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wallezhang · 3 years

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How to improve the sales ability of shop assistants (1)

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"

01. "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."

02. 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.

03. 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.

04. 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.

If you are looking for wholesale lashes , wholesale magnetic lashes or other kind of lashes, please contact with us.

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wallezhang · 3 years

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How to make the young lash artists in your lashes store more responsible?

It may be widely believed that young people nowadays lack initiative and responsibility, but it is their lack of social experience and work experience and in the process of communicating with her, it is more because we lack patience and carefulness. As a factory of wholesale lash products, we have some experience to communicate with young work mate.

Let's start with an example:

When the store manager saw Linda's list of customers on Friday morning, he almost blew her top.

Shopkeeper: Why did you only collect the total number of customers for one week? When I got off work yesterday, I told you I would collect the total number for a month.

Linda: I heard it was a week

Shopkeeper: I clearly said a month, I clearly remember you said "I know", but now it became me not clear. Well, even if I didn't make it clear, if you're not clear about the requirements, should you ask me?

Linda said she was speechless and went to sort out the customer summary.

Linda's problem: She didn't realize that she had a problem with her work attitude and didn't make any effort to correct it. In fact, what she should do is to accumulate work experience, improve his skills and related work ability.

The store manager's problem: Is the work arrangement clear enough and does the eyelash technician understand the specific requirements? Are you patient enough to communicate? Is the explanation not clear enough to lead to the lash artists can use the excuse?

So, how to make a post-00s lash artist more responsible?

01. Keep the lash artists busy

Whether the store manager's work arrangement for all the lash artists is reasonable determines whether a lash artist is busy or idle.

If only a few customers are received by appointment every day, or temporary customers are arranged according to the gap, the working time of the lash artist seems to be very busy in the overall time period. However, in fact, if there are many gaps, the lash artists will have more leisure.

In addition, this sudden "leisure" will make the lash artist do not know what to do. Because she has been used to being arranged by the store manager, no one arranged work, will feel very "idle", this idle time will be wasted. Therefore, to keep lash artist busy, especially those born after 2000 or who have just entered the eyelash industry, they need to arrange their "free time" in advance, and then conduct assessment at weekly meetings. (They don't know how to arrange themselves, so they need to be managed and arranged by the store manager)

For example, when two eyelash artists are idle at the same time, they ask each other to practice the service process and sales skills.

When one lash artist is free, she is required to tidy up the ciliary bed, articles and clean up the local hygiene.

The new lash artist needs to be familiar with the shop process, sales techniques, reception etiquette and so on.

02. When communicating tasks, clarify job requirements

For example, in the case of the store manager, as a store manager, she should not blindly blame the lash artist for not listening and acting carefully. Then, when confronted with similar things in the future, Linda may still talk back and do not work diligently.

So, the problem comes, how to prevent and deal with the problem of the lash artists do not work hard?

1) When communicating tasks, make clear the goal, standard, time, responsible person, and reward and punishment measures.

2) When assigning specific tasks, do not leave loopholes for the lash artist, nor give them an excuse for not working diligently.

Specific description can use numbers or accurate description, such as tomorrow before 5 PM, complete 3 return visits, ensure the accuracy rate of 90%, etc.

3) For the lash artist who does not work diligently, she can be asked to dictate and repeat the task just given after the assignment. This will make sure she remembers what she needs to do and doesn't make excuses or arguments.

03. Trust lash artists unconditionally

Trust the lash artist unconditionally, because they are also positive and willing.

It depends on how the store manager can motivate them. If you trust them unconditionally, they will trust you, because trust is mutual. With this trust premise, it is necessary to recognize the idea of the lash artist first when communicating with tasks or dealing with things. Then, it is important to let them know that their position in the store is very important. For example, although you have just arrived in the store not long ago, you are the store's reception person. Or, you've only been here for three months, but you've already got a lot of good reviews from your customers and are already a mature lash artist.

Many young lash artists seem to be very proud, but as long as they grasp their psychological characteristics, follow her mind to communicate and assign tasks, give them a step down at the appropriate time, give them a face, then it is possible that the next time she will make you surprised by her growth.

It is not difficult to communicate with young lash artists born after 2000. The difficulty lies in the mentality adjustment of communication, the good attitude adjustment, the understanding of the personality characteristics of each lash artist, and the improvement of store management according to the methods mentioned in the article. I believe that the team management will get better and better.

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