Course Background:
No matter how low the ** drops, the customer always has an objection to the **; No matter how warm we greet, the customer always has an indifferent expression and does not respond; No matter how aggressively we guide, customers are always suspicious and ultimately fall short; No matter how we improve the quality of service, our customers still have a lot of unexpected requirements ...... usCustomers are becoming more and more difficult to satisfy, and the requirements are becoming more and more demanding, what do we say and how?
With the increase of brands and the impact of e-commerce, the competition of stores in the clothing industry is becoming increasingly fierce, but the ultimate means of competition must be the competition of store people. Why do different people sell the same store and have different performance? Why do different people sell the same goods, and sell them differently? Why do the same customers, different people come to sell, and the results are very different? Through my research, I found that the performance of an excellent store sales champion can be three to five times that of a mediocre shopping guide.
Putting down the current store field of China's garment industry, there is still a lot of room for improvement in the ability level of many of our shopping guides. How to cultivate their own sales champions has become a pain in the hearts of many bosses. This course is designed to solve this problem. Create a sales champion for you.
Course Benefits:
Clarify the direction and ideas for improving the performance of clothing stores, enlarge the career pattern, and enhance work confidence and motivation.
To enable trainees to master efficient customer communication skills, calmly face all kinds of customers, and improve the efficiency of taking orders.
Focusing on common store problems such as customer retention, shaping the value of goods, making large orders and increasing the number of orders, 15 landing templates are provided to students, and on-site counseling and drills are provided, and they can be implemented on the ground when they go back.
In order to ensure the effect of learning, the teacher first teaches the principle of ideas, then gives the tool template, and then the students practice on the spot, and finally the teacher gives guidance and comments, the teacher is not just a lecture, but a training!
Course Duration:2 days, 6 hours a day.
Course Audience:Shopping guides, store managers, franchisee owners.
Course Method:Use the method of cracking cases to teach the answers that students want, and solidify the classroom results with the actual combat drills of the ** store.
Course outline
Lecture 1: The mindset of a sales champion
Import:What kind of people do clothing stores need?
Case:The inspiration of Louis Vuitton's national top 10 sales champions.
1. Innovation in clothing retail thinking
1.The explosive model is pushed by people, and the unsalable model is made by people
2.No matter how good the business is, someone loses, and no matter how difficult the business is, it is difficult for someone to make money.
3.The hardest time is also the best time.
4.What we complain about is what we should do.
Discuss:Why are people so good?
Second, the self-suggestion of the sales champion
1.How well you think it will sell, it will sell.
2.What you think the customer is, she is.
3.All mediocrity is the result of self-imposed limitations.
Third, the career pattern of sales champions
1.The mentality of the migrant worker and the mentality of the boss.
2.Make your abilities worthy of your position.
3.What is the value of the existence of employees?
4.Give your boss a reason to give you a raise.
Lecture 2: Sales Champion Retention Strategy
Import:The one that is off-the-steady or the one that is in the boom is more important.
Case:EP Yaying's drainage project.
1. Management strategy of off-market stores
Two things about the off-market store
1) Prepare for business – Neat is more than just clean.
2) Invitation and drainage - the purpose and type of invitation.
Five major preparations for off-market stores
1) The store is clean and tidy.
2) Familiarize yourself with the goods.
3) Research customers.
4) Industry background.
5) Objection drills.
Second, four ways to improve the in-store rate
1.The atmosphere of the shop.
2.Commodity structure.
3.Ability to sell.
4.Service Levels.
3. Reveal the latest welcome technology in the store
1.Standings – Diagnose common problems with welcome standing.
2.Point guard – Grasp the distance and create a sense of comfort.
3.Leave blank space - the welcome must be in control of the rhythm.
4.Passion - A store without vitality will not perform well.
Case Crack:What should I do if the customer says to take a look at it?
3. Three strategies for customer retention
1.Interception is recommended – timing, elegant confidence.
2.Service retention – a great tool to retain customers.
3.Interception and interception - where to intercept and when to intercept.
Landing Tools:Customers retain three major tool templates.
Drill Coaching:Expert guidance students are intercepted on site.
Fourth, improve the ability of Wangchang to open bills and sell
1.Determine the type and concentrate on blasting.
2.Simplify services and reduce add-ons.
3.Inform in advance, psychological immunity.
4.Stabilize the flow of customers and encourage the experience.
5.Warm and polite, everyone takes care of it.
Landing Tools:Welcome language template, fast order stable customer template.
Landing drill:Experts guide students on how to make quick orders.
Lecture 3: Sales Commodity Shaping Strategy
Import:Why product introductions fail to impress customers.
Case:The best selling goods are not necessarily the best goods.
First, the value of the two understandings
1.Goods = products + character.
2.The best seller is not necessarily the best.
Second, the three basic points of the value of goods
1.Selling point – what do you have.
2.Buy point – what the customer wants.
3.Pain points – why customers want to.
Third, the value of the product shaping cheats
1.Create suspense - half a sentence, set off the method.
2.Contrasting experiences – comparing objects, comparing types.
3.Connecting life – making the selling point relevant to life.
4.Benefit Drawing - The most impressive thing for customers is not the language.
Landing Tools:Shape the basic routine of product value.
Case Crack:What should I do if the customer doesn't feel the product?
Drill Coaching:Expert guidance for students to interpret the selling points of goods.
Lecture 5: Sales Champion Dissent Strategy
Import:Stone and water.
Case:Inspired by table controversy.
1. The two major understandings of Tao Te Ching and customer objections
1.Don't win the reason, but lose the business.
2.Don't belittle others and detract from yourself.
Case:In a word, drive away customers.
2. Create an atmosphere for handling customer objections
1.Respect for customers - let customers feel that the store is a big man.
2.Surname service - the best way to get closer to customers.
3.Empathy – a communicator to gain customer trust.
Case:EP Yaying sales champion cheats.
Landing Tools:Agree with the import template.
3. Customer objection handling of the three-pulse sword
1.Agree with everything - angle, strength.
2.Handling objections – concise, focused, confident.
3.Shift in focus – ask questions, experience.
On-site operations:Participants write objection templates on the spot.
Expert Coaching:Comment on students' class work on the spot.
Lecture 6: Sales Champion Large Order Strategy
Import:Which is more important, big order or long order?
Case:How to do the 100,000 customer orders of Claire?
First, the two major sales strategies for making large orders
1.Increase the unit price of goods.
2.Increase the number of connections.
Second, the understanding of continuous sales
1.Consecutive orders are not hard sells.
2.Love achieves customers.
3.Strengthen the sense of association.
4.Proactive implicit guidance.
3. The three major periods of large order sales
1.Rainy day.
2.Weekday.
3.Before leaving work.
Fourth, the three major obstacles to large order sales
1.Don't dare to push – poverty limits our imagination.
2.Unexpectedly, one sentence determines the success or failure of a big order.
3.Embarrassed - if you love customers, you must close customers.
Fifth, the six factors that affect the sales of Dalian stores in Dalian
1.Commodities – the width and depth of the goods.
2.Service – Big orders require trust.
3.Display - can use things, not people.
4.Portfolio – Product portfolio capability.
5.Incentives - large orders need special incentives.
6.Team – Big orders are not a one-man business.
Sixth, the four major strategies of large order sales
1.*Consecutive orders.
2.Scenario with orders.
3.Gift order.
4.Accompany the order.
Tool Coaching:Guide the landing tools for large orders.
Cadet Walkthrough:How to do Dalian single full expert guidance.
Lecture 7:Sales Champion Closing Strategy
Import:Does it really matter?
Case:Goldlion** - substitution for performance.
First, based on the purchase and sales of thinking innovation
1.Slow down, sell more, sell faster.
2.The focus is not on sales, but on customer purchases.
Second, the two major psychological analyses of customer bargaining
1.Wronged - customers are worried that it is expensive.
2.Take advantage - give customers the feeling of taking advantage.
3. Four skills for handling objections
1.Don't premature**.
2.Create stock-out pressure.
3.Euphemism refuses to grind slowly.
4.Shift the focus to service.
Case Crack:The customer opens his mouth and asks**, and as soon as he turns around, what should he do?
Fourth, how to hypnotize customers with hypothetical transactions
1.Interest assumptions.
2.Talk about after-sales.
3.Respond positively.
4.Psychological resonance.
Landing Tools:Hypothetical hypnosis landing template.
Fifth, the door-to-door forced order retention technology
1.Give enough face.
2.Reserve steps.
3.No single drop-off.
4.Information drainage.
Case Crack:The customer said that the next door is cheaper, and I will compare it again, what should I do?
Sixth, the three major ways to increase the number of open orders
1.Invoicing method.
2.New Goods Act.
3.Hypothetical method.
7. Four strategies to improve the return rate
1.Distance strategy – making a reason; Release the pressure.
2.Gift strategy – timing and gift selection.
3.Difference recharge - the money is in, the heart is in.
4.Welfare Annual Card - Designed to allow customers to return automatically mechanism.
Landing Tools:Apply for a discount and **objection template.
Live Walkthrough:Three-step send-off training and the use of order forcing strategies.
Wrapping up interactions:Sort out the location of the course and answer students' questions on the spot.