Best tips for sellers - in the free book:

Every day we receive dozens of calls and receive many letters regarding how to increase sales in a store, how to attract customers, what phrases should a seller begin communication with, how to deal with customer objections, and many, many other questions, the answers to which we provide on our trainings for sellers. And for those who do not have the opportunity to order such training for their store, or for those who want to become the No. 1 seller in their field, this book will be a real gift and a guide to action!

Finally, all the best tips for salespeople and sales consultants are collected in one book! These tips will benefit both the new salesperson and your job! Regardless of what kind of store you have - be it a clothing or shoe store, a car dealership or an auto parts store, a jewelry store or a fabric store, a sports store or a fishing supply store. All of them are united by the process of working with customers. And in our book "111 tips for sellers. How to become a better seller?" You will find all the answers to your questions.

DOWNLOAD A BOOK:

11 tips for sellers on …………………………….……3

11 tips for salespeople on self-motivation and motivation to sell……….………….……7

11 tips for sellers on researching their product……………………………….……...13

11 tips for sellers about first impressions and appearance………………..………....19

11 tips on the first words of the seller……………………………………………..…...….29

11 tips for sellers on identifying and shaping buyer needs......48

11 tips for sellers on how to attract customers to the store……………...…….61

11 tips for sellers - how to sell to different types of buyers……………..…....73

11 tips for sellers on how to present a product…………………….……...88

11 tips for sellers on how to deal with objections………………………... 102

11 tips for sellers on how to increase the amount of the check……………………………….……...111

Applications………………………………………………………………………………………........121

The mission of this book- bring kindness, positivity and good mood to customers, thanks to an increase in the number of friendly and professionally trained retail salespeople.

This book was written to:

• Make salespeople happier and more satisfied with their work
• Raise the prestige of the seller's work
• Teach sellers to earn a lot and with pleasure
• Increase the number of satisfied customers :-)

Best regards, www.site team

11 tips for sellers on how to learn to sell

1.

Until you have specific goals, your actions are chaotic, you can be constantly busy, but not achieve any significant results. Why do you want to learn how to sell? What will happen when you learn? How much money do you want to earn? Where will you spend it? What will you do to develop further? Answer the questions and set yourself goals for which you would like to get up every morning!

2. Imagine the future.

Imagine yourself in a year, you know how to sell perfectly and earn several times more than now. Imagine what you would like to achieve in a year, what to buy, where to go, where to live. Imagine it all in such a way that you want to achieve it. Do you really need this? Why are you going to learn to sell? It's worth it! Then go ahead!

Think about what you do best when communicating with people. What is most difficult for you? Every day, choose one of your strengths and one of your weaknesses and set yourself goals to make them stronger and stronger. Strengthen what is given and tighten up what is weak.

4. Study your product and competitors' products.

Find out everything about your product, ask customers what they especially like and why they buy. What did you compare it to when you chose it? You will soon become an expert and will be consulted.

5. Watch other sellers.

Notice what you like about the behavior of other sellers and try to do the same. The most interesting finds include your seller's arsenal. Look at other people's mistakes. Think about how you could serve the customer differently.

6. Ask buyers for advice.

Never argue with a buyer. It’s better to find out why he thinks this way, what he will advise, what he thinks is better in this or that situation. If the Buyer backs out, ask if they can give you advice for the future as a seller.

7. Find a mentor.

8. Read 2 books on sales per month.

Yes. Two books a month. You already know everything, there is nothing new in them. Sales books are for beginners. It is precisely because you think so that you now have such results. Look for diamonds, don't reinvent the wheel.

9. Analyze your work.

At the end of each day, ask yourself what you did best and worst in sales that day. Analyze your work and draw conclusions. No conclusions - no development.

10. Work for the future.

Do your job 10% better than what is required of you. And in a year you will receive 50% more than you expected. To receive, you must first invest.

11. Show persistence, confidence and patience.

Try to help the person as much as possible; at the moment of communication with the buyer, this is the most important person in the world for you. Listen, clarify, demonstrate confidence and a desire to help. Take as much time as you need. You may think that this customer will never buy, but if you analyze 100 of your customers, you will see that they made the largest purchases thanks to your attention, and you could not always imagine that they would buy so much from you.

1. Set yourself up for success.

In the east they say: “If you are in a bad mood today, you do not have the right to open your own shop!” One day of negative sales can cost a week of successful sales. Having crossed the threshold of the store, throw away everything that bothered you. Remember how it feels to anticipate something joyful and pleasant!

2. Smile.

“How can I not smile at customers? After all, they bring my salary to the store!”

A smile has a wonderful property. If you smile sincerely, your smile will definitely come back to you! Think about what faces you like to see. Look around. The faces you see now are a reflection of your face. J

3. Use positive affirmations.

In order to tune in to positive interaction with customers, it is important for the seller to reconfigure himself for success, for friendly communication, turn on optimism and charm, and also mentally say to himself the following phrases (affirmations): “Today is my day!”, “Today is my every approach to will bring results to the buyer”, “Today people will behave with me in a friendly, positive, and open manner!”, “What I do is needed by other people!”

5. Cheer up your colleagues.

Give someone a compliment. Tell a positive story. Find someone who is in a good mood and enjoy something together. Do something nice for someone else, something they don’t expect from you. Don't be so serious! Sales is a game! And you will lose it before you even start, as soon as you allow the outside world to deprive you of your joy of life!

6. Share only positive news.

Discussing negative news, as well as gossip, scandals and showdowns deprives you of energy. Be happy to keep the conversation topics positive. Avoid negative topics, keep quiet, or show that you are not in the mood to discuss it. You don't want people to gossip about you? Then don’t discuss other people behind their back, no matter how nice it may be sometimes!

7. Imagine that today is a magical day.

Yes exactly! Today, every third customer will make a purchase from you! Or maybe every second. Imagine that this is everyone’s first! Or imagine that today a customer will definitely come and buy half of your store. All you need to do is be as interested and positive as possible with everyone, so as not to miss or scare her away!

8. Live in anticipation of a miracle!

Life is a series of pleasant and unpleasant surprises! She still has so much in store for you! The truth of life is that it cannot throw only negativity at you! If the day doesn't go well, wait! Wait with your teeth clenched! Be attentive, open and... curious! Try to guess what pleasant event awaits you next!

9. Find 7 reasons to be happy

Answer yourself one simple question: “What is good about today?”

(For example: Today is a sunny day! I had delicious coffee in the morning. A child smiled at me on the street, and he looked like an angel! I managed to arrive to work a little early! Tomorrow I’m going to the theater! My health is fine! I’m fine J ) Answer it every day! Only in this way will you learn to see the positive, and will be able to maintain a high level of motivation and energy, even in the harsh Russian climate and among the huge wave of negativity that the media pours on us to deprive us of the energy of success!

10. Find a way to make the customer smile.

In one movie, an experienced salesman taught a newbie - “Make them smile! And they will even trust you with their children for the weekend!” Buyers are tired of formal and intrusive salespeople. Don't be a talking doll, be a lively and friendly person!

11. Set yourself a motivating goal for the day.

Many sellers are waiting for some mythical bright future! And try to accomplish the feat today! Sell ​​something especially expensive or complicated! Set a goal to sell as many accessories or related products as possible today. Try to sell the best you have!

DOWNLOAD A BOOK:

1. Make a list of the products that you think sell best in your store.

Good knowledge of your product range is an important step towards successful sales. The sooner you begin to understand the most popular products, the faster you will earn decent money. Pareto's Golden Principle states: “20% of products account for 80% of a store's profit.” Study these products quickly, and you will learn the rest of the range and rare items over time.

2. Find out everything you can about these products from your manager and colleagues.

Leverage the knowledge and experience of your colleagues and managers. Be an attentive listener and a diligent student. People love to share their experiences with those who care! In the future, when you learn something new about a product, do not forget to share with them - after all, you are one team!

3. Visit manufacturers' websites and read product descriptions

Sellers are often asked what kind of brand it is, what country it is made in, what this or that company is known for. To avoid having to blush in front of the buyer, study 1 brand presented in your store every day. Ask your questions on the manufacturer's website! Call the hotline and get advice!

4. Use your store's products like a customer.

Selling something you have no idea about is possible, but difficult. To reduce this risk and avoid awkward situations with customers, find opportunities to purchase items from your store. Find out what discounts are available for store employees. Buy something cheaper at a special promotion for your friends.

“What if I sell diamonds in a jewelry store?”

- Become a top seller, start earning more, and buy a diamond gift for your loved one! J

5. Find out when your store is planning the next training and sign up for it!

In-store training should be regular. This is an axiom! This is the law of successful trading. There are two types of in-store training: product training and sales training. If your store doesn’t have this, ask yourself why? Talk to colleagues and management. Product training is best obtained from the manufacturer and supplier. They are no less interested in selling their products than you are. Sales training is best done with us - ! Contact us to conduct sales training for sellers in your store!

6. Read reviews about your products and competitors on the Internet

The time of uninformed buyers is over; now they not only understand the products they need better than many sellers, but also actively share this information with each other. To be truly useful to customers, you must regularly read their reviews and be aware of where and what they are discussing. If you don’t know where to start, read reviews on Yandex.Market or on any thematic forum, which are easy to find through a search.

7. Regularly visit competitors’ stores and pretend to be a potential buyer.

Yes! Yes! YES! Test purchases and competitive analysis are our everything! If your store sells computers, then get together for 5 minutes with the whole department, call competitors' stores, and ask them the most tricky questions that you hear from customers. In a civilized market, competitors learn from each other, help each other grow, and sometimes become partners! If you do not periodically act as a potential buyer, you will never be able to learn to sell 100%! This is really important!

8. Always ask customers who they are comparing your product with.

When an intelligent buyer is looking for something, and even more so when it is important for him to find the best, then he becomes a real expert on this product, and will not rest until he knows all its pros, cons and the difference between analogues.

It is only important for you to learn to find out this information from him. Ask the buyer or shopper what he/she is comparing with? What products have they already looked at? Are they planning to buy today or will they go to another place to look? Will you be able to find out where they want to go and explain to them why it is better for them to buy from you? :-) No? Write to us - we will advise!

9. Read specialized literature and become an expert in your field.

Imagine that you decide to read 1 article about your product per day. How many articles will you read in a week? And in a month? And in six months? We recommend reading 2 articles a day! And if you don’t have the Internet at work, read product catalogs, all advertising brochures, any information you find! And at home, still look on the Internet! Remember, you are a future expert and one of the best in your field!

10. Agree with your colleagues to jointly increase the level of knowledge of the store’s assortment

Studying something alone is long and boring. Agree with the most motivated and success-oriented colleagues, distribute the goods among yourself, look for information on what you have chosen, and share with each other! It happens that a person has worked, for example, in a household appliances store for 3-5 years, considers himself smarter than many customers, and at the same time does not know basic things. This only means that the ambitions of such a seller are below par, his laziness is progressing, and neither his life nor his income will ever change for the better. Don't be like that! Become an expert! Do what others don't want to do, and soon you'll live the way others can't!

An experiment was conducted in one kindergarten. Two groups of children studied arithmetic. One group listened and tried to add up sums using sticks, another group gave a problem to a pair of children, and once they understood it, they taught it to another pair of children, and so on. The learning speed in the second group was 3-4 times higher. Be sure to share your knowledge and you will enrich yourself! He who does not share what he knows loses what he had!

11 tips for sellers about first impressions and appearance

1. Learn to please and attract sympathy from the majority of buyers

You don’t need 100 dollars to please everyone, but if out of 100 people less than 70% of people like you, then it’s time to take care of yourself. To please in this context means: to create in the buyer an image of himself as a friendly, positive and responsive person. And a person with any external characteristics and any build can cope with this task, because inside we are all the same, but for some reason we rarely treat strangers with warmth and an open heart. Come out of your shell and take a step forward, people will appreciate it

2. Always be cheerful, fresh, clean and tidy

It’s easy to see the shortcomings of others, but it’s hard to admit it to yourself. These are obvious things, but few people think about them. Prestigious stores always have a code of appearance and behavior for the seller. Find it or create it yourself!

3. Selling starts with the expression on your face.

Professional and conscious control of your facial expressions is no less difficult than a high level of playing a musical instrument. The best salespeople are usually also consummate actors. Be sure to read books on the use of facial expressions and the basics of physiognomy (if necessary, ask us what to read on this topic, write - info@vision-trainings. ru ), watch the TV series “Lie to Me,” and be sure to practice your facial expressions in front of the mirror, so that you can give your facial expression all the variety of possible looks!

4. Spend time on your appearance, clothes and shoes

Your appearance should be in harmony with the product you are selling, emphasize that you are a store employee and shine with cleanliness as if you had just come from the dry cleaners. In addition to the fact that it is important to comply with the standards of the appearance of your store, be sure to choose work clothes in which you will be as comfortable as possible and in which you feel confident. The same applies to shoes, one of the criteria of which should be foot comfort and the ability to be on your feet at any time.

5. The truth about where to put your hands while on the sales floor

Hands behind your back, hands in your pockets, phones in your hands and hands on your chest - this is the real horror of modern trading! The ideal work of a salesperson is an open posture and the absence of any crossed gestures (“locks”, “clamps”). As an example, look at how flight attendants work! Upright posture, smile, hands either down, holding a booklet, or helping in a conversation and pointing to something.

6. Learn body language and nonverbal behavior

According to the rule of psychology professor A. Mehrabyan, during human communication, 7% of information is transmitted by words, 30% by tone of voice and 55% by facial expressions and body language. Do you want to sell more? Learn body language and gestures ( body language ), read books by Alan Pease and his wife, take time to train your voice. Why is this so important? Because if you show with your body, gestures and your whole appearance that it is better not to approach you, then you will remain without a salary! And many sellers, unfortunately, do not notice this!

7. Use distance and space

A comfortable and acceptable distance for business communication is 0.5-1 meter between people if they are standing opposite each other, and 20-30 cm if they are standing half a turn to each other. Approach so that the buyer can see you, stand so that he is comfortable, try to stand so as not to obscure the product, follow his gaze, move calmly, do not make sudden movements. If the buyer himself stands too close to you, stand a little half-turn towards him, or show him something.

8. Talking on the phone in front of the buyer is bad manners*

The buyer does not care at all who you are talking to, be it another client, your boss or your work colleague. When a salesperson at his workplace talks on the phone, most of the buyers who are interested in buying feel the urge to leave. Although sometimes 5 minutes of being in a store next to a chatting salesman allows you to learn so much that you can even shoot a film of any genre!

9. Good manners on the sales floor

The main principle is that everything that happens on the sales floor is done for the sake of the buyer. If a customer enters a store and sees, for example, three salespeople standing together and animatedly talking to each other, then not everyone will have the courage to interrupt such a chorus of voices. Loud conversations between salespeople, laughter and conversations at the checkout, shouting across the entire sales floor, chewing gum, the smell of cigarettes from a sales employee who was just smoking around the corner, this list can be listed endlessly. We invite you to continue it yourself. Think about what behavior patterns you consider unacceptable in your store, and which ones should be strictly implemented in your work?

10. Be ready for a buyer

Have you ever encountered a situation where there are few customers in the store, and the seller sits and reads a book? And when you appear, he quickly gets up and looks at you. And he doesn’t always have time to control his facial expression, which shows how he treats you now. The buyer can appear in the store at any time. And even if no one has been there for 2 hours, this is not a reason to sit with a bored look and show by your behavior that neither you nor your product have given up to anyone.

11. Make good use of the time when there are no buyers

Why are you in the store? There is only one worthy goal - why you should be here! You are here to make money! Any action should lead to this goal! Any other action weakens you and turns you from a professional salesman into a “museum caretaker.” These are former tour guides, but they no longer lead groups, and sit quietly on a chair in the corner! Never say or think that the number of buyers does not depend on you. Real sellers are looking for ways! Ideally, people don’t come to a store, people come to a specific seller!

If there are no buyers:

Put the store in order, rearrange things, improve the display.

Look through the computer how many sales there were today, yesterday, during the week, think about what sells faster and what is better to offer?

While no one is there, analyze all the people with whom you communicated today. Draw conclusions about what worked for you and what didn’t.

Always agree with customers that you will call them when the new product is delivered! Call regular customers! They will be pleased to hear from you!

Every person, sooner or later, begins to think about starting his own business. Some succeed; for others, the dream remains unfulfilled. A wallpaper business can be yours if you really want it.

You can sell wallpaper in a specialized store, in a department of a large hypermarket, having installed your own samples, or through an Internet site. But all these niches are already occupied by large companies, and it is very difficult to make your way into the wallpaper business.

How to make a profit from a wallpaper store

But do not despair, as in any other area of ​​commerce, this category has its positive sides. This option is suitable for those who can draw beautifully. As you know, there are companies that produce wallpaper to order according to a previously provided project.

Take this into account, get a website and take orders for design drawings for wallpaper. The customer will have to verbally describe to you the picture of his future wallpaper, and you will have to make a project based on this description.

If he likes the work, he will have to pay you for it. But to ensure that payment fraud does not occur, you should hire a good programmer who will work with your site and implement everything properly. Believe me, there will be many people willing to order work from you.

Ready business - guaranteed clients

It’s possible to immediately join the business and start earning income within the first days of your management. Investing in an operating company will give your idea an easy start. Such a store has a rented space, a certain group of regular customers and those who have not bought anything yet, but know where to go for good wallpaper.

The success of sales directly depends on the correct approach to a potential buyer. It is no coincidence that employers who work in the trade sector introduce various employee reward systems. Those consultants who manage to attract more customers receive more impressive income. Proper communication with the client is the key to success. There are 5 main stages of sales that every sales consultant should know about.

Stage one - establishing contact

The first impression of a person is the most important. This opinion is truly justified and applies not only to communication in everyday life. It matters how the store will be presented for the first time in the eyes of a potential buyer. And if the consultant manages to make a good impression, sales will definitely increase. At the same time, you cannot ignore the client or be intrusive. You should choose the “golden mean”.

In this business, those who know how to recognize the type of client at first sight become successful. Some potential buyers do not like being approached; they are confident that they themselves will be able to ask a question to a consultant if necessary. Others expect attention to their nature immediately upon arrival at the store. And if the seller does not pay attention to such a client, the impression of the outlet will be negative. All these points must be clearly understood by a successful sales consultant in a clothing, footwear, household appliances, etc. store.

How should a person who works in trade behave? As soon as a potential buyer crosses the threshold of the store, you should definitely smile and greet him. Over the next few seconds, you need to evaluate the buyer and understand whether he needs help. Next, you can contact the client with the question “Can I tell you something?” If you refuse, under no circumstances should you impose yourself.

The appearance of the store employee also plays an important role. Even the best sales technique for a sales assistant won't work if he looks unkempt. A market employee must be well-groomed. It’s good if the store follows a dress code.

Stage two - recognizing needs

A good sales consultant will be able to increase sales volume in any case and sell goods that are not in demand. However, in this way it will not be possible to establish contact with a potential buyer for long-term cooperation. It is important to find out what exactly the client came for, what he is really interested in. How can I do that? First of all, you need to let the person speak without interrupting him. Active listening is the key to success. The only thing you can do is ask a few clarifying questions. So, if we are talking about shoes, it is worth clarifying what size and color the potential buyer is interested in.

The sales technique of a sales consultant involves choosing questions that begin with the words “when?”, “where?”, “for what purpose?” (for example: “Where do you plan to use this or that shoe model?”). A potential buyer cannot answer “yes” or “no” to such questions. He will have to provide detailed information that the seller can use to offer several product options at once. The buyer will certainly be able to choose one of the proposed models.

The most important qualities of a seller at this stage are: politeness, goodwill, and the ability to listen. Patience is a quality that is also of great importance. The seller will have to deal with a variety of buyers. Many of them will find it difficult to articulate their wishes. But statements like “you yourself don’t know what you want” in relation to the client are not acceptable.

Stage three - product presentation

If communication with the client went well in the first two stages, the buyer was able to figure out what direction to take next. It is necessary to offer the potential buyer several models of the selected product at once and describe their benefits. You should not persuade a person to buy a more expensive model. There is a risk that a potential buyer will completely abandon the idea of ​​buying a product here and now.

What should be the sales technique of a clothing sales consultant? The specialist found out why the buyer came to the store. Next, you should ask clarifying questions and offer the potential buyer several suitable options. At the same time, it is worth assessing the physical parameters of a person, in no case discussing them out loud. So, you should not offer a woman with impressive figures a tight-fitting minidress.

Communicating in the client's language is another important step. A person should feel comfortable in a store. If the consultant uses professional slang and calls the product in words unknown to the buyer, then it will most likely not be possible to increase sales. The consultant will be able to show his competence in a completely different way - by offering the potential buyer product options that really suit him.

Stage four - questions and objections

Any objections or questions from a potential buyer are a good sign. Such moments should not frighten the seller. After all, they are the ones who show that the client is really interested in purchasing the product. Any questions are steps that lead to a successful completion of the transaction. The seller’s task is to correctly answer any objections and persuade the client to buy.

Consultants who have learned to work with objections can consider themselves true masters. After all, for this it is necessary not only to have complete information about the product that is being presented, but also to have the skills of a psychologist. It is important to understand the essence of the buyer's objection in order to find an appropriate answer or offer an alternative product.

"Too expensive!" - this is the objection sellers hear most often. Discussion of cost is a separate moment of successful sales. The consultant must be able to justify the price of a specific model. What should be the sales technique of a telephone sales consultant? The specialist should explain that a particular model is more expensive because it was made in England and not in China. Durable materials were used in its manufacture. The buyer must understand that by purchasing a cheaper model, he receives only a temporary benefit.

What if a potential buyer agrees with all the arguments of the store specialist, but simply does not have the full amount to purchase the product now? The sales technique of a sales consultant involves promoting not only the store’s products, but also its partners. Thus, almost any retail outlet cooperates with banks that can issue a loan for a particular product. This information should definitely be provided to a potential buyer.

Stage five - closing the deal

The final stage of sales is the most difficult. The client still doubts whether he should make a purchase, and the seller is afraid of being refused. Now it is important not to retreat back. In most cases, buyers are waiting to be nudged into action. They already held the product in their hands, and parting with it may be quite difficult. At this stage, you can remind the indecisive buyer that, according to the legislation of the Russian Federation, the goods can be returned to the store within 14 days. This argument usually goes in favor of the sale. Although in reality no more than 5% of purchases are returned.

You should push a doubting client into action unobtrusively. In this case, the likelihood that a person will want to return to a specific retail outlet increases. It is recommended to further encourage the client - offer him a discount on the next product or issue a discount card.

The success of a consultant directly depends on the chosen sales technique. The 5 steps described above are fundamental. But it’s also worth knowing about the mistakes that most novice sellers make. If you manage to avoid them, your income will increase significantly.

The first mistake is failure to listen.

A seller who knows everything about the product he is offering and talks about it in silence will not be able to become successful. To really interest the buyer, you need to let him speak. The client must tell why exactly he came, what he would like to see in the proposed model. Under no circumstances should the impression be created that the seller is imposing something on a potential buyer. A consultant is an assistant who guides the client to the right choice.

While listening to the interlocutor, the seller must understand when and how to ask clarifying questions. If a potential client loses interest in communication, you should definitely notice this. The first 10-15 seconds of contact between the seller and the buyer who comes to the store are the most important. You can easily win over your client if you take notes during the meeting and conversation with him. Such a moment necessarily involves the sales technique of a furniture sales consultant. When ordering this or that model, the buyer must be sure that he was understood correctly and in the end he will really get the kind of sofa (bed, cabinet, wardrobe) that he wants.

Another important rule: if the conversation reaches a dead end, it should be stopped. Aggressiveness and intrusiveness are traits that do not suit a salesperson. If a customer receives negative emotions from communication, he will never want to return to the store again.

Mistake two - ignoring the buyer's point of view

Each seller must carefully study the selected sales technique, the 5 stages of which are described above. Correct presentation of a particular model is a necessity. However, it is worth remembering that the buyer comes to the store based on his own benefit. He does not always care whether a particular product is the most in demand on the market (this is what most sellers report during the presentation).

It's definitely worth exploring the buyer's point of view. Did a person come to the store to buy cheap shoes? There is no need to dissuade him and inform him that economical models do not last long. The client himself knows what is more profitable for him. The sales technique of a shoe sales consultant should include the presentation of models from different price categories.

Mistake Three: Convincing rather than Explaining

Novice salespeople are confident that they can increase profits if they corner the buyer, describe all the benefits of a particular product, and get the buyer to buy. It is possible that on the way of such consultants there will be weak-willed clients who will nevertheless complete the transaction. But even such customers will not want to return to the store again.

In no case should the seller aggressively convince the client that a particular product is the most profitable for him. All you need to do is argue for the actual benefits for the buyer. The sales technique of a sales consultant should include polite communication and clarification of the client’s wishes. If a person does not make contact, you cannot impose yourself. Only if the buyer is truly interested in the product and asks questions, should you honestly explain to him why it is worth making a purchase.

Mistake four: underestimating the buyer's mental abilities

When a sales consultant comes to a clothing store for the first time, he does not know how to behave with potential clients. All the people who visit the store seem exactly the same. At the same time, many inexperienced sellers may underestimate the client's capabilities. A consultant who talks about the benefits of purchasing a particular dress to a stylist looks quite funny. A successful salesperson must be able to evaluate buyers almost at first sight. This will avoid a funny situation.

Overestimating the mental capabilities of a potential buyer is another serious mistake. When a consultant begins to use professional words that not everyone understands, a person feels his own incompetence in this matter. It’s good if the client is not embarrassed, wants to ask again and still makes contact. Many buyers decide to end the conversation if the information provided is not clear to them.

Active offer of additional services

How else can you interest a potential buyer? It is worth actively promoting additional products and services. The possibility of obtaining a particular product on credit has already been discussed earlier. Additionally, you can offer the buyer to insure the purchase. This service is especially relevant in mobile phone stores. Perhaps the client will agree to purchase a more expensive smartphone if he is told that he can insure it against falls or theft.

What products can be additionally offered in clothing stores? You can greatly increase your sales with the help of various accessories. If a buyer comes for trousers, you can offer him a belt or socks. Scarves and tights are also selling well. You will be able to get more income if preparations for sales have been carried out correctly. Related products should be placed side by side on shelves. Clothing stores also offer additional services well, such as discounts on dry cleaning, tailoring, and the possibility of delivering goods.

Client base

Those who decide to devote their lives to sales should start their own customer base. All you need to do is save the buyer’s data when making a transaction. In the future, using the specified number or email, you can notify the client about the arrival of a new product or discounts on old products. Such tactics must necessarily include the sales technique of a sales consultant for household appliances. A person who bought a refrigerator will sooner or later need a microwave oven or a multicooker. In addition, any equipment breaks down over time. In addition, the client can tell his family and friends about the possible benefits. In this case, sales will grow exponentially.

Direct contact with the client through a phone call will be even more effective. During the conversation, you can interest the potential buyer in new promotions and advantageous offers. In this case, it is also important not to impose. From the first seconds of communication, a professional sales consultant must understand whether the conversation is interesting to the client.

Anyone can become a successful salesperson. The main thing is not to despair and try to correct the mistakes you have made. It is also important to choose the right field of activity. Thus, a woman who is not well versed in automotive technology will most likely not be able to achieve much success in an auto parts store. Also, a male sales assistant is not the best option for a women's underwear salon.

Every seller dreams that the wallpaper in his store has become a bestseller. This is especially true for the new range. How to properly demonstrate a new product, how to present it to customers and tell about its advantages - these are questions the store owner has to solve regularly.

Recently, REGIONPROEKT began offering its customers interesting collections from the Turkish factory Yasham. In this material, we want to tell you more about the prerequisites for their creation, concept and advantages, using an example to show how to sell new wallpaper to a buyer.

Trends in fashion and design

First of all, let's start with design, and turn to world catwalks and advice from fashion designers. It is not for nothing that couturiers are considered fashion trend setters, because their ideas extend to other areas, in particular interior design.

Today the world is dominated fusion style. It is characterized by combinations of things not only from different directions, but also with different colors, textures and patterns. Just a couple of years ago, style connoisseurs would have booed you for combining pink and red, but now designers give complete freedom of action. There are no more boundaries, and everyone is free to express their preferences in any way. Bold looks combining trendy jeans and granny ruffles are welcome.

What about interior fashion? Home decor has changed a lot over the past decades. If you remember the distant 80s and early 90s, then Soviet apartments demonstrated a complete lack of imagination. All the interiors were like two peas in a pod: a floral pattern on the wallpaper, chosen once and for all, calm shades, artificial flowers as decoration, sets of armchairs and a sofa, and, of course, bulky sideboards in the living room.

The 21st century and the passage of time have brought new trends. IN 2010s It became fashionable to zone space, which was especially important for small apartments, in which a good half of the country’s population lived. And this is where combining wallpaper comes to the rescue. The combination of a bright patterned motif and plain background canvases served to divide the room into functional zones. The color palette was carefully selected and followed in furniture, accessories and wall shades. Elements that create a cozy and warm atmosphere have become popular: soft pillows, blankets, small floor mats.

Concerning current year and forecasts for the next couple of years, then the designers rushed to other ideas. Like fashion designers who design clothes, specialists who create the appearance of our homes sing in unison with the fusion style. The interior is a mixture of styles and finishing materials: modern and romantic, textured stone and cold metal - eclecticism is visible everywhere.

Clear and simple geometries and patterns, like reflections in a kaleidoscope, are mixed with natural forms. Unusual furnishings and graphic elements are at the peak of popularity, and extravagant accents are increasingly attracting attention. However, the principle of harmony still remains in the foreground: you have the right to combine any objects and textures, but do not forget about aesthetics.

How to help the buyer make a choice

Let's use Yasham as an example to figure out how to sell wallpaper that has just appeared in the store's assortment.

First of all, we will show how interior trends influence the release of this or that canvas design.

Turkish wallpapers have several significant advantages that set them apart from the rest. These benefits can be voiced during the sale, explaining to buyers why Turkey is worth their attention.

The designers of the Yasham factory were the first to notice the popularity of the fusion style. The concept of the factory's trademarks is the same principle of combining the incongruous, and it is successfully embodied in each collection.

The Seela and Parrot brand catalogs offer a wide selection of wallpapers created in a variety of directions: classic, modern, loft, and romantic. At the same time, the designs are arranged in several options: choose a motif and several backgrounds for it in the same color scheme, or select designs in different shades and textures. In any case, the combinations will look stylish and harmonious.

Important parameters for buyer choice are quality and price. As a rule, wallpaper has been selected for more than one year, so the consumer wants to get a durable product, but is in no hurry to overpay.

Yasham places great emphasis on the quality of its products. It is not inferior to the level of Italian wallpaper, but at the same time the prices are quite affordable. The production team was recruited in Germany and Italy. Raw materials for wallpaper production are supplied from Europe, and in the future will be produced in-house.

To maintain an adequate cost of the collections produced, the factory’s specialists work correctly with production facilities. For each drawing, a manufacturing method is selected that will be most effective. Thus, the rich pattern of Parrot wallpaper is made on dense material using embossing. And the loft design of the Modern Touch collection uses simpler technologies and equipment, which does not increase the final price of the canvases.

When the choice of goods in stores is not diverse, the consumer strives to find something unusual and exclusive.

Yasham wallpaper is not a mass product like Erismann or Palette. In the catalogs of Turkish collections, buyers will be able to choose interesting designs for unusual interior solutions. In addition, such an assortment is also profitable for the entrepreneur himself, as it allows him to take more advantageous positions and differentiate himself from competitors.

If you have any questions or need help from our managers, REGIONPROEKT is always in touch

Buyers today have begun to trust virtual stores more, no longer fearing that they will be deceived after payment. And how can you cheat if almost all stores have switched to post-payment for goods? Unfortunately, things are not so good with “showcases,” especially when it comes to wallpaper.

Typical mistakes of sellers include photographs of goods taken in the wrong light; lack of descriptions for selected products; primitive search tools, often implemented in the form of an elementary scroll.

Different from others, the online wallpaper store Kardelen from Krasnodar offers to solve the issue of choice in a more convenient way, based on statistics of visits and purchases, and buyer behavior. Thus, offering branded collections from Italy, Belgium, Germany, the USA and others, the store has implemented a convenient search filter based on the following criteria:

• Purpose
• Roll sizes
• Material
• Design
• Color range
• Manufacturer country
• Collection name
• Brand

With such a flexible search, it is no longer a problem when you need to look through thousands of wallpaper samples: manage the search results yourself, choosing your own style! Not every metropolitan store can boast of such customer care, but Krasnodar, where the Kardelen online wallpaper store is physically located, stands out from others.

The merit of the store management is that they represent almost all brands, and there is no point in looking for them in other places. Moreover, tempting discounts right from the first purchase, promotions and bonuses help stop the search for wallpaper. Of course, each wallpaper sample is presented separately, as a background for furniture, so you can simply follow the voice of your soul and heart. And for those who follow the trend, the store offers a separate list of wallpapers that are purchased most often. With the types of payments and the delivery of goods throughout Russia, everything is also fine, so such a store can be considered ideal from the point of view of sales and offers!