Sales method of shoes

How to sell shoes 1:

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All the selling skills, including selling shoes, can be simply condensed into one sentence, that is, the key to prompting customers to reach a deal is to satisfy their desires. It doesn't matter what your product is, what matters is that customers can get some satisfaction through your product. When you communicate effectively with customers, customers should not feel what you want to sell him, but that they can get very professional help from you. This is the most important skill in selling any product. Many professional salespeople feel that the biggest, most headache and most difficult problem they face in actual sales is the price problem. So, why do sellers often encounter price problems in sales? Is money the decisive factor for buyers to buy? For this problem, the key is to correctly understand and understand two factors, one is cleanliness and the other is satisfaction. Money is not the most important factor to motivate buyers to buy, and money is not enough to motivate buyers to generate strong purchasing power. Of course, buyers will be frustrated by paying too much, but only when they think others can get discounts or lower prices than them. Buyers' attitude towards price is obviously similar to their attitude towards cleanliness. People usually wash their hands only when they are dirty or habitual. What motivates people to wash their hands is only the desire to keep clean or habits, which is the same for price and purchase, so the price factor is also called the cleaning factor in psychology.

If money is not the main motivation of buyers, what is it? Psychology has confirmed through a large number of studies that buyers' motives for buying mostly come from their sense of accomplishment, satisfaction with their work, the challenge of the work itself, the responsibility they undertake, the possibility of personal development and the expectation of the future. This is called satisfaction factors in psychology, because they can promote satisfaction, while cleaning factors only work through the dissatisfaction they form. Therefore, it is the most important skill to emphasize the buyer's sense of value after owning the product, rather than his perception of his own product, such as cost.

Method 2 of selling shoes:

First, the classification of shoes

There are many kinds of leather shoes, and their styles, structures, materials and functions are changing with each passing day. The following is just a brief introduction to several commonly used classifications.

1. According to the object of wearing, it can be divided into men, women, children, baby shoes and old shoes.

2. According to the structure of leather shoes, they can be divided into boots, upper shoes, lower shoes, shallow shoes, shoes with holes, slippers and so on. 3. According to the wearing season, it can be divided into cotton, clip and sandal.

4. According to the heel structure, it can be divided into flat-heeled shoes, middle-heeled shoes, high-heeled shoes, wedge-heeled shoes and heel-less shoes.

5. According to the manufacturing process, it can be divided into sewing shoes, adhesive shoes, injection shoes, molded shoes, rubber injection shoes and vulcanized shoes. 7. According to the classification of sole materials, it can be divided into: natural leather, PVC sole, rubber sole, raw rubber sole and PU sole;

Second, the basic structure of leather shoes

Leather shoes can be divided into uppers, soles, heels and accessories. Upper, sole and heel are assembled from several parts. 1. Composition of leather shoes: Leather shoes consist of uppers, soles, insoles and auxiliary parts.

2. Production process: punching? Needle car? Molding? parcel

Third, the maintenance of leather shoes

1) maintenance knowledge (on-site simulation: explain to customers how to maintain leather shoes)

1. Leather shoes should not be exposed to the sun, because sunlight has a destructive effect on the epidermis fiber tissue, which accelerates the aging of leather surface and makes shoes

Surface shrinkage deformation.

2. After the shoes are soaked, they must not be exposed to the sun directly, but should be dried in the shade in a ventilated place to prevent the shoes from aging. 3. Avoid contact between corrosive substances and leather shoes, so as not to damage leather and reduce the life of leather shoes.

4. Leather shoes should be dustproof. Generally, apply shoe polish once every 3 days, brush the shoe polish evenly on the vamp with a brush, and then place it.

In a ventilated place 15 minutes or so (for example, it can be placed in the sun or in a place with high temperature in winter, but generally it is not more than 40? C) Make the shoe polish deepen, be absorbed by the leather surface, and then wipe it with a soft cloth. 5. Patent leather and embossed leather can be wiped with dry and wet cloth, and sanding leather cannot be polished with shoe polish.

6. It is best to wear two pairs of shoes in turn, which can reduce the fatigue of leather shoes against tension and buckling and prolong the wearing life of leather shoes. 7. For shoes with strong seasonality, such as boots in winter and sandals in summer, oil them in time when they are not worn for a long time.

Wipe it clean, dry it, then seal it in a plastic bag and store it in a dry place.

Four, leather common problems:

1. Residual rubber: wipe it off with a raw rubber brush.

2. The upper is marked: add the same color shoe polish (not suitable for frosted leather).

3. Upper discoloration: avoid long-term strong light exposure; Heavy shoe polish can reduce slight discoloration. 4. Scratch: Use shoe polish to reduce traces.

Five, shoe store hospitality technology

To be a qualified salesman, we should learn the attitude of hospitality, know the technical problems related to footwear, especially let customers fit their feet, so that their complaints can be handled satisfactorily. The main point of entertaining guests is to know the styles that customers need, and then find out the sizes suitable for customers as soon as possible so that customers can try them on. It is negligence to judge whether the foot fits correctly, otherwise it will hurt the foot. Don't be impatient when trying to fit in and deal with complaints, so as to satisfy customers.

Six, the types of complaints and handling methods

Reasons for complaint: (1) The responsibility lies with the factory (2) The responsibility lies with the shoe store (3) The responsibility lies with the customer.

Belong to (1), there are some reasons, such as broken vamp, overflowing sewing thread, loose heel, no gold falling, no need to repair sole, protruding iron core, rubber pollution, etc. For these reasons, the factory can be repaired to satisfy customers.

Belonging to (2), there are shoes that are not suitable for foot type or size, or shoes that are not suitable for use, or shoes that are recommended to be a smaller size or a larger size in stock. In addition, if you recommend shoes in a single-bottom car, it will not leak in rainy days, and the result will be complained. The above reasons are all the fault of the buyer in the shoe store, and the customer should be replaced with a more suitable pair of shoes.

Those belonging to (3) are more troublesome, and most of them are caused by customers' improper clothes. For example, if you don't understand shoelaces, you will tear the sewn part of leather without shoehorn, or directly apply shoe polish to the upper to cause stains.

These are common things, because it is difficult to explain them clearly to customers, so you should accept them first and then find the boss to solve them. In fact, ordinary customers lack common sense about the protection of shoes. When buying shoes, the clerk should explain clearly to reduce future complaints.

Treatment method: (field simulation: solving the problem of shoe glue opening)

1)

When a guest complains, the clerk should say sorry first. Because the customer is not satisfied with the shoes, it must be full of unhappiness when he gets them at the shoe store. Apologizing can make the atmosphere much easier.

2) Never speak before the customer has finished speaking. No matter what the customer says is reasonable or not, interrupting in the middle will make the customer angry, increase the difficulty of solving it, and also interfere with other customers in the store. Therefore, the clerk should remain calm and patient, and try to find out the reason carefully in a polite tone after all the customers have finished speaking.

3) Take away the shoes with problems first, and don't solve them on the spot. 1-2 days later, let the customers pick them up. In the meantime, they can do cooling shaping, and at the same time handle complaints well, so that customers can fully understand the reasons for dissatisfaction and accept the solution happily. Especially inexperienced shop assistants, should not be impatient. It's best to ask the superior before solving it, no matter whether the customer asks for maintenance or complains. Let customers realize the sincerity of the shoe store. Handling complaints must make customers fully understand the reasons for dissatisfaction and accept the solution happily. Inexperienced shop assistants, especially impatient shop assistants, had better ask their superiors before solving them. No matter whether the customer asks for maintenance or comes to complain, the similarities between the two should be handled well, but they should not be refused on the spot.

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