Buckle Men Jeans
By: Ashton Ivy, and Kendrick Slane
Benefits and Features
It is important to translate product features into customer benefits because many people believe that customers do not product; rather; they buy products that will be good for them.
Features | Benefits |
Four different fits | Different styles |
Three different finishes | The jeans are very comfortable |
They have skinny, straight, and bootcut | Different price ranges |
Different designs on the back pockets of the pants | Any guys can wear them because of the different size ranges |
Six different brands to choose from | Different brands widen the range of customers. |
Approach
It is important that we invite customers into the store so they check out the brands we have to offer, and if they like them we can build a good relationship with those customers.
How we use to get our customers to buy jeans from us is we will compliment them, tell them what jeans we think looks good on them, and just always asking them how they are doing and if they need help.
Approach cont.
Dialogue sales associate could follow is
Employee: Hey, how are you guys doing today?
Customers: Good.
Employee: Well my name is (say their name) and if you have any questions, or concerns feel free to ask. Also if you are in the dressing room tell us if you need a different size or style and we will be glad to help.
Customer: Okay Thanks.
Employee: Oh, and today we have sales on these products, also if you spend over $100 you get 10% off.
Needs Assessment
Observing- Anything observed in the business may provide insight into what a customer needs.
Listening- Giving customers your undivided attention and listening with empathy are two specific skills that will encourage your customers to talk freely about the products they would want
Questioning- Ask your customers questions to engage in a conversation with.
Needs Assessment cont.
Employee: So what type of jeans are you looking for today?
Customer: Straight jeans
Employee: Alright well if you follow me I will show you where we keep those, what do you like about the jeans you have on, or even what you don’t like about them.
Customer: well I like the design on the back of these jeans, if you guys have any jeans that have designs that are almost like this it would be perfect.
Employee: Awesome, I will get right to that.
Product presentation
-To make some of our men jean products come alive, we usually put them on manikins, and our guy workers also wear our jeans to work.
-How we display our jeans at the Buckle is we have the back pocket out, and the price tag underneath.
-The sales aids that would work to sale our jeans is putting them on tables, having the men workers wear them, and manikins.
Overcoming Objections
The difference between an objection and excuse are objections are concerns, hesitations, doubts, complaints, or other reasons a customer has to not make the purchase, and an excuse is just when they don’t want to buy at all.
You can tell the difference when a customer comes up to you and says “ do you carry any other brands, or these shoes don’t fit me” that is an objection, an excuse is when they say “ I am just looking.”
Overcoming Objections cont.
Objections | Responses |
I probably can’t afford these | We can put them on layaway for you |
These jeans don’t fit me well | Let me go grab another size for you |
Do you have any other brands? | We have plenty of other brands of jeans to choose from |
These relaxed jeans feel big on the legs | We have Regular, and Slim you can try on |
these jeans are too long | We have a chart that can help find the right length |
Close
It is important to have a timing on the close because you need to feel flexible, some customers are quicker on knowing what to buy than other customers.
Don’t rush the closing, but tell the customer what you like about the jeans they are thinking about buying so it helps with the decisions.
Close Cont.
Employee: Those jeans look really good on you, and plus they are great for any occasion.
Customer: Thanks, I will take the jeans.
Employee: Are these jeans all for you?
Customer: Yeah those are it.
Employee: Great! Have a fantastic day.
Suggestion Selling
Suggestion Selling is good for the store because then you sell additional goods, or services to the customer.
When customers come into the Buckle we will tell them about our sales that are going on, and if you spend over a hundred dollars you get 10% off your purchase.
Suggestion Selling Cont.
Four products that would go great with jeans from the Buckle.
Relationship Marketing
Relationship marketing is a customer relationship management strategy designed to encourage strong, lasting customer connections to a brand. The goal is to generate repeat sales, encourage word-of-mouth promotion and gather customer information.
Relationship Marketing Cont.
Two ways employees can keep a good relationship with e-mail them when you have special offers, and online customer support so you can answer any questions your customers have.