Terminal should be emphasized that the "technical" rather than "skills". "Technology" can reflect the brand and product differentiation, sales staff better able to grasp. Terminal sales and training shoes and apparel brand in China has reached a bottleneck, and each brand seems to have been powerless in the terminal performance, long time no hear such words of the winning end. Not so much the industry has been the winning end of the period, might as well say that we play with no new tricks! In fact, the significance of the terminal is still crucial, but to expand the type of "winning end," has been transformed into the "depth of management" of the terminal. Terminal sales more effective and creative programs to introduce to adapt to the new competitive environment, we have this program called terminal sales. Terminal sales to the need to improve sales performance Talking about how to increase store sales performance, we always said "people, goods, farm, this is a good induction, but are often unwilling to think or perfunctory sales and management staff to use as a shield! We have to do is can not be "people, goods, blocking the door, but opened the door to go check it out.Only in this way, we can find to improve store sales performance is the most appropriate key. But here, we can be a different order to think about: "field, goods, people". "Field" is not just a third of an acre land, not just on display, the atmosphere, temperature, lighting and so on drip, "" a wider range reflects the brand level of the terminal image and brand core value, which is the terminal to the customer number "The key factors.
Many brands have to face reality, fuzzy brand of devices that image is hard to break and the core brand values. Terminal in terms of "goods" and how? I service a customer at the end of last year reviewing the year's sales boss for the company to find a good excuse - "not goods". It appears that the "goods" is also a terminal can not be solved, not to mention family boss admitted, of course, this is a joke, but also an extreme. More generally serious homogeneity of various branded products, such as Fujian's a bunch of shoe, in a small area, you say how many products are similar, that formed in the footwear industry in Wenzhou shoes, Fujian shoes Guangzhou shoes geographical category. Goods similar to the prevalence of terminal sales to further increase the difficulty. But from another perspective, the hypothetical brand goods are unique, so that "goods" to lead "turnover rate", there is no need terminal shopping guide, can greatly reduce the number of managers. Exclusion can also conclude that, starting from the "person" is to improve the core of the terminal sales performance. But everyone is a completely different individual, we need to do is the limitations of the breakthrough itself, to improve sales practices to increase the turnover rate of improvement in sales practices, improve customer unit, let the customer have a different experience for your brand , even if it is the same product. Traditional sales techniques has come to an end In order to standardize and improve sales practices, each brand has put a lot of work, especially in terminal sales skills. But after nearly a decade of development, the level of sales of each brand of a plane (we all), rather than the peak of Usually, we use three techniques to the terminal sales: sales process, selling points, customer analysis. These three techniques is indeed terminal personnel to improve sales performance. Among them, based on business steps in the formation of the sale of nine footwork (sales process) in the terminal has been popularized. I think this technique has not become a "skills", it is a basic vocational skills, like say you want to drive a car one must first learn how to drive, because the driver can drive can not say he is very general. The selling points (FAB) is a mere formality. Professional relationship, I have the opportunity to come into contact with many companies FAB, basic does not have any characteristics.
FAB refining was no feature to differentiate the customer experience will not be able to create. As for customer analysis, we often like to analyze customer types and customer purchase decision process. But what is certain is that the majority of professionals specializes in consumer behavior are difficult to distinguish, not to mention the terminal sales staff, customer psychological complexity and process integration of forecasting and imagine. In most cases, customer type and decision-making process can only become a very reasonable sales theory. When the various brands in the terminal using the same sales practices, and similar products, little difference between the brand appeal, sales techniques have not become a "technique", but each terminal sales staff have to eat rice, these things have also been can help them complete the sales tasks. Do we have a better way to break through the terminal sales bottlenecks? The answer is yes. After the retail end of the study and practice of the author for many years and found that if the sales techniques, technologies, will improve the sales performance, which means
Skate Shoes the terminal should be emphasized that the "technology" rather than "skills". "Technology" can reflect the brand and product differentiation, sales staff better able to grasp. How to achieve terminal sales That should be how to implement the technology revolution of the terminal sales? We usually need to complete the three areas of work. A clear premise - the core of sales technology Terminal need to be clearly a prerequisite in the establishment of sales techniques, sales techniques, the core is the creation of customer experience, which means that this technology allows customers to easily feel. Only achieve this aim, in order to truly improve the brand and product differentiation, and then let the store apart from many similar faces, higher close rates. Remember, get the customer experience is the core of sales techniques. 2, the establishment of standardization of the framework - Sales To get the sales to become a technology, then the first should be something that can be standardized. Such as customer purchase decision-making process, it is an elusive thing, and FAB based on the sales of the business process steps and product selling is something that can be standardized, however missing some content so that customers can experience clear. In other words, you want to sale our speech, action oriented, while for customers to truly experience; to this idea into the framework of the sales techniques, and then go deep. 3, continued to import - the import of technology-based sales skills To establish the framework for sale of technical standards, we need the steps to import sales techniques. 1) shopping guide staff into technical sales staff The first thing to do, shopping guide into technical sales staff.
In this world, the professional will always be respected and trusted. Shoes and apparel industry in consumer research we have done, almost 100% of customers willing to recommend the product to give him a designer rather than shopping guide. 2) refining the product's unique technical standards Unique product technology standards are not a lot of technical parameters, but can tell the customer experience can be applied to the contents of the sales process. Will tell me a lot of brands, our product is the first layer of skin, but the customer can experience? Question: "What is the role of the upper", I believe most people would say "beautiful", the word "warm", "waterproof" and "protection", but all brands could be expressed more sad yes, no role in promoting these words sellers. If I say "uppers keep your feet in the correct position, which will produce two effects, one consumer that your product is very professional (even if your product looks and other home), one hearts full of doubt, eager to continue to talk to him the solution. Here I must emphasize: even if we are the same, but you have to do is to say it, show it. This will greatly enhance the customer experience and psychological imprinting. 3) breakthrough traditional terminals training methods, the establishment of a new terminal and training system Traditional terminal training from top to bottom, from outside to inside, some out of touch with the terminal actual brands combined with the first training system to encourage more sales staff to provide more sales case. The corporate level have to do is under the guidance of the sales technical framework, and continuously extracted from these cases, training, applications, and re-refining, the only way to allow the sale of technology to sustainable development.
It's written by
GoodLandShoes date 4.7.2012
last year, to meet the growing demand from foreign young people. Goodlandshoes
began the OEM and ODM business since 2001. There is no denying the fact that
they have been the leader in this industry. 
