Продавец, работающий в сфере одежды и обуви, должен уметь “читать” модель с точки зрения модных тенденций, которые в них представлены.
Покупателям будет интересно узнать, что они купили не просто кофточку или платье, а интересную новинку, отвечающую всем требованиям современной моды. Согласитесь, что купить «красивую блузку с гипюром кремового цвета» и «купить красивую блузку с гипюром, представленным во всех модных коллекциях последнего сезона, причем ультрамодного молочного цвета – ecru» – это не одно и то же.
Люди по своей природе очень любопытны. И если продавец сможет сообщить им много интересной информации о той модели, которую они приобретают, они будут ему только благодарны.
На фото вы видите платье. Сможете навскидку перечислить все модные тренды сезона весна/лето 2016, которые нашли в нем свое отражение?
Давайте попробуем вместе…
Итак, это платье модное потому, что в нем мы видим актуальные в этом сезоне:
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– Комбинированный крой;
– Воланы.
Возьмем другой наряд…
А какие модные тенденции отражены в нем?
Подскажем:
– Платье-ночнушка.
– Оголенные плечи.
– Плиссе (т.е. мелкие параллельные складки на материи).
Согласитесь, что, узнав эту информацию, вы смотрите на эти 2 платья абсолютно по-другому.
Не так ли?
Нам они стали намного интереснее!
Примечание. Обратите внимание, что каждый раз, когда я давала возможно непонятный клиенту термин, я раскрывала его значение. Это обязательный аспект грамотного “чтения” модели. Иначе покупатель услышит набор непонятных звуков, которые вместо того, чтобы расположить вас к нему, сыграют противоположную роль – “закроют” покупателя, которые потеряется под лавиной непонятных модных терминов.
А что мы можем сказать об этой обуви?
Здесь мы видем модные в этом сезоне:
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– Шпильку
– Шнуровку
– Ремешки.
А эти босоножки актуальны своим:
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– Актуальным в этом сезоне коралловым цветом
– Широким каблуком
Интересно?
Не сомневайтесь, что эта информация будет интересна и вашим покупателям.
Делиться информацией о модных трендах нужно не только потому, что это интересно покупателю.
Есть и другие причины, почему это надо делать:
Во-первых, мы завоевываем доверие покупателя. Ценность нас как консультанта значительно возрастает. Покупатель понимает, что мы можем ему сообщить такую информацию, которую он не знал.
Во-вторых, важно иметь ввиду, что информацией о модных трендах, которую Вы сообщили своему покупателю, он обязательно поделится в разговорах со своими друзьями, коллегами, родными. Причем начинать будут со слов «знаешь, я купил такую модную вещицу…» или «а та знаешь, в этом сезоне в моде…». То есть мы даем покупателю темы для его будущих разговоров и бесед. Делаем его чуточку «осведомленнее» его собеседников, что ему обязательно понравится.
В-третьих, знание, что ты идешь в ногу со временем, придает уверенности самому обладателю трендовой вещи. У меня на памяти случай, когда женщина на одном мероприятии, узнав, что я работаю в сфере одежды, спросила, могу ли я сказать, почему она модно выглядит. На ней было интересное платье с модной баской, актуального в том сезоне изумрудного цвета и из модного атласа. Вы даже не представляете, как изменилась походка и поведение женщины, когда она узнала, что трижды модная в этот вечер.
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