В розничных продажах очень часты случаи, когда продавцу нужно отлучиться на склад, чтобы принести товар, запрошенный клиентом. Это может быть определенный размер обуви, брюк или нераспакованный утюг или фен для волос и т.д.
Прежде чем уходить на склад продавец должен, во-первых, назвать клиенту приблизительное время своего отсутствия, чтобы клиент не стоял в неведении, как и сколько ему еще ждать консультанта, и во-вторых, для увеличения продаж магазина предложить покупателю посмотреть что-нибудь еще в магазине.
Как правило, это «что-нибудь еще» должно вытекать из того, что сказал сам покупатель во время выяснения потребностей (например, если он искал обувь и сумку, то в тот момент пока продавец уходит на склад за нужным размером обуви, покупателю можно предложить посмотреть коллекцию сумок в магазине), а может быть личная инициатива продавца, желающего увеличить сумму чека (например, продавец может предложить покупателю, подбирающему брюки, посмотреть коллекцию ремней в магазине).
При этом звучат соответствующие фразы:
– Я вернусь через 1 минуту, а вы посмотрите пока на этот стеллаж с товарами на скидке.
– Я вернусь через пару минут, а вы посмотрите пока нашу новую коллекцию утюжков для волос.
– Я вернусь минуты через 3. Вы выбирали себе пиджак, а вот тут можете посмотреть большой выбор топиков под пиджак.
По возвращению со склада продавец должен обязательно уточнить у покупателя:
– Что еще выбрали?
– Что еще вам понравилось?
– Что еще вы хотите померить?
– Что еще вам показать?
Та пара минут, пока продавец уходит на склад, могут стать важным этапом допродажи клиенту. И это время нельзя упускать!
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