Shoe store consultants are on the alert: as soon as a customer becomes interested in a pair of shoes, helpful staff will immediately appear nearby, praising the dignity of the shoes right and left. But there are also situations when no one can get intelligible answers to questions about an attractive product. This indicates that the consultants were not given recommendations on how to properly sell women's shoes.
It is necessary
- - women's shoes;
- - women's accessories;
- - consultant;
- - instructions for the sale of goods.
Instructions
Step 1
Divide women's shoes into groups. Collect beach, weekend, walking models separately. Within each group, also sort out: separate sandals, separately - slates, etc. Thus, it will be easier for customers to navigate in the store when choosing the necessary product.
Step 2
Make small price tags, if it does not contradict the rules of merchandising - place them on the sole or inside women's shoes. In this case, in order to see all the information about the model, as well as to get acquainted with the price for it, a potential customer will have to take a sample. Tactile contact is very important when selling women's shoes because it is believed that psychologically a person considers what he takes in his hands as his own.
Step 3
Train your staff to ask open-ended questions to get the customer talking and understand their needs. It will also help save the consultant's time if he can distinguish between the buyer and the person - "I just see." Finding out the needs is a very important part of the job when selling women's shoes. In accordance with the information received, suggest suitable models, which will reduce the customer's time for the useless inspection of numerous shoes.
Step 4
Mention the availability of accessories specifically for "this model". In most cases, girls and women tend to wear shoes and bags of the same color. The latter can be presented in your store in various sizes. Consider these needs and store merchandising, because following these tricks helps to sell women's shoes.
Step 5
When “advertising” a model, use the classic complimentary “sandwich”. First, indicate the advantages of the selected product. Do not seek to over praise him, three or four compliments and differences from other models are enough. Next - name the price for this pair of shoes. It is very important to talk about this point, because the customer will receive the information she has already seen in verbalized quality, and will quickly get used to it. The final point - argue the numbers on the price tag, explain what the purchase of the selected model gives a person. Before selling women's shoes using a "sandwich", be sure to practice in such a presentation of goods at the sales training.
