This directly leads to a phenomenon that the best-selling goods are often out of stock, and the unsalable goods are always abundant. After a long time, the shop assistants began to complain: it's not that they can't sell themselves, it's that the company's goods are not available, it's that the company's product design is not good, and so many products that are not popular in the market have been developed, which directly affects the sales ... In similar rhetoric, the responsibility for their sales has been completely pushed out, and even many store managers who can't guide us have begun to echo with the employees, treating this as a problem in the store, repeatedly stressing it and constantly reflecting it to the company.
On the surface, this question seems quite reasonable, because all the information obtained from objective data seems to be true and objective, but when you think about it, is it really like that? Is it really a design problem of the company? Is it really the source of goods? Why are there so few best-selling goods and so many unsalable goods? Are slow-moving products really so much worse than best-selling products? So unpopular? Why is there a commodity in the same business circle that can't be sold in store A, but several pieces have been sold in store B within two days? ..... As long as we think about it carefully, we will find that in fact, the best-selling and unsalable products have deeper reasons. If we find these reasons, we will find unsalable products and real unsalable products, and our best-selling products will continue to sell well. As long as we find this key reason, we can improve sales performance and optimize inventory structure.
First of all, let's analyze why those best-selling products sell well. Generally, the best products sold in our store are promotional leaflets and products in our advertisements, such as love genes, distance points and love corners, which are mutually accommodating. Why are these so popular? They have three advantages: on the one hand, they have more opportunities to contact our customers than other commodities, because they are displayed on leaflets and some advertisements; On the other hand, at the time of display, because it is the main product, we basically put it in the best position; In addition, our shopping guides also actively promote these products and even habitually recommend them to customers; Of course, the style and taste of the products themselves are also quite good ... Based on the above factors, they have become the favorite in our store and cannot be popular. This is how best-selling products sell well.
Then let's pay attention to why unsalable goods are unsalable. As long as you observe them carefully, you will find that they are usually not taken seriously at first. There is no leaflet to show your style, and you can't grab a good position to show it. Even the clerk doesn't know its name, let alone know it and find its value. Even if a customer finds it, the clerk's introduction is usually pale and powerless. As long as customers don't like or divert their attention, the clerk focuses on the best-selling products, which leads to the best-selling products always being the darling, and the unsalable products often become unwanted children. After a long time, the best-selling products are seriously out of stock, and the unsalable products are seriously overstocked, which affects both performance and inventory structure. If this situation does not change, it may lead to an abnormal state of the company's inventory, production and even product design, and even directly lead to an increase in costs and a waste of resources. Therefore, we must change this situation from now on, adjust the ratio of best-selling products to slow-selling products, make slow-selling products sell well, and let commodity sales bear fruit.
1, find a good location for unsalable products. A good location usually brings more attention to customers, and customers will find its beauty and value more. Many unsalable products sell well not because the styles are not good-looking, but because they are not displayed in a good position, but in an inconspicuous position, with beautiful figures in the air, but it is difficult to find them.
2. Pay more attention. The concern here is simply to let the clerk know more about it, understand it, find its advantages and values, even like it and fall in love with it. As we all know, salespeople can only sell their products well if they love them. To make these unsalable products sell well, we must let our shop assistants like it and fall in love with it. What exactly should I do? The company hasn't named them yet. We can name them ourselves first. No one told us where the characteristics and values of these products are, so we let the clerk take the initiative to understand and discover its advantages; Without stories, we can only ask the shop assistants to make up stories for the products themselves ... When our shop assistants really pay attention to these products and find their value, it will be much easier to sell them well.
3. Sales simulation training. When a shop assistant loves a product and likes it, he has the basic conditions for sales, but it is not enough to do this. Before the sale, we need a lot of simulation training. When the store is depressed, you can conduct simulated sales training for these goods with your colleagues. It's like pre-war training. Only by practicing skillfully in advance can we achieve better results in wartime. Any successful sales are also made by practice. In the terminal, we must develop the habit of simulation training, and the sales skills can be improved quickly.
4. There should be both motivation and pressure. Incentive is the reward for selling these best-selling products, which can be material or spiritual. In the past, we often specified how much a product sold as a reward activity, and the effect was often very good, because the bonus was small and the effect was great. Pressure is to exert pressure on sales behavior, such as stipulating that you must find a way to sell a product one day, and if you can't sell it, give yourself a small punishment. Power and pressure are actually power. In order to make unsalable products out of stock, we must rely on these motives to change sales habits. If we don't change our sales habits, it will be difficult for us to make a breakthrough in sales.
The above four methods of turning unsalable products into best-selling products are introduced. As long as you implement it in a down-to-earth manner, you will definitely see obvious results, but at the end, I want to remind you: don't always think that some products are unsalable, and don't define any products as unsalable. You know, slow sales are generally temporary, as long as you have the means, you can always sell them. Everyone has heard the story of selling combs to monks. That's the truth.