased a single product, the encouragement of joint sales and buying more can easily arouse customers' vigilance and disgust, which is probably the rebellious psychology of buying.
Joint sales means after-sales sales and after-checkout, rather than sending guests out at the fast checkout counter. After this action, they finally entered the last style of Six-pulse Excalibur.
Six-pulse Excalibur Sixth Form: Cashier seeing off guests
When the cashier is busy, I want to remind you to look up and smile, and don't forget to make up the joint sales. Selling a pair of socks is also an achievement. At the same time, at this stage, the sales staff have the obligation to inform: after-sales service and the conditions of washing, maintenance and return, so that guests can feel the general matters that the brand is responsible for their purchase.
Remind everyone when seeing off guests that if they are VIP guests, they can directly address each other: "Mr. Wang, please take care." Generally speaking, when seeing off the guests, you can attach a sentence: we will have a batch of new models next week. You are welcome to bring your friends and family to have a look. Please take care! "My name is Li Fangfang," he added. "Just come to me, Xiao Fang! Ha ha!
Do you know that?/You know what? Do you know that?/You know what? When a guest returns to China for about a month or even half a year, he thinks of the girl named Xiao Fang in the shopping mall.
Ten creative skills of advertising words: advertising is the combination of art and science, and advertising words often play the role of finishing touch in advertising.