The salesclerk promotion technique: The sales technique that a salesclerk should be familiar with includes promoting sales techniques and overall promotion strategies.
1. Salesclerk's Promotion Technique:
Promotion is an essential part of in-store sales. Generally, stores adopt several promotional methods such as issuing discount coupons, offering free samples or gifts, holding raffles, providing refunds, special discounts, and special price promotions, etc. The salesclerk’s promotion technique is the key to achieving effective promotions.
(1) Stimulating impulse buying: Well-trained salesclerks will first identify customer needs and then suggest complementary products. A professional salesclerk will look for opportunities to recommend additional merchandise to make up for any deficiencies, ensuring the products match well with each other. The salesclerk should explain the features of each product category, emphasizing the benefits of purchasing additional merchandise after fulfilling basic needs. The key lies in enhancing customer satisfaction.
(2) Exploiting current promotional activities: Customers have varied shopping preferences, but many choose the most convenient store or one that provides significant services. Some customers prefer stores offering value for money or special discounts.
(3) Turning visitors into repeat customers: An excellent salesclerk should always be mindful of any promotional opportunities within the store. Every sale is an opportunity to build long-term relationships with customers happily. The best method to achieve this is by respecting customers and understanding their needs. Consider offering rewards to customers as a token of gratitude, encouraging them to return for future shopping. Inform customers about any additional services your store can provide.
2. Salesclerk Promotion Techniques:
(1) Keep track of every customer movement during the purchase process: Professional salesclerks remember every move of the customer and determine when they are ready to shop. First, let customers shop according to their own pace, then approach them when they are ready to make a decision. At this point, start observing the information customers send out while making purchases.
(2) Closing deal phrases: Use the four-part song-S.O.L.D technique:
L (Looks like - see) and S (So - so), O (Once - once), D (Don’t - not should)
(1) Looks like (see): Perfectly form couples. Understand customer demand and help customers make purchasing decisions. The method involves reviewing the characteristics of the product under consideration with the customer in a friendly manner, then measuring from the advantage of having the merchandise, thus promoting a suggestion to close the deal.
(2) So (so): Which one will you choose? This is a common technique used to guide customers into making a final decision while discussing their needs. Asking "so" questions is more effective than directly asking customers, “Have you decided?” or “Do you want to buy that?”
(3) Once (once): Missing this opportunity will result in losing a rare chance. This technique should be used genuinely in appropriate situations. For instance, if the customer is considering an out-of-stock item or the store is offering a limited-time special deal, inform the customer and ensure they don't miss this rare shopping opportunity.
(4) Don’t (not should): When the customer is ready to purchase, avoid further promotion. Once the customer has prepared to make a purchase, the salesclerk's job is to let the customer make the final decision independently. If the customer has already decided to buy, continuing to promote may cause a negative impression, leading them to change their mind and abandon the purchase.
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