1, systematic, comprehensive is not strong
2, planning, purposeful is not strong
3, inspectors on the surface, formality, in-depth details of the inspector is less, to find out what really exists, there is no natural solution, the effect of the travel inspector is low
4, some of the supervisors of sales management Poor ability, they can not see the problem, but also can not talk about going to the inspector
5, with the post counseling is very little, some areas are basically no post counseling, the store manager does not get counseling, slow promotion, slow training of talent ?
6, the ability to skillfully control the store's science is weak.
What is the correct posture of the store tour?
A, look
1, into the store before looking
A, store from the outside, look at the window (whether there is uniqueness, whether it is able to show the brand temperament, whether attractive), the overall appearance (whether neat, imposing), store outside the direction of the flow of people (the welcome to stand in the direction of the main flow of people to the opposite side, according to the early morning, midday and late afternoon people to adjust the welcome to the direction of the day) The first step is to make sure that you have the right attitude and the right attitude for your business, and that you have the right attitude for your business.
B, department stores to browse the entire floor to see the flow of people (and store feedback relative to each other, to see the status of the main customer layer, targeted measures to improve performance for reference), the flow of people towards (see the welcome, against the display), the counter personnel vitality situation (from the store personnel status to understand the sales situation of the store, to see the sales of the elite reserve talent, for their stores to contrast), the counter display status (from the display status), the counter display status (to understand the importance of the brand in the company's display status). Understand the brand in the company's emphasis on the situation, to understand the sales situation, to view the sales elite reserves, as their own store against), the store welcome (whether the spirit of passion, whether in the work state, welcome the affinity), the store staff situation (whether in the work state, whether passion, whether the station is reasonable), window (whether unique, whether to show the brand's temperament, whether the The overall appearance (whether neat, have momentum)
Key tips: new customer reception: bowing way: welcome 30 degrees ? The first time I saw this, it was a very good idea to get the best out of it. Send customers 45 degrees.
2, into the store to see
1, look at the people: personnel attire (neat, capable, including shoes), grooming (uniform light dress, focusing on checking the hairstyle, hair color, lip gloss, whether the uniform blush, eye shadow, all kinds of color is extremely similar to each other, the same), posture (whether the standard posture), standing (whether it is conducive to the customer into the store, whether it is conducive to enter the store customers browse through the overall store), pro and congenial. The overall store), affinity (smile), welcome language (whether cordial, to avoid homogenization of the surrounding brands, such as hello, good morning, good evening, welcome to **, etc.)
Key Tips: New Customer Reception: Grooming: Standing posture: head to be correct, neck to be straight, shoulders flat, shoulders for the backward lead, the chest naturally out of the natural droop of the two arms, close the abdomen, buttocks clamped, the two knees clamped, the two horns Heel close together and aligned, the two toes slightly open thirty degrees, the two heads lying in front of the abdomen ? Grooming: gestures: when introducing products, fingers should be naturally together, palms tilted to the top of the incline, pointing to the target with the elbow joint as the axis, forbidding to use a finger to point to the direction, waving the hand to answer or making small movements with the hand? Grooming: walking: fast pace, head up and chest out, arms swinging naturally, eyes looking straight ahead, smile, full of energy, confident and upward demeanor, it is strictly prohibited to look right and left, looking around, staring at customers up and down
? New customer reception: affinity: the use of the smile: to create a harmonious communication environment and atmosphere, so that people feel friendly, joy and comfort, to resolve hostility, the establishment of good interpersonal relations
. When smiling show eight teeth, share optimistic thoughts with others, smile with your whole face, stretch your eyebrows out, use your sense of humor, laugh out loud when necessary, I like you, look in the mirror often.
Speech etiquette, enthusiastic attitude, enthusiasm and vitality, speak in a way 4 times more than the content of the speech, explain the order of strengths and weaknesses, the lack of the first, the strengths of the second, do not use the negative, but use the affirmative, avoid the use of commanding style, but use the requesting style, speak humbly, to ask questions to show respect, volume, to avoid the nasal tone, verbiage, expression of whether it is accurate and understandable.
2, look at the display: store models (with the clothes is reasonable, whether the model gesture is natural, whether the health is clean), point hanging (whether the ironing is good, whether the main push models, whether the display is dynamic and lively attractive), the layout (the main push color, whether the series is displayed in the gold area, the overall layout of the overall sense, whether the style is very distinctive, whether it is conducive to the customer interested in browsing through the entire store) The side-hanging pole (before and after whether sets of combinations placed or do surface form, in order to display and display, side-hanging pole clothes placed whether neat), display cabinets display (whether neat), POP and other image products, clothing products display (whether with the product remote should be key for each other to see)
Key tips: whether to adjust the display according to the forecast of the weather, according to the days of the week section and the daily time period for different types of customers to store display Different types of customers to adjust the store display, how to do the new promotion (modeling out of the sample display).
Second, do
Do customers
By doing customers: to understand the shopper's basic knowledge is solid (models, sizes, store best-selling models, fabric knowledge, product selling point knowledge, etc.); to understand the shopper's ability to collocation (according to the customer information you provide, so that shoppers for you to select clothes); to understand the shopper's ability to communicate, sales skills (FAB skills, persuade customers skills, etc.); to understand the shopper's ability to communicate, sales skills (FAB skills, persuade customer skills, etc.); understanding of the guide to the professional template mastery (raise questions, such as too expensive, too common, is the old style, etc.); understanding of the guide's service attitude (especially in the case of the two sides do not know, through the requirements of the guide to see the mentality of the table of the buyer)
Key tips: a lot of templates can be implemented in a weekly basis, each week focusing on the implementation of a module, be sure to apply to prevent the form of, and the implementation of a template is a very good idea, but also a very good idea. Remember, the implementation of the template need to personally take the lead to push the store manager, be sure not to print it, split recite the form, remember, the supervisor to repeatedly check, urge.
Key tips: techniques for dealing with objections (turning objections into buying points).
Third, check
1, check VIP: VIP customer sales accounted for the proportion of total sales (to see the quality of the store VIP development), the number of VIP (check the implementation, awareness), VIP customer basic information is perfect (check the degree of conscientiousness), the degree of mastery of VIP customer information (basically frequented by VIP customers, the basic information of the gold VIP customers, the situation. Guide can be off the top of their heads and very familiar with them - the customer's age (about the psychological age), wearing size, preferred style, color, shopping habits (like to try, like to be served or self-mastery, very taste, do not need to be overly introduced), spending power, work units and positions (can be developed for group purchases), family status, address, alone or in a group)
2, check the data: the store's top 30 main sales styles are which (has been the most recent weekly sales as the unit of analysis, weekly analysis), mainly which guide in the sale (especially 11 to 30 styles), whether all the shoppers have shared the main sale of the style of the guide's experience (the selling point of the section, FAB and if the smooth promotion); the store's main series of what is the sale (see whether it is displayed in the prime area); inventory; check the gold area); inventory; check the small ticket (combination of sales, unit price status)
Key note: check the data is the form, the purpose is to find ways to improve the store sales performance
3, check the minutes of the handover meeting/morning meeting records: the purpose of the meeting: a clear sales target for the day, to encourage morale, a clear day of the main promotional models, the main set of promotions, a clear amount of compensation for the difference, recognition of the advanced, the sales of Exercise (new products, the company's main products, etc.), guide the display, the announcement of the company's system, a short training, check the appearance of the instrument, share sales experience, etc., depending on the situation, pick the key.
Key note: store meeting is a very important part of store management, must be seriously and carefully open, not as a form, the region must be conditioning him into a template and grams can not be slowed down the implementation of down, open the meeting is not good shopkeeper is not even a shopkeeper who understands the management of the shopkeeper, can not train the people of the shopkeeper.
4, check the store personnel status and implementation to see the store manager's ability to manage people: whether all cell phones are closed, the store manager's directives are issued immediately after the active implementation.
Key tip: how to control the store buyers to strengthen the implementation of the store: on the one hand, the store manager should lead by example, Enwei and make use of scientific management methods, on-site coaching buyers to cultivate buyers, and buyers if you are away from the other hand, the superior leadership to delegate buyers the right of appointment and dismissal, great respect for the store manager (from the beginning of the name), and the store manager to follow the post to counseling to enhance the overall quality of the store manager.
5, check the state of health to understand the management of the store: warehouse clothes placement (whether neat, easy to take, nearly a week, whether the main products are placed in the outer mouth easy to take place), fitting room (whether the air is fresh - air freshening gas or perfume, fitting shoes in a hurry - to often take care of, mirrors and other products. -To often take care of, the mirror and countertop is spotless, the ground is no hair so as not to affect the mood of trying on clothes, fitting room lighting is bright so as not to affect the mood of the customer), the cashier (whether neat and clean - the feeling of a big brand, private objects are cleaned up - to avoid affecting the staff's concentration level), the cashier (to avoid affecting the staff's concentration level). -to avoid affecting the degree of concentration of the staff work, whether the drawer work supplies are neatly arranged - to facilitate the use of work), display cabinets (especially the lowest level of health, to see the degree of dedication of a store personnel), lamps and lanterns of health (cozy shopping environment).
6, check the staff of the super shopper, the company's official website browsing and learning to understand the depth of the management of the store manager: corporate profile brand profile (to understand who "they" are, who they serve, how to serve), the company's advertising, the company's achievements, achievements (popularity, reputation), products with the company's organization and other focuses Repeatedly go through the modules.
Key tips: corporate profile
Fourth, ask
1, the company's recent week of the top 30 main sales models, the main series of sales are familiar with and understand the selling points of each model and with whom to go with a better combination - do not know, can be summarized by the supervisor through the POS of the most of these products in which the main 10 stores sales, and by the store manager and these stores store manager communication, compilation of these main sales models, main sales series and let all shoppers use, focus on push, the purpose is to enhance sales performance.
2, the focus of the inventory status of the product is clear - to avoid blind marketing to lead to the loss of sales opportunities due to broken code, lack of color, especially the loss of sets of sales.
Whether each shopper to understand their own and other shoppers weekly sales gap, their own goal is how long to catch up, their own sales than others behind the amount of poor reasons are - sales skills problems? The reason behind their poor sales compared to others is - salesmanship issues, template application, basic knowledge, less VIP customers? The reason behind their poor sales compared to others is - sales technique problems? Communication skills? Or? Solve the gap, the sales of the worst sales guide to pull up to the level of sales of good guide, itself is a good way to improve sales.
Fifth, counseling
Counseling content contains all the sales process, special attention should be paid to is that, along with the post counseling is through the store personnel sales process to show the real situation of targeted counseling, so to counseling in place, means that the supervisor must be in the store squatting for more than 3 hours, on the store with low traffic, and even need to be 1 to 2 days, and another to pay attention to is the With the post counseling is mainly for the store manager's counseling, store assistants, sales clerks by the store manager to complete the counseling, if the supervisor overstepped his role to the shopper counseling, then the store manager's daily with the post counseling may disappear, store management is extremely unfavorable, the supervisor should be good at catching the store manager, if copying a good store manager, then the management of multiple stores will be very smooth, otherwise, tired of their own can only manage a few stores. - - Everything head grab, grab the head, layer by layer, grab layer by layer. More rehearsal !
Six, the declaration
? A lot of supervisors to store after the store tour chose to leave directly, the next time to store tour and will find a lot of problems found last time, so the supervisor is not understood: why the last time to speak, this time also committed. Where to go to say where is not a deterrent effect, but also not easy to supervise, inspectors, so we must meet to preach, on the one hand, in front of everyone will be the problem point out, the store personnel have a deterrent effect, and the store manager to promote the role of future supervision, on the other hand, is also conducive to the future phone call to supervise.
Seven, supervision
? Let the store manager weekly report store situation briefings, according to the briefings and the actual sales situation of the store, you can follow up on the daily management of the store, it is a good way to catch the head of the head, but also timely adjustments to the travel program, make up for the difference in time to improve the ineffective store performance.
Together, we can run our children's clothing store and live a good life together!