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戈蔓婷Gemanting女装:卖衣服怎么和客人聊天 新手卖衣服的说话技巧

分享到: 评论0 戈蔓婷  2019-9-28 17:01

一个会聊天的人势必会招人喜欢,而一个会聊天的导购也势必会赢得顾客的亲睐,让顾客愿意买你的产品。在服装店经营中服装导购得学会说话才能让顾客买单,那么服装导购卖衣服该怎么跟顾客聊天呢?服装导购需要掌握哪些说话技巧呢?今天我们就来看看吧。

导购卖衣服的技巧和话术

卖衣服口才诀窍一挑 近似款

1、先挑与顾客身上风格近似的款。

2、挑近似主推款。

3、先挑近似款中高价款,再挑近似款中价款,最后拿低价款。

4、拿款试探的同时,心里迅速构建配搭款。

5、首款没取对,依据顾客的体型、肤色、风格特点,大胆转换风格,直到看出苗头为止。

6、款号要取对,拿不准,一问,二拿大不拿小。

技术点:识人才能卖货,对忒深沉的主,挑他身上的近似款试探准没错,就是没需求也不会引起烦感。

卖衣服口才诀窍二定 目标款

一、在试衣服的时候,不断的确认

1、姐,你觉得这套感觉怎么样?

2、姐,你穿这套衣服真漂亮,不管颜色还是款式,都非常符合你的气质。

3、这件衣服你穿着很显瘦。

4、 这套衣服非常适合你在任何场合穿着。

5、 姐,你摸一下这面料,是不是像我说的那样,弹性特别好,且修身效果也很不错,是吧?

技术点:一、通过不断的确认试探顾客的目标款,强化顾客的需求,只要对方不反对,就叠好为顾客打包做准备。

二、在试穿三套后进行风格确认

1、姐,刚才那两套你最喜欢哪套?

2、姐,我觉得这两套都非常适合你!

3、姐,这两套我都帮你包起来,现金还是刷卡

1.说话。说话,说白了就是忽悠,但是应该忽悠的有水平有道德,一个袖子的衣服你非说是两个,这次忽悠住人家了,人家下次大不了就不来了。

所以说,应该是去引导顾客发觉服装的价值而不是虚构服装的价值。

2.弄清楚顾客买服装的目的 对症下药

有人买服装是为了美观,有人买服装是为了保暖。心态不同,所以针对的不同的顾客应该说不同的话。推荐不同的衣服

3.注意搭配方案,能卖两件不卖一件。

比如顾客只是需要一件牛仔马甲

你可以在她试换马甲的时候顺便为其推荐一件吊带或T恤,顾客需要买一条长裙你就告诉他,如果搭配上这双波西米亚的凉鞋有多漂亮等等。

尤其是在天气比较寒冷或炎热的情况下,更加可以让顾客尽量的多购买商品

比如说这大热天的,难得遇到一身都合适的,反正加一起也没多贵就一次买了白,也省的再逛了。

新手卖衣服的说话技巧

1、推荐时要有信心,向顾客推荐服装时,营业员本身要有信心,才能让顾客对服装有信任感。

2、适合于顾客的推荐。对顾客提示商品和进行说明时,应根据顾客的实际客观条件,推荐适合的服装。

3、配合手势向顾客推荐。

4、配合商品的特征。每类服装有不同的特征,如功能、设计、品质等方面的特征,向顾客推荐服装时,要着重强调服装的不同特征。

5、把话题集中在商品上。向顾客推荐服装时,要想方设法把话题引到服装上,同时注意观察顾客对服装的反映,以便适时地促成销售。

6、准确地说出各类服装的优点。对顾客进行服装的说明与推荐时,要比较各类服装的不同,准确地说出各类服装的优点。

其次要注意重点销售的技巧。重点销售就是指要有针对性。对于服装的设计、功能、质量、价格等因素,要因人而宜,真正使顾客的心理由比较过渡到信念,最终销售成功。在极短的时间内能让顾客具有购买的信念,是销售中非常重要的一个环节。重点销售有下列原则:

1、从4W上着手。从穿着时间When、穿着场合Where、穿着对象Who、穿着目的Why方面做好购买参谋,有利于销售成功。

2、重点要简短。对顾客说明服装特性时,要做到语言简练清楚,内容易懂。服装商品最重要的特点要首先说出,如有时间再逐层展开。

3、具体的表现。要根据顾客的情况,随机应变,不可千篇一律,只说:这件衣服好,这件衣服你最适合等过于简单和笼统的推销语言。依销售对象不同而改变说话方式。对不同的顾客要介绍不同的内容,做到因人而宜。

4、营业员把握流行的动态、了解时尚的先锋,要向顾客说明服装符合流行的趋势。

1、皮肤白色的顾客适合哪些服装?

肤色偏白的顾客选择服装的范围比较广,也给服装导购员提供了更多的推荐机会。给这样的顾客推荐淡黄、淡蓝、粉红、粉绿等淡色系列的服装,都会显得格外青春,柔和甜美。

穿上大红、深蓝、深灰等深色系列,会使皮肤显得更为白净、鲜明、楚楚动人。这种肤色的人最好穿蓝、黄、浅橙黄、淡玫瑰色、浅绿色一类的浅色调衣服。

服装导购需要注意的是,如果顾客如果肤色太白,或者偏青色,则不宜推荐冷色调的服装,否则会越加突出脸色的苍白,甚至会显得顾客面容呈病态。

2、皮肤黝黑的顾客如何推荐服装?

遇到皮肤黝黑的顾客,服装导购员也不必为难,给这些顾客推荐暖色调的弱饱和色服装比较合适,也可以推荐纯黑色衣着,以绿、红和紫罗兰色作为补充色。

另外,如果想要推荐成套的服装,导购元可选择三种颜色作为调和色,即:白、灰和黑色。主色可以选择浅棕色。

此外,略带浅蓝、深灰二色,配上鲜红、白、灰色,也适合皮肤稍黑的顾客。黄棕色或黄灰色的服装会让顾客的脸色明亮一些;若穿上绿灰色的衣着,能够让顾客脸色显得红润一些。

服装导购员不要给皮肤黝黑的顾客推荐大面积的深蓝色,深红色等闲的灰暗的颜色,这样会使人看起来灰头土脸的。

3、黄色皮肤推荐服装的方法

东方人的皮肤大都呈黄色,有一种被弃卒阳光照射的美感。但总给人一种不够健康的印象,这是因为衣服色彩选择不适合或多或少地影响了顾客的仪表美。服装导购员在推荐服饰时,应该推荐穿蓝色或浅蓝色的上装,它能衬托出皮肤的洁白娇嫩,粉色、橘色等暖色调服装也值得推荐。

尽量不推荐绿色或灰色调的衣服,这样会使顾客皮肤显得更黄甚至会显出病容。

1.对体型偏胖的顾客,告诉他怎样的服装显瘦遮肉等等。大多人都有外形上的不足,如果能通过服装解决,顾客自然乐得购买;

2.顾客嫌衣服太大,可以告诉他小孩子还要长身体,如果是成年人可以告诉他宽松了舒服,或者直接豪气的说,没事,不就大点,隔壁的裁缝店两块钱就能修了,将来胖了也能穿,或者说 衣服洗洗大多都会缩水等等。

3.顾客嫌衣服太小,如果是女孩子可以告诉她,喜欢的衣服买小一号利于减肥。如果是男士就告诉他穿穿就松了。

(当然遇到大小问题,出入不是太大就能销售出去,但也不能为了销售明明顾客穿上像是麻袋或者裹得像是粽子还强说好看,那样是在砸自己招牌)

4.做生意的难免遇到几件残次品。可以单独出售,注意暗示买着购买这样的商品是可遇不可求,会多么多么划算,而且对整体影响也不大。错过了就要买高价了,之类种种。

5.快刀斩乱麻式的出售。顾客既然穿着合适又准备买了,就不要给他犹豫的机会,告诉他买的值然后立刻进行包装,如果在包装前询问一下是否需要裁减掉吊牌的话还可以降低退换率。

(5)最后关于砍价的一些问题

除了专卖店,大多人在商铺购买服装是会砍价的。

遇到买家砍价卖家应该注意一下几点。

1.买家说别家的比较便宜时告诉他便宜的我也见了,要是进过了利润比这件还大,问题是我不不想让你们买着不舒服的衣服么,有些东西不能看那三四块的差价,差不多的衣服其实里面学问可大了,几块钱买个舒心,反正都改革开放了,谁还在乎这几个钱。

2.买家要求店家赠送小赠品时可以告诉他您可真有眼光,这赠品选的我还赔给你钱呢,您要是真喜欢就两件一块拿,我算你便宜点也算卖个人气了,要说送,还整不行。

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" alt="" />

说服力技巧 怎样提高说服力?

以真心打动别人

在大多数情况下,在进行说服的时侯,在很大程度上,可以说是对对方情感的征服。只有善于运用情感技巧,动之以情,以情感人,才能打动人心。感情是沟通的桥梁,要想说服别人,就必须跨越这样一座桥,才能攻破对方的心理壁垒。因此,劝说别人时,你应该做到排心置腹,动之以情,讲明利害关系,使对方觉得你们是在公正地交换各自的看法,而不是抱有任何个人的目的,更没有丝毫不良的企图。你要让对方感觉到你是在真心实意地帮助他,为他的切身利益着想。

忍一时风平浪静

当别人与自己的意见或看法相左时,千万不要不顾一切地据理力争,因为这样做往往会同时激起对方的逆反情绪,使争论逐渐偏离谈话的初衷,而转向对个人的攻击。因此,在出现类似的情况时,高明的方法应该是克己忍让,以柔克刚,用事实来表白自己。一旦你采用了这样的做法,必然也会平息对方可能出现的暴躁情绪,在无形中达到了规劝与说服的目的。这种忍让的气度和四两拨千斤的说服技巧常常能赢得别人的好感与尊敬。

第一,借用社会影响力。人们都害怕与社会脱节,会不自觉地随大流,仿效多数人的做法。这正是羊群效应,通过随大流获得在社会中的安全感和归属感,而社会影响力,不一定是本人,也可以是借的。

第二,留下证据。只要承诺了,人们通常都会努力实现。因此,谈好事情后让对方给出承诺,比如记在备忘录上、找个见证人等。既不让你遗忘承诺,也能给对方一个很好的提醒。

第三,发挥权威效应。多数人愿意听从专家或权威人士的意见,在说服别人时,不如利用一下名人效应,告诉对方这是某某大师的建议或某位名人也喜欢这样做,也许能收到事半功倍的效果。当然,把自己的专长充分展现出来,也能起到效果。

第四,把握互惠原则。当你对着别人微笑时,别人通常也会用微笑回报。同样的道理,别人说话时点头鼓励、用肯定的目光看着他,当轮到你发言时,他也更容易肯定和相信你所说的话。

第五,让人对你产生好感。一般来说,人们都喜欢欣赏自己的人。发现对方的优点,并主动赞美几句,会让对方更容易接纳你的意见。比如,在说正事之前,夸夸他的穿着打扮、人品态度等。

1. 在说服别人之前,自己一定要把问题想清楚,各种利弊都考虑全面,确保你的看法、计划更加客观可行。千万不要强迫别人接受你自己根本不成熟的看法或计划,这对别人是很不负责的,也很容易被人反说服。

2. 不同的说服对象要采取不同的方法,说服工作绝不是大家把各自想法说出来选一个最好的这么简单的事。人的情绪化是理性抉择的天敌,如果对方是比较情绪化的人,一定要加强语言和观点的感染力来说服他;如果对方是很古板理性的人,一定要有严密的逻辑、充足的论据。

3. 仔细观察对方的肢体语言、说话的措辞细节。大家在讨论中说的话,实际上是把自己真实想法经过了包装甚至是几层包装之后才落实到语言上说出来的,所以准确接收到对方的真实的想法很难但很重要,这个真没什么捷径,只能通过仔细观察对方的细节,留意对方在一些关键词上的措辞来揣摩他真实要表达的意思,所谓听话听音。而你的劝说也不能太过直白,因为既然对方不愿意直白表达,显然他是有所顾忌的,所以你要照顾到他的这种顾忌,也要把你的想法稍作包装说出来。这是无奈之举,无疑会降低交流的效率和准确度,但为了不让交流激化成无意义的情绪对抗,也只能如此。所以说服工作真的很需要耐心!!

以上就是小编分享的服装导购卖衣服怎么和客人聊天?新手卖衣服的说话技巧了,希望能够对各位业绩提升有所帮助。

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