The salesperson’s ability to sell is a pain, a huge and incomparable pain. Put aside the sales ability , at least they should have the sales consciousness .But there are clerks without this kind of awareness, especially the senior lash artists in the shop. Although the technology is good, the sales awareness and sales ability are very weak.
Why should we improve the sales capacity of shop assistants? There’s no need to explain… Of course, it is to increase the turnover of the store and improve the income level of the clerks themselves.
Today, Our Lash will share with you how to improve your employees’ sales skills.
How to improve the sales ability of shop assistants
The logic behind “Sorry to recommend membership cards”
- “Sorry to recommend membership card” case
There are many shopkeepers who are thin-skinned and stubborn, and who have crossed the line to run ciliary stores, so they always manage the sales of their stores from the perspective of consumers.
Many stores follow the guiding principle of “sell if you don’t sell”. So, how can achieve “not sell but sell”?
First, it is about technology and service.
The second is marketing and sales.
In the technology and service to achieve the ultimate premise, the clerk only needs a gentle help, can do “not sell”.
In such a store environment, there will also be a problem: some employees are unwilling or even embarrassed to promote sales to customers.
Lucy, a post-1995s beauty eyelash artist said, “I think it’s a trap to trap customer. Too many nail salons now run away with the card, so I feel embarrassed to ask.”
- Why was the clerk embarrassed to push the card?
After analyzing Lucy’s answer, from her point of view, the reason that feels embarrassed to recommend customers to apply for membership card is as follow:
First, let customers apply for a card, is to take advantage of customers;
Second, the beauty ciliary store pre-charge is not reliable.
- The logic behind “Sorry to Push”
From a marketing perspective, what’s the real logic behind this?
1) Lack of sales awareness and strong ambition
The basic logic of “sorry to push the card” is that the salespeople lack or even have no sense of sales and no strong intention.
The professional technology, high-end services, luxury decoration and other factors that enhance the competitiveness of the store are all for the purpose of allowing customers to consume in the store (to apply for cards).
So if you think your service is good and no need to speak out, you’re absolutely wrong.
First, you don’t say, how do customers know your service is really good;
Second, you do not frequently remind the customer how to know that they need to apply for a card;
Third, if you don’t push the card, how can you get more performance commission? How can the store have regular customers and the growth of turnover?
2) Have fear of difficulties, self-imposed limits
This is the second logic of “sorry to push the card”, said that some of the popular is that the shop assistants see the world is small, narrow vision, involved in communication and sales in this aspect has obvious fear of difficulties, and carry out self-imposed limits.
Because they will keep giving themselves hints, such as: I am introverted, I will not say, I will not express, I do not understand push card, I am embarrassed to push card, I seem to be in harm, I seem to be sorry to customers……
They are so restricted to their own to draw their own circle, never come out.
3) Do not know how to put oneself in others’ shoes and make subjective assumptions about customers’ ideas
After solving the first two logics, if the third logic can be deeply rooted in the heart, then the clerk will have a sales weapon, can cut through the numbness with a sharp knife.
Should think like this: first, you do not push card, customers may also feel that your store is not confident, or wondering if there is a problem;
Second, you do not push card, customers may feel that your store has no discount;
Third, you don’t push the card, do you let the customer take the initiative to say: “Hey Jessy, I will charge a $500 card today”?
Fourth, you do not push card, do not praise the customer, she will not have a reason to spend money;
In a word, you don’t push the card, is equivalent to not giving customers a beautiful step down.
- Unlock the “Sorry Push Card” skill
First of all, the most important thing is to explain the above three logics to the shop assistant first, everything must understand why.
Secondly, the store can use the card as a reward mechanism. A successful card can be counted as a thumb up, and finally the store will reward the clerk according to the number of thumb ups.
Concrete the sales volume directly into thumb up, the sales of member card changes into an actual recognition.
Finally, in the agreement signed with customers to do card must be marked back card scheme, and if the store closed down the principle of compensation, so as to protect the interests of both sides, but also let employees push member card more confident.
After a few more words, I think it is actually a sad story for our entire industry that customers say that the beauty ciliary stores will run away with money after they apply for the card.
If the lash artist also thinks that the customer will not know which day to close the shop and run away after completing the card, I think it is also the owner’s sorrow.
Therefore, no matter as an individual or a company owner, it is necessary to establish a brand culture or an annual plan to give the employees a vision and confidence no matter the business is good or bad.
After reading it, will you still feel embarrassed to push the card? If you still feel embarrassed, bookmark it and watch it again tomorrow.
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