Guests Purchase 6 Psychological Stages

It is necessary to understand the psychological process of buying our clothing when we want to develop a set of standard processes and skills to receive guests and provide quality service.

We provide targeted services at different stages.

1. Observe and browse

Two kinds of guests:

Target guest

Enter the shop quickly, go straight to the theme, and get the clothes you like straight away.

It is not very clear that there is the purpose of buying a commodity, but the clothes and colors that are specifically selected.

Idle guests

If there is no definite purchase purpose, clothes that are interested will be purchased.

Stroll for the purpose, kill time, stroll shopping mall to appreciate all kinds of clothes.

2. Cause attention

Guests find the clothes they are looking for, or the style and color of a garment attract guests.

Lenovo's feeling of wearing this dress will soon generate excitement.

"If I wear this skirt to the company tomorrow, my colleagues will be very compliment to me. It's great. I must try!"

Deciding whether she will take further action.

When our guests are interested in some of our clothes, we show her, touch and so on are the best ways to make her think better and more.

4, generate desire.

After good associations, there is a desire to possess.

On the contrary, it is also frequent.

We can successfully encourage her to try it on, which is the best way to arouse her desire for possession.

The desire for possession does not mean immediate purchase.

Guests will use experience, knowledge and so on to compare the clothes of different brands, and think and analyze their needs and styles, colors, quality and prices.

Thinking and analysis are not necessarily rational but also irrational.

At this stage, our clothing sales skills are to deal with the opposition and doubts about the clothes that she says.

After the contrast evaluation, the guests have confidence in our clothing, and then we will buy the action.

It will lose confidence and give up the desire to buy.

There are three reasons for the confidence of guests:

A, I believe in the introduction of shopping guide.

B, believe in the mall or brand.

C, believe in the style and color of the clothes themselves.

Reasons for losing confidence:

A, not what she really wants.

B, shopping guide do not know goods knowledge

C, there is no guarantee for quality and after sale.

D, conflict with purchase plan

When our customers lose confidence in a garment, our clothing sales skills require that customers should not be forced to guide customers, and immediately pfer them to other clothes that the guests are interested in, and strive to retain them and continue to recommend them.

The clothing sales techniques introduced above are only a small part of the Chinese apparel management network. Actually, there are still more clothing sales skills to be found and summarized in this business.