Page 7 - test peak booklet.indd

GROUP SELLING

What is it? Group selling or audience selling is a technique used to increase fashion associate presence and voice to
engage larger groups during peak traffic times. Group selling allows fashion associates to greet everyone at once, share
news about an event or promotion or offer help and make his/her presence known should a customer need assistance.

NON PEAK

• Four Moments as per Power Of You
• One-on-One behaviours
- Intimate
- One-to-one testimonies

PEAK
Group Greetings / Selling - attributes of Group selling

• Loud voice / addressing groups
• Enthusiastic sharing of personal testimonies/ product info inspiring customers
• Info and key phrases shared with group or several customers with enthusiasm and confidence to inspire
purchase decisions.

HOW TO GROUP SELL DURING PEAK IN EACH MOMENT /

Walking In
Offer everyone an enthusiastic welcome while sharing key (high level) info on our newest seasonal collection
or must have volume driver
Share in loud, confident voice a feature of the seasonal collection or volume driver and why they are must-haves
for the season – refer to supporting tools, such as the Seasonal Launch Poster.

Shopping
Engage several customers / group of customers at once by sharing personal testimony / info on a promotion,
i.e: This is a must-have sweater this holiday season. Its super soft, comfy and a must-have fashion trend. Great
for yourself and for that fashionista on your list.
Break away to engage other customers in studios using key break away phrases to give the customers some time
to make choices.
Create a sense of urgency by using quick inspiring break away phrases – i.e.: Get it now while we still have it available.
I’ll be right back to assist you with your size and color choice.
Re-approach and inspire the group by sharing a great promotion for the day and inspire to buy Now!
Encourage consideration of WHO, WHO and YOU purchases. (WHO do you need a gift for, WHO else do you
need a gift for, what about YOU?)

Trying On
Same behaviors in Power of You communicated in a loud, confident voice to engage all customers in the fitting
rooms at once.
Inspire customers to think Who, Who and You with items being tried on
Let everyone know your name and that you are working in the fitting rooms and they can call out to you if they
need help. Make the Trying On Moment feel fun and exciting through customer engagement.

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