Top 10 Tips for Selling Sunglasses
Sunglasses have become an essential accessory, not only because they look good, but they protect your eyes from the damaging rays of the sun. Here’s some handy tips when customers come into your store to talk about purchasing a pair of sunglasses.
OPENING - Welcome the customer into the store with a non business related opening line, for xample: What did you get up to over the weekend? Or what brings you into the store today?
Establish Customer Needs - Ask open ended questions to determine what the customer wants as well, as why they want it - opend-ended questions begin with Who, What, Where, Why, When and How?
Product Selection - Once you have established what the sunglasses are needed for eg: driving or playing golf, offer a style with a specialised driving lens or a specialist gold lens.
Recomend Multiple Pairs - Suggest buying a second pair of the glove box of the car or specefic lifestyle choice
Polarised Sunglasses - Recomend polarised sunglasses for activities on snow, sand or water. When normal rays of light bounce off any reflective surface they beocme disorganised and produce glare. Highly reflective surfaces include snow,sand and water. Polarisation filters work like mini venetian blinds organising chaotic light coming thorugh the lens to eliminate glare and reduce eye fatigue.
Recommend Styles - Recognising the best styles that suit particular face shapes is also an important part of product selection.
Demonstrate Product - Show the customer the features and benefits of the product, eg: “One of the great things about this style is the polarised lenses which reduce glare and eye strain and the fatigue it can cause”
Present with Enthusiasm - One of the unique features of this style is the latest fashionable design similar to one owrn by favourite celebrity…..
Gain Customer Involvement - Get them to try the sunglasses on, to feel the comfort,the look, fit, lens type etc
Close the Sale - The “Either or Close” example, “ Would you like the black frame or the tortoise shell? Or the “Assumptive Close” ask detials about the purchase, would you like to pay by credit card of AfterPay?
