Sales of off-season furniture stores rely on what to turn around

First, the establishment of sales data analysis system, the store owner must have a basis for doing things, can not rely solely on feelings of decision-making. It is necessary to compare the overall sales of furniture stores and the sales of the main brands with the same period of the previous year, calculate the increase and decrease ratio, and find out the reasons that affect the increase and decrease of sales, so as to make targeted adjustments. The owner of the furniture store must know the overall sales of the store and the sales of the main brand relative to the increase and decrease of the previous year, the sales trend of the main brand. Through a long period of time (6 months, 2 quarters) accurate data analysis, the conclusions drawn, and the boss's desired results, to see if it is consistent, inconsistent, it is necessary to solve this problem in the off-season!

Second, do statistical analysis of single product sales. The sales volume and sales amount of the best-selling products, profitable products, slow-moving products and strategic products can be counted in quarters or six months (6 months). Compare and analyze with the same period of the previous year to find out the sales changes of similar products and sort them. Through this analysis, the products of the store can be adjusted in a targeted manner (such as changing the display position, increasing or decreasing the display area, increasing or decreasing the sales incentives of the sales personnel, eliminating or adding or subtracting some products or introducing new products). In recent years, consumers' consumption concepts have been diversified and personalized. In addition, as the seasons change, consumers will also be greatly affected when they choose products. Therefore, we must adjust according to such changes in a timely manner. product. Especially in cities with four distinct seasons, products and in-store decorations should be properly adjusted according to the changing seasons. Only if you have a good grasp of the trend of the product, you can achieve it in a targeted manner! The product is not suitable for the right way, and the other aspects are better, it is futile!

Third, in the off-season of sales, the furniture store should complete the adjustment of the furniture brand (elimination or introduction of new brands) and brand upgrades, to prepare for the sales season; the sales performance in the off-season is not good, at this time the adjustment of the store is the most cost-effective If the season is adjusted, it will lose sales opportunities.

Fourth, systematically research and analyze the local rigid market demand, and make specific strategies and operational plans for mining rigid demand. Follow the rhythm of the plan. Do not be light in the off-season! Furniture stores must do, in a certain period of time, the number of local properties, the number of owners of each property, have been staying, are being renovated, undecorated, size of the apartment, living The crowd, the spending power, the mainstream decoration style, the specific information of the competing products in each community and so on are investigated and mastered. In order to make a detailed community operations plan. It is even necessary to create a red flag plan for each unit of the community. The production unit map is hung in the office. On each map of the cell unit, each time a household is dealt, a red flag is inserted on the house number of the household, and the unit is completed when the unit is fully occupied. From the map of each cell unit, the manager can clearly see the number of customers who have sold in the business place and calculate the market share of the mall in a certain cell. If the occupancy rate is low, this means that the competitor's work is better than you. You still have room to rise. If the furniture store does not do this, it is difficult to analyze the market share of the store in the local community market and the market position. If you don't do this, you can't judge it well. It is also difficult to manage employees. In the off-season of sales, employees are not rushed to the community, so that employees can wait in the store! Even in the peak season, it is definitely the performance of the off-season.

5. Systematic training of employees in the mall, in the off-season of sales, focus on internal strength, and prepare for the smooth internal operation process. Many furniture store owners are keen to train sales guides on sales techniques. Through several years of observation and summarization, I found that the more old guides who listened to sales skills courses, the more self-restrictions in the process of sales, and some of them will not sell goods. Furniture stores should learn some of the best practices for their own stores, according to the problems often encountered by internal staff, standardize and summarize these common problems, and form a set of targeted internal training courseware. Training based on solving practical problems will be more effective. Such as "XX store sales guide signing process", "customer order order, transportation, installation, after-sales service process", "XX store main brand enterprise profile and product expertise training", "competitive product strengths and weaknesses analysis", " "Consumer products daily sales preferential policy management", "XX store promotion activities management and operation manual", "store price tag management" and so on. After internal regulation and unification, all internal communication costs and internal consumption costs will be greatly reduced. There are great benefits to reducing expenses and increasing efficiency.

6. Preparation of sales aids. All sales techniques are not as convincing as the real cases of customers who have already made a deal. Therefore, it is recommended that the owner of the furniture store, work hard, to make a photo of the customers who have already sold, including the name, unit number, house number of the customer in the album, the name and basic information of the customer, the products purchased, and the most The important furniture is placed in the actual picture of the customer's home, or the conditional store can be equipped with a tablet, and these pictures are input into the tablet, so that the customer can make a presentation with the customer, and the guide will organize the customers into one by one. In the small story, the customer in the community will talk about the case. In the process of shopping guide, explain the case of the customer who has already sold, and the probability of the transaction will be greatly improved.
Seventh, return visits to old customers, seek referrals from old customers, and carry out maintenance on products to improve the satisfaction of old customers. Form a good word-of-mouth communication among old customers.
Eight, find the best advertising space, do a good job in the brand of the mall and the brand promotion of the main furniture brand.

In short, the owner of the furniture store, in the off-season sales, let all the people in the mall are busy. Summary, analysis, adjustment, training improvement, market research, brand promotion, let each link, proceed in an orderly manner, do not be slow, and have a good heart. There is a market in the off-season, and there can be no thoughts in the off-season.

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