Summary of cosmetics sales work

Summary of cosmetics sales work

Selling cosmetics for more than six years, while learning the essence of other people's experience, he is constantly summing up experience and improving. I feel that as long as we do our best to do the work we must do every day, we will not lose business. So what is the job that must be done every day? I probably summed up the following points.

One: The overall image of the store is the "face" of the store. Let it give the customer a clean, tidy and attractive feeling every day. You don't want to miss the feeling from the front of it. The specific job is: the first thing to open the door is first Stand outside the store and take a closer look at the overall feeling and hygiene, including the door and door glass. If you look comfortable, the customer will be comfortable.

Second: The hygiene inside the store is very important. The display products and containers should never be dusty, and the floor should be clean. The specific job is to insist on doing a good job of cleaning and sanitation every day, so that customers can feel comfortable from any angle. Wipe the floor and give the customer a clean feeling.

Three: The product should be placed beautifully, which will unconsciously improve the grade of the product, and will make the customer clear at a glance. The specific job is to change the position and color of the products and the matching of the products every day.

Four: The personal image of the clerk should be decent, because the process of good image makeup is more convincing. Especially the beautiful make-up can help the sale of cosmetics. The specific work is that everyone's delicate makeup, check the appearance of the instrument.

Five: Our passionate service and professional language are very important. No one will reject your enthusiasm, even if they don't buy it today, because you are very enthusiastic and professional, I believe she will come back one day. The specific job is to smile and serve every customer, to use the most professional knowledge to explain sales and give customers a feeling of being at home.

Six: Do a good job of daily customer files, insist on running new members every day, and return to shop customers every day. The specific job is: every day new customers must carefully record the contact phone number, age skin and work industry in order to engage in large-scale activities, accurate notification, accurate re-sale. I contacted a few old customers every day and asked them to return to the store to distribute new samples for sale.

Seven: humbly listen to the opinions or suggestions of each customer, which will help us better improve the storefront. The specific work is: Every day, the customer's opinions and suggestions should be clearly classified, which is our most valuable improvement plan, and will give the customer a great impression of her feelings.

Eight: Try to sell more every day. The specific job is to sell more products to more customers, and to sell more products to each customer. This is two ways to increase sales. If you do it with care and patience, customers will feel very attentive and thoughtful.

Nine: Complete the missing products before the end of the work every night. The specific job is to count the sales system on the account one day, and the shortage of the sales area can be completed in time to facilitate the normal sales of the next day.

For the time being, I will summarize the normal work that should be done these days. I feel that there are still many shortcomings, and I am waiting for the progress of learning to progress. Doing everything with your heart, going to work, will succeed.

Summary of cosmetics sales work

1. "As long as the person is right, the world is right."

To sell this industry, we must have a positive attitude. Especially for those who face different types of customers every day, do not eat vitamin abc every day. For a long time, it is not calcium deficiency or lack of roots.

2, is "sweet mouth" - praise customers, even the most difficult to praise customers. The praise used in the sales technique is by no means a simple "flattering". There are four principles for praise:

First: the tone should be lively and lively, not like a manuscript.

Second: Be brief, vernacular, fluent and smooth, and talk about what is usually said.

Third: Be creative and praise the places that others can't praise.

Fourth: To be integrated into the company's company and family.

3, is "waist to be soft."

It is said that modesty makes people progress, mature rice ears are bent over, the more successful they are, the more modest they are, the more they must learn from others.

There are no majors in the skill. The key is to see how you use it and how to deal with the worst things with the most appropriate means.

If you subdivide the specialized marketing process, you can draw a picture like this:

No matter what type of sales, the sales process is always the same, but not all sales processes require these steps. Some people just don't want to show your products. Some people don't need you to promote them. The process is just a general martial arts routine. To defeat the enemy may require you to walk back and forth several times, but maybe only one or two strokes. It is important to completely digest the point of purchase, which is the basis of sales. Know what features your products have and what you can do to attract people – this is the so-called selling point of the product.

Cosmetic sales skills Skilled marketing and action - to be a salesman, is like a professional actor - has a skilled acting, a sales is like a "show."

Cosmetics sales skills sales staff must also have a understanding of the heart, the so-called "seeing the mountains into the mountains" is the truth. The salesperson has to be the embodiment of the marketing principle - "forget me" and "no me." Regardless of whether your customers want your product, you have to do the marketing action you should do. Rejection is something that every salesperson encounters almost every day during the growth process, but we can't do it because of the rejection.

Customer development has so-called stipulations, introductions, and strange methods. The method of reason is the familiar person.

The advantage of the method of reasoning is that because they are all familiar, they are relatively easy to access, and they are more likely to succeed, but the disadvantage is that they are more important. In a society like China, selling to acquaintances is still a relatively shameful thing, but the salesperson should be clear that our products are good for him, and they are for solving problems, not "killing." When you love your product and completely digest the point of purchase of your product, this scruples will vanish.

The introduction method is to use the influence of others, or to continue existing customers and establish a word of mouth effect. There is a famous saying in the sales industry that "there are 49 customers hidden behind each customer."

Unfamiliar law will make your market infinite - anyone is your customer. However, strange methods can only be qualitative. You will not be a good salesperson until you have been rejected. The real top sales, from this strange visit, are constantly rejected and continue to sell again!

Pre-war preparations for cosmetics shopping guide::{ Smile}

First, beauty knowledge: shopping guides must master a wealth of beauty knowledge, including skin structure, skin classification and care and skin care procedures and hair structure, hair quality classification and other beauty salon care knowledge.

Second, product knowledge: the purchaser should be familiar with the formula, composition, characteristics, specifications, price, method of use, shelf life of their products, but also to understand the characteristics of competitor products, to achieve the degree of reciting.

Third, basic sales skills: Sales skills are a key factor in the success of the guide, with a special emphasis on turning each potential customer into a prospective customer through an effective method.

Usually training sales skills are divided into five steps:

Meet customers; when customers are close, they will greet customers with a gentle smile and express sincere and kind greetings.

Understand the needs; analyze the customer's psychology, ask relevant questions, and understand customer needs.

Promote products; promote products that customers need.

Dealing; reaching sales and promoting joint sales as much as possible. As the case goes by, "the effect of using xx products will be better, many people buy this way." Most consumers will agree.

Say goodbye to customers; do good after-sales service, package products for customers who have already purchased, and treat customers who have not made purchases with the same sincere and gentle attitude.

Cosmetics shopping guide sales skills example

Cosmetic sales skills must master key steps, understanding customers, guiding customers is critical

1. Understand the needs:

Look at the eyes

b. Quantity: Actual product

c. See the type of skin

d. Carefully read the promotional materials

e. Very serious question

f. Ask the price and purchase conditions

g. Ask for promotional conditions

h. Discuss with peers

i. I feel very good.

j. Re-fold back to see our products

k. Ask the technical questions of the company's products,

l. Show a good impression on the company's products

m. Staring at the company's product thinking

2. Meet the needs Specific purchase motives are:

Realistic buying motivation - affordable;

Purchasing motives for cheap----there are specials, there are promotions;

Buying motives-----convenient and time-saving;

Seeking security motives----product safety, health protection;

Seeking beauty buying motives---packaging is beautiful;

The motivation to buy a name---brand;

Hobby buying motivation - habitual purchase

3. Trial attention mode, common characteristics, characteristics, characteristics, a. Satisfy customer needs, b. Avoid talking about the customer's skin, and introduce what kind of skin our products can achieve.

4. Further emphasize the benefits

a. use benefits

b. Preferential form: for example, the period of special price increase; use tools to assist sales increase: for example, pop dm price tag to promote trading opportunities.

c. Gifts: The limited time period should have the display characteristics of the gifts to further introduce the company's products, and then sell and analyze the value.

5. Sales promotion reaches a footstep.

7. I will bandage you

8. This is a gift that is given to you to ease the refusal to deal with it. Welcome a positive attitude, first deal with the customer's mood, and then deal with the customer's opinion.

9. Reaffirm the reasons for customer opposition

10. The question of gold----Why?' "In addition to this" The second round of promotion and promotion cycle: Get customer purchase information → Assume consent, I will help you to pay the bill.

Revelation: The water is not open, not because the weather is too cold, but the fire has not yet arrived. a. It seems that it is not easy to do it. b. The difficulty of communication is high. c. Practice makes perfect. Practice exercises and practice.

Psychological quality adjustment of cosmetics guides

The process of shopping guide is the process of communication with customers. The psychological quality of shopping guides directly affects the success or failure of sales. This requires a better psychological quality of the shopping guide.

1. Maintain an optimistic mood; your mood directly affects the customer, which in turn affects her desire to buy. If you are frosty, customers may not stand for more than a minute.

2, must have a sincere, enthusiastic attitude; your sincerity and enthusiasm prove that you pay attention to customers, she will be touched by you; and your indifference will certainly drive away customers.

3, do not fear customers, do not despise customers; customers are God, must respect, customers more purchase reasons will be offset by your contempt.

4, serious, patient; to help customers to choose and explain is our part, customer requirements and problems are sometimes too much, but we have no reason to refuse, can only be tired of, because we are serving her.

5, not humble, down and generous; shopping guide to customers is a kind of communication and communication, not to be restrained. In fact, customers also hope to communicate easily, we do not advocate the use of blunt language, do not advocate the use of excessive flattery, because we treat customers as friends.

6. Have confidence in yourself; customers come to buy our things, our understanding of goods must be deeper than her, we must believe that we are right, and dare to guide customers. The customer hopes that you can teach her more things. If you don't know anything about the goods, she won't buy it. To show customers that you are a connoisseur, your confidence is actually the confidence of the customer.

7. Dare to admit mistakes; communicate with customers to be frank and generous, and if you make mistakes, you must dare to admit. Customers who know more than themselves should be open-minded.

8, calm and calm; meet unexpected problems to calm down, and then try to solve the problem as soon as possible, do not be in a hurry, never give your own hands and feet to show customers

How to carry out cosmetics terminal sales skills training

The price of cosmetic retailers has now tended to be consistent, and competition among retailers has also shifted to softer services. Therefore, the training and application of sales skills to sales personnel has become more and more important. So how to effectively carry out terminal sales skills training?

First, the object of training

The conventional understanding is the guide or the salesperson, because they are the first-line sales executives, they deal directly with the customers, and the sales promotion has a direct relationship with them, so they are the target of sales skill training. This understanding is correct, but not complete.

We know that for retailers, sales are at the core of their business, and all actions of everyone should be centered around the promotion of sales. In this sense, all retailers' staff should be trained in sales techniques. Only the training professions and depths accepted by different classes and positions are different. The first-line grassroots employees focus on the tools and methods of the operation skills, which can be used and used as effective microscopic means. The management's focus on learning should be the management, incentives and control of the first-line grassroots employees. After all, the retail industry is an industry that values ​​experience. Managers are reflected in the role of masters to a certain extent. Therefore, the training of sales skills should be the participation of all retailers, and managers should learn to learn more. it is good.

Second, the content of the training

Sales skills training includes psychology, language, behavior and many other aspects. Specifically, the following content must be learned:

1. Product expertise. Cosmetics are products with strong professionalism. Customers will regard the opinions of sales personnel as more important. If sales personnel are not professional in their own products, it is difficult to obtain the trust of customers, and it is naturally difficult to achieve business.

2. Customer psychology analysis and mastery. Customers come to the store in a variety of ways, some have a clear intention to buy, some are casual to look at, some are to explore the road, face a variety of guests, how to effectively analyze and filter valuable objects, and then provide targeted Sexual service is a very important part of the business, which puts forward the requirements for the sales staff's observation, analysis and responsiveness. This is also an important part of sales skill training.

3. Language ability. Good language can impress guests, and inappropriate language offends guests. In a certain sense, all sales techniques are based on language, as the most effective and direct carrier, the impact of language ability on sales is self-evident. Sales personnel must also work hard on language skills training during sales skill training.

4. Business etiquette. In modern sales behavior, more and more emphasis on courtesy etiquette, purchase is the customer's spontaneous behavior, not strong buy and sell, the sales staff how to make customers feel comfortable, determine how fast customers pay. Money is bought and enjoyed, and comfort is of course important. Customers who are angry and still pay for things, probably you can't see. The courteous manners of the salesperson directly give the customer an impression of the senses, so the learning of this is also not relaxing.

You can usually follow these questions:

1. What is sales? Is it to satisfy customers' needs or earn their own money?

2. What are we selling? What is the core? What is the difference with the opponent?

3. What do we need to prepare before the sale for the customer's purchase?

4. Why do customers need our products? What is the “buy point” that we bring to customers?

5. How to communicate with customers? What to ask? How to ask? How to answer? How to guide?

6. How can we make our customers need our products more? Where are the opportunities? How to make customers believe me, not him!

7, customers vary widely, all kinds of places, where is the difference? Where is it? How does it vary from person to person?

8. Why do customers have objections? What kind of objections will arise? What is behind the objections? How to eliminate them?

9. Why do customers refuse to rumor? How to deal with it?

10. Is it a sale or a resale? How can I resell?

Third, the steps and methods of training

The so-called pre-warning of everything is not pre-emptive, the training must achieve good results, but also through careful preparation and planning, and can not be rushed to act. Basically, the training of sales skills is recommended to be divided into the following steps:

1. Classification of students. The purpose of this is to help understand the basic situation of the students, and to have a reference when designing the course and placement.

2. Training needs survey. Conducting training needs surveys for different students is conducive to truly grasping the needs of the students, developing targeted training content, and ensuring training results.

3. Training content design. Do this on the basis of understanding the training needs.

4. Instructor arrangements. According to the content of the course and the part of the lecturer's expertise, reasonable arrangements can be made to ensure the learning effect.

5. Training location and time schedule. Usually sales training is on-the-job training. It is necessary to fully consider the relationship between working hours and not to affect the normal work.

6. Training assessment. The results of sales training are directly reflected in the work. It is recommended to quantify the performance of the work before and after the training, which can fully reflect the training intention and acceptance of the lecturers and trainees, and the data assessment is more convincing, so as not to let the training Fall into the hole.

The training from the pre-training survey, the lecturer arrangement, the venue layout to the final post-training assessment, is a whole of the training, and one of the loops will directly affect the final training effect.

Cosmetics sales skills author 2:

Cosmetic sales skills must master key steps, understanding customers, guiding customers is critical

3. Trial attention mode, common characteristics, characteristics, characteristics, a. Satisfy customer needs, b. Avoid talking about the customer's skin, and introduce what kind of skin our products can achieve.

4. Further emphasize the benefits a. Use benefits b. Preferential forms: for example, special buying time period; use tools to assist sales increase: for example, pop dm price tag to promote trading opportunities. c. Giveaways: limited time period to have The display features of the gifts further introduce the company's products, and then sell and analyze the value.

5 sales promotion to achieve two reasons for the customer's purchase; 1. happy feeling

7. I will bandage you

8. This is a gift that is given to you to ease the refusal to deal with it. Welcome a positive attitude, first deal with the customer's mood, and then deal with the customer's opinion.

9. Reaffirm the reasons for customer opposition

10. The question of gold----Why?' "Extraordinary" a. The second promotion promotion cycle of the water fall stone: Get the customer purchase information → Assume consent, take action → ease and reject the objection → get the second promotion → get the customer Buying information b. Convincing language and behavior: Nodding is right, it’s not easy to see

Summary of cosmetics sales work

Looking back at the work of 2019, our Shiseido brand achieved impressive sales results under the correct guidance of the company's leaders, and gradually established Shiseido's “overwhelming leading brand position in Asia”. I am very proud to be an employee of Shiseido. In the whole counter staff based on their own work, dedication, solidarity and hard work, in 2019, our store counters also made a big breakthrough compared to the sales performance in 2019. The situation of our counters is summarized as follows:

First, the sales situation

As of the end of the 20th, the store counters achieved sales, up by 9% compared to the same period in 2019. This counter has a total of promotion times and completed the promotion task by %.

Second, member development

New member development

As of the 20th of the 20th, this counter will be a new development member. Compared with 2019, it has increased by %.

Maintenance of old members and individual customers

This counter strictly implements the company membership system, patient, careful, enthusiastic and member exchange, which further enhances the loyalty and emotion of the old members. The return rate of old members has reached %. In terms of individual passengers, this counter teller is also in the spirit of dedicated service and customer first, with the greatest possible increase in the rate of return.

Third, the analysis of competing products

In the face of L'Oreal, Estee Lauder, Procter & Gamble and other rivals, this counter highlights the advantages of personalized and quality service based on the elegant, noble and classic brand image of this product. The competition share of our brand in the market has been greatly improved. Such as mask, facial cleanser, because I do not understand the specific market, I can analyze it a little. Probably compare the advantages and disadvantages of our products.

Fourth, the daily work of the counter

This counter strictly abides by the company's counter management rules. In terms of personnel management, we strictly pay attention to the company's image, and serve customers with enthusiasm and patience. . In terms of inventory management, strict shortage of goods registration, inventory registration, and careful inventory work. Management of the goods, pay attention to dry and clean, fire and moisture, and clean the goods. .

5. Prospects for work in 2019 and how to work in 2019

2019 is about to pass, in the future 2019 work, this counter strives to achieve new sales performance breakthroughs under the premise of guaranteeing the 2019 sales plan. In terms of membership, we will attract new members and then seize the old members to ensure the sustainable development of the market. In the aspect of individual customers, we will continue to maintain our excellent service and let more consumers join our Shiseido membership team. In the daily work of the counter, we must strictly abide by the company's management rules, so that consumers can safely subscribe to our Shiseido quality products. In 2019, our focus is on conscientiously doing the bond work between customers and products, pushing Shiseido's quality products to customers, and bringing customers' love for products back to the enterprise. Work hard to achieve the goals of Shiseido's strategic goal of “global companies from Japan and leading Asia”.