How To Speak The Language Of Selling Clothes? Template Sharing For 10 Classic Scenario Languages

Shopping guide plays a very important role in clothing store sales. Sometimes, "shopping guide is also a shopping guide." the sales language of shopping guides may decide whether customers are willing to buy your clothes. So in the daily clothing sales process, how to say the skill language of shopping guide? Today Xiaobian is going to share 10 classic customer buying scenes, and see how the best guide is to deal with it correctly.

Here are 10 real situations, which is the misunderstandings you have always been touching, and which are the excellent words that you have always wanted to break your brain and do not think of.

Situation 1

Customer: "no discount? Other people's international brands are discounted. Why don't you offer discounts? "

Shopping guide strategy

It seems that there is no answer to the question of "why do you not discount", but as long as you look at the problem from the perspective of the problem, you will find that the problem that is not well handled can become the reason why we persuade the customer to buy immediately.

As far as this case is concerned, shopping guides can explain to customers why other companies are offering discounts, but our shop does not offer any discount, telling customers what benefits they can bring to customers by adopting a non discount strategy, so as to get customers' understanding.

Language template

It can be said that:

Mr. Wang, I can understand your idea. In fact, there are many reasons for the discount. For example, every company will give customers rebate in time according to their stock, festival and season.

For the time being, we have no plans for this, and we also have unified prices in the national market. We hope to be responsible for each customer in a real price, and hope that whenever customers come to our store, they do not have to worry about the price is not uniform and have the feeling of being fooled.

In fact, the discount strategy is different from the strategy adopted by each brand. We do not discount easily, we hope to be responsible for each customer at a real price, so that we will not have the same clothes. Some people buy high prices, some people buy low prices.

So whenever you can buy our clothes safely, Mr. Wang, what would you like to see today?

Store salesmen must safeguard the interests of the company everywhere and do nothing irresponsible.

Situation 2

How do we communicate when a large customer asks for a special discount in clothing sales?

Problem diagnosis

1. "I also want to, but the company's regulation is like this." The feeling for customers is that your company's regulations are really unreasonable, because even the shopping guide thinks that the customer's request is reasonable.

2. "because it is an old customer, so you have given a very low discount!" It means that you have been given a face, and you can't be lower.

3. "we have more customers to buy than you. We still have this discount." Don't think you bought too much.

4. "there are more customers to buy than you. We still have this discount" and "not how much you buy." this is the company policy, which makes customers feel that the company is very cold and heartless and very chilling.

Language template

It can be said that:

Miss Li, thank you for your support over the years. In fact, you know that the reasons for each brand discount are different. Our company is more concerned about how to provide high-quality products and services to customers. After all, prices are only part of the buying factors.

If you don't like your clothes, I think you will not consider it cheaper. Do you think so? The clothes you like are very good for you. (start shifting focus, introduce clothes)

I don't think you insist on having a 20 percent off or 10 percent off, so I'll send you a very nice gift. You must be surprised. (transfer focus to gifts)

(smiling face) thank you very much for your support, but I am really sorry, because our company has always been very honest in pricing, and that is why many old customers like you will believe in us, so we really need to give you more details on the price.

In fact, customers have vanity psychology. Improving customer relationship is helpful to improve customer satisfaction.

Situation 3

Before the off-season clothes are discounted, what kind of statement is reasonable?

Problem diagnosis

1. "no way, now business is not good enough to do" and "so you can buy cheaper", these two statements do not give customers a positive answer, feel more discount arbitrariness.

2., "our new products will soon be on the market, and now we can get rid of them quickly", it makes people feel that these clothes are processed goods, which have little value and are easy to cause price wars.

3. "I don't know if the company is asking for a discount."

Shopping guide strategy

A woman dress, a female boss, gave me a note when she took our training course while taking breaks. She wrote on the note: "teacher, I find some employees are very passive in everything they do, even if they take the initiative to do something wrong."

The boss's words are quite representative. As terminal staff and customers, they must take the initiative to do what we should do, which is beneficial to the transaction. But the reality is that many of us forget what we should do, but we do a lot of things we should not do.

Like the answers above, these explanations that do not promote customer purchase are all negative behaviors.

As far as the case is concerned, shopping guide can tell customers the reason for the discount in advance. Especially, the guide can make the discount as a promotional reason to persuade the customers and strengthen the customers' purchase intention. This is the positive explanation for shopping guide personnel, and it is also a matter for shopping guide to do.

Language template

It can be said that:

Customers also mentioned such problems yesterday. In fact, this is mainly because our clothes are selling very well, and many styles and sizes are all out of date, so the company specifically instructs us to give customers back early.

You may choose more at this time, otherwise you may not have your size in a few days even if you like.

This morning, some customers also reflected this to me. In fact, this is mainly due to the relationship between weather changes. In order to meet the needs of customers' changing season, the company makes an early adjustment of flexibility so that it can meet the needs of customers in time.

Yes, this year we cleared the stock market earlier. It was very careful of you to observe it at once. Yes, because our goods are selling very fast this year, so the discount time is correspondingly advanced. Would you like to see something today?

Shopping guide should do what should be done, never do what you should not do.

Situation 4

Clothes are too discounted. How can we persuade customers who don't enjoy discounts?

Problem diagnosis

1. "you don't mind, your grades are different", so it is far fetched and convincing.

2. "clothes are like this. There are almost no discounts for goods during the season." this statement does not clearly explain to customers why the clothes are not discounted during the season, which is not conducive to encouraging customers to take immediate action to buy.

3. "the company has the final say, we have no way", which is a typical guide irresponsible statement, did not give customers any acceptable explanation.

Shopping guide strategy

Any purchase behavior of customers is very painful because of the interest, but it is very painful for the hot money to be taken out of its pocket. But why is the customer willing to pay the bill without hesitation?

Through a large number of in-depth analysis, we find that customers want to gain benefits and avoid pain through buying behavior. Research has shown that pain drives the decision-making power of customers three times more than profits.

Therefore, when the customer is hard to make a decision, the shopping guide can prompt the customer to make an immediate decision by giving the customer the reason for buying, and the best way is to tell him what the benefits of doing so and the painful consequences of not doing so.

At the same time, giving pleasure and pain to customers can increase the purchase success rate by 50%. As far as this case is concerned, shopping guides can tell customers the reasons for discounts, and the unfavorable consequences of buying discount clothing to customers, and impressing customers with interests, so that they can take immediate action.

Language template

It can be said that:

Yes, the situation you say is really uncomfortable. But you can also think about it from another angle. If you buy it now, you can wear it for a whole season. If a piece of clothes you like, you can't wear it for two times because of the season change. From the number of times you wear it, it's still a cost-effective way to buy it earlier. Do you think it is?

Yes, you have a point. There are two prices for the same commodity, but if I do, it will be uncomfortable for me. Just because clothing has seasonal, popular and fashionable factors, and at the end of the season, many sizes are not uniform, so prices will be different.

But of course, the costumes of the season are the sooner they are cut through, or they will not be able to wear them for two times. What a pity!

At the same time, exerting pain and happiness can greatly enhance the sales performance of stores.

Situation 5

How do customers respond to customers who are discounts and gifts?

Problem diagnosis

Because customers are different from our position, they always strive for more benefits. Sometimes they even show "greed". Shopping guide must understand the mood of customers and transfer customers' attention through patiently and meticulously explaining.

The first four coping styles are all mechanical explanations without any persuasiveness. "These gifts are very cheap, and you can't spend a lot of money on the outside," which makes people feel that customers are covet little petty gain and that they also have the taste of self depreciation.

Shopping guide strategy

We must learn to "Taijiquan". We should not have straight thinking when dealing with any problems of customers. First of all, we should try our best to put the customer relationship in place, then the next problem will be solved much easier.

As far as this case is concerned, shopping guide should give advice to customers, and accordingly determine the direction of their own promotion, rather than allowing customers to choose.

The following aspects can be done:

Either enhance the value of gifts and recommend gifts.

They either weaken the gifts and recommend discounts.

You can either give a discount or make a concession at the same time, and tell the customer that if there are any extra gifts at the end of the activity, they will be retained.

Language template

It can be said that:

I can see that you like our gift very much, but I'm really sorry, Miss Zhang. During the event, we can only give customers two choices: discount or gift.

In fact, I think these gifts are very good. If I buy flowers and * money outside, I suggest you take our gift, because these gifts are of great use. (strengthening the role of gifts)

Ha ha, I am sorry, the content of our activity is to let customers choose discounts or gifts. In fact, I still feel that the discount is better. You are not buying the dress because of these gifts. The most important thing is that this dress looks nice on you. Do you think it is right?

(customers still don't want to accept) it seems that you really like our gifts. So, if there are really some extra gifts after the end of this activity, I will certainly leave one for you, and then call you to pick it up. Do you think so? (firm position, at the same time, give customers a step, according to the situation of the gift after the activity is over, give the customer a call).

Shopping guide should learn to "Taiji", give customers attention and determine the main direction.

Situation 6

The clothes sold at the original price are suddenly discounted. How can we balance the dissatisfaction of the old customers?

Problem diagnosis

Shopping guide did not introduce the reasons for discount in detail, so the old customers had no sense of balance in psychology. Simple mechanical answers will only make people feel that there is no convincing.

Shopping guide strategy

First of all, standing at the customer's point of view to identify the feelings of customers, and then sincerely explain to customers the reasons for the discount now, the key is to find ways to give customers a psychological sense of balance.

Language template

It can be said that:

Miss Zhang, you have such an idea that you can understand. In fact, as you know, we have never had any discounts here. There must be a reason for promotion.

It's almost two months since your last visit. You may be too busy to notice. You see, these are the clothes at the end of the season, many of them are out of order, and now they can't be worn back a few times, so we are preparing for these new days. I was thinking about calling you two days ago.

It's just that you don't care too much because it's time for the season to change. These are all the leftover clothes we sell this season. Although the quality and style are very good, most of the sizes are not uniform, and that's why there is such a discount.

Yes, if I were in your heart, it would be a little uncomfortable. But don't worry too much, because clothes change season faster, so you feel just one or two months, but for us, but a whole season has passed. You see, the new products have arrived. They are fresh. Let me show you.

Gold medal guides should be confident and natural in handling customer crises.

Situation 7

Customer enquiries: when will the shop be discounted? "When do you start to discount your clothes?"

Wrong demonstration

1. usually in the season.

2. our brands are generally not discounted.

3. I can't tell you that. It depends on company policy.

4. we only offer some discount to VIP customers.

Problem diagnosis

1. "usually when changing season", this kind of answer postponed the customer's purchase time, reduced the shop's sales volume, and then did not necessarily have this style and the size, may cause the customer to miss the opportunity to cause the regret.

2. "our brands are generally not discounted". The language is too vague and the meaning is not clear. Whether it is discounted or not discounted is not clearly stated. It is easy to cause customers' doubts.

3. "I can't tell you that. I need to look at the company's policy". This kind of language is equivalent to saying nothing negative.

4. "we only have some discount on VIP customers". This language lacks guidance, is not conducive to promoting customers' purchase, does not consciously stimulate customers' enthusiasm for buying, and actively promotes customers to buy immediately.

Shopping guide strategy

Customers always want to buy the best clothes at the lowest price, so customers are willing to wait.

But our stores can not wait, waiting means inventory increases, which means sales decline, which means that the loss of sales opportunities, means the depreciation of goods, but also means that customer demand can not be met in time.

Shopping guide should understand that clothing is impulsive consumer goods, and many customers' buying behavior is mostly random purchase. Therefore, shopping guide should not allow customers to think calmly and rationally.

We can consciously use provocative language and appropriate buying reasons to stimulate customers' desire to buy and enthusiasm, and push customers to make immediate purchase decisions.

Language template

It can be said that:

Oh, Miss Li, many customers are very concerned about this problem, but there is really no way to give you a clear reply. Generally speaking, there may be some discounts during the season, but I'm not sure. Many styles have been sold short before last season, so your favorite clothes may not be there.

Miss Li, I have to apologize to you first. But then again, when we discount, most of the best sellers are already sold.

Like this dress, whether you work or the fabric is very good, it really suits you. In fact, buying clothes needs to be touched. It's not easy to meet a clothes that you like. I really worry if there is any clothes.

You can buy a piece of clothes you like, but you can't put it there if you can't wear it a few times. So, from the number of times you wear it, it's actually more expensive during the off-season, is that right?

When customers hesitate, guide shopping must consciously push customers to make decisions.

Situation 8

Clothing sales, can not discount, customers angry, how should we deal with?

Wrong demonstration

1., consider it yourself.

2. this price is really very cheap.

3. don't do that. You know we are also very difficult to do.

Problem diagnosis

1., "consider it yourself," which seems to give customers a big decision to purchase. But in fact, customers are interested in these clothes at the moment. They are at the edge of buying and selling. If they are guided to buy him a step or take the initiative to push him, customers may buy a few.

2., if the shopping guide does not push the customer forward at all, instead of saying something cool, it is actually driving customers away. It is very likely that the performance that we can get here will be launched by us.

3. "this price is already very cheap" and "do not do this, you know we are also very difficult to do", so it is not convincing enough, and has the feeling of begging customers to feel pity.

Shopping guide strategy

"Goods are not sold well, words are not yet arrived, words are sold, and goods are sold out," and shopping guide plays a decisive role in storefront sales.

Due to the improper use of the shopping guide, the storefront is playing the scene of taking the initiative to expel customers every day, but we do not know that we continue to communicate with customers in the wrong way, and continue to take the initiative to drive customers away.

In fact, each store sells at least two or three clothes per day, but some of our terminal managers are not aware of it and let this happen repeatedly in stores.

The effect of shopping guide speech is really "one sentence laugh, one sentence jump". If the words are right, clothes may become sales and profits. But if a word is inappropriate, clothes may become stock and backlog, so the language training of shopping guide is very important.

As far as the case is concerned, shopping guide can first identify with the feelings of the other person and praise the feeling that clothes are wearing on them. If the other party is still reluctant to give up, the last step is to apply to the boss or to add gifts to allow the transaction to be concluded.

We must let the other person feel that we are doing our best to help him solve this problem and be sincere and sincere so that even if there is no substantial concession to the customer at last, the customer will understand that you have done your best.

In many cases, customers do not necessarily want to take a discount. The key is to buy a reason or step.

Language template

It can be said that:

Yes, Miss Wang, I can understand your feelings. If I were you, I would like to buy three pieces, and I would also like the merchants to give me a discount. In other words, it is not easy to make a garment so good that the fabric is so good and the style customers like it. Do you think so? Miss Wang, in fact, the most important thing is to wear it. (plus selling points and compliments)

Miss Wang, if I were you, I would think that you should give me a few more discount if you buy more. However, we must ask you to accept this. You, as our old customer, must be aware of the fact that the clothes in our shop are all carefully selected, and the price has always insisted on tangible real price.

But in view of your situation, let me give you a practical gift. Do you think so?

I'm very sorry, Miss Wang. We really can't help with the price. But our boss decided to give you a gift. Thank you for your consistent support for our store. Please accept it.

Let customers understand that we are trying to help him, even if we do not compromise at the end, customers are more likely to compromise.

Situation 9

How to answer when customers ask for a lower discount in Clothing promotion?

Wrong demonstration

1. this is not true, generally speaking.

2. I don't know. It depends on the company's policy.

3. unlikely. This discount is almost the same.

Problem diagnosis

The so-called "bus effect" means that people who never get on the bus always want to rush up as soon as possible, but when he is crowded, he does not want others to push them up.

In fact, customers have similar psychology when they buy clothes. When they buy clothes, they always want to start at the lowest price, but after buying clothes, they hope not to cut prices, otherwise they will feel that they are in a bad mood and feel uncomfortable.

"This is not true, generally not," "I don't know. It depends on the company's policy" and "it's unlikely that this discount is almost the same".

This ambiguous explanation not only does not play a role in promoting the customer purchase process, but also makes customers more puzzled, thereby missing the opportunity for customers to make purchase decisions.

Shopping guide strategy

Customers often buy clothes based on feeling, but this feeling is always very fragile, so shopping guide must be good at mobilizing the mood of customers and stimulating customers' desire to buy.

In view of this kind of elder brother, the shopping guide should convey the confidence and guarantee to the customers without price reduction with affirmative and explicit answers.

In this case, when customers ask such questions, shopping guide should try to dispel the doubts of customers, stimulate customers' desire to buy, and never use vague and unconfident words to deal with, because this will only increase the difficulty of decision-making, prolong the decision time, and is not conducive to improving the store's current performance.

Language template

It can be said that:

Miss Wang, you can rest assured of this. Our brand is based on a responsible attitude towards customers, with a relatively strong sense of discount, and will not arbitrarily discount articles on discounts. At present, the new product 40 percent off is only a celebration activity organized by the company. After that, it will immediately resume the original price, so hurry up and take the time to start.

Miss Wang, you can rest assured of this. Our brand is more standardized in this respect, and of course it is also responsible for customer performance.

If we break the price, we will have a low day, even if you like it again, you will not feel secure when you buy it. Then who will believe us? Do you think so? So we will never joke about our credibility. You can rest assured that you can buy it!

Miss Wang, you can rest assured of this. Our clothes have real quality assurance. The principle of discount is relatively strong, and will not be arbitrary on the discount, unless it is because clothes broken code, Ji Qingcang and other reasons. Otherwise, where do customers feel safe?

Customers buy clothes often based on feeling, enough to use self-confident words to promote customer purchase.

Situation 10

When customers say that the price of clothing is expensive, how do you answer it?

Wrong demonstration

1. the discount may have to wait for a while.

2. sorry, our clothes are never discounted.

3. sorry, we don't bargain here.

Problem diagnosis

1., "the discount may have to wait for a while". This is a hint that customers will spend a while to buy, which will be more cost-effective, not conducive to the building of brand image, delay the decision time of customers, and reduce the sales efficiency.

2. "I'm sorry, our clothes are never discounted". This is telling customers that they want to discount, so don't bargain with me.

3. "excuse me, we don't bargain here", which is a frequent remark by many shop staff. The shopping guide may be very fluent and comfortable, but the feeling to customers is very bad. The implied meaning is to leave if you want to bargain. We do not welcome you here, do not waste your time.

Shopping guide strategy

Shopping guide can not promise all the requests made by customers. The objection raised by customers is not always correct. Proper learning to say "no" to customers can often get the respect and understanding of customers. The key is the way and method we refuse.

Never let customers have a feeling of wall running, or else they are expelling customers. Most of the time we lose customers and profits, but we do not know it. We insist on doing this wrong thing again and again in the store every day.

In fact, before we refuse customers, we can first identify with customers' thoughts, and then express their feelings by using "sorry", "sorry", "you really embarrass me" and so on.

Finally, we should focus on the unique selling points, price strategies, service preferences (such as VIP card) and so on, in order to get customers' recognition and understanding.

In view of the fact that customers haven't tried it on, the last shopping guide should shift the topic quickly, focusing on the problem of clothes discount to the question whether clothes are suitable for customers to wear, and then transfer to fitting. After all, clothes are the focus of our attention.

Language template

It can be said that:

Miss Wang, this dress is a little more expensive, but expensive and expensive. What needs to be specified is that the price is slightly higher because our design (fabric, workmanship, after-sale, etc.) is well done, and the quality is guaranteed. Besides, buying clothes is not necessarily just looking at the buckle. It is more important for you to fit in with yourself. Do you think so?

Miss Wang, it doesn't matter if you buy this dress. Let's try it first and see the effect of the upper body. Come on, this way please!

I am very sorry about this, because we have a little discount in addition to the promotion period, and the other time is a uniform price. This ensures that customers will not come to our store any time when they come to our store.

However, considering that you are a VIP member, you have given us a lot of support, so we can give you... (turning to the VIP card advantage) so, let's see if the clothes are nice behind you. After all, the key to buying clothes is to see the effect of wearing. Do you think so? The fitting room is over here. Please follow me.

We are doing away with customers every day, but we do not know that we do well.

Discount is originally a good thing for the customers, but don't hurt the hearts of new and old customers because of the wrong language.

When a customer throws a question, he will feel the mood behind him. Before he answers, he can comb out the logic of discourse, so that he can open up the customer's heart, pay the bill comfortably, have a good impression on the shop, and form a continuous and habitual consumption.

How to speak the language of selling clothes? Look at the above 10 classic sales scenario analysis, which is shared by Xiaobian Xiaobian. Do you have any mastery? In the face of such a situation, I hope you can dress guide and clothing bosses can cope with ease.