You will need
- – women’s shoes;
- – women’s accessories;
- – consultant;
- – instructions for the sale of goods.
Spread women’s shoes into groups. Collect separately beach, weekend, walking models. Within each group, also perform sorting: separately arrange sandals, separately – shale, etc. Thus, it will be easier for customers to navigate the store when choosing the necessary goods.
Make small price tags if it doesn’t contradict merchandising rules — place them on the sole or inside women’s shoes. In this case, to see all the information about the model, as well as to get acquainted with the price for it, the potential buyer will be forced to take a sample. Tactile contact is very important when selling women’s shoes, because it is believed that psychologically a person considers his own what he takes in his hands.
Teach the staff to ask open questions to talk the buyer and find out her needs. Also it will help save the consultant’s time if he can distinguish between buyer and person – “I only look”. Finding out needs is a very important part of the job when selling women’s shoes. According to the information received, offer suitable models, which will reduce the time of the buyer for a useless inspection of numerous shoes.
Mention the availability of accessories exactly to “this model”. In most cases, girls and women strive to wear the same color shoes and bags. The latter can be presented in your store in a variety of sizes. Take into account these needs and when merchandising the store, because compliance with such tricks helps to sell women’s shoes.
When “advertising” the model, use the classic laudatory “sandwich”. First, specify the pros of the selected product. Don’t seek to intercept it, three or four compliments and differences from other models are enough. Next – name the price for this pair of shoes. This point is very important to talk out, because the buyer will receive the information already seen in a verbalized quality, and will get used to it faster. The final point is to argue the numbers on the price tag, explain what gives the person the purchase of the selected model. Before selling women’s shoes with the help of a “sandwich”, be sure to practice in such a delivery of goods at the sales training.