How to sell shoes to customers
ShoeDog TV- Footwear Retail Lesson: How To Sell Shoes Like A Pro
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I wish I could find a pair of shoes that
were both fashionable and comfortable
welcome to Dillard's now who said
fashion shoes shouldn't be comfortable
take for example Born shoes handcrafted
and design so you could be comfortable
all day so why don't you take a seat and
I'll measure both feet you know what
I'll be right with you in a second thank
you sure welcome dealers employees my
name is Jorge Valdez with Born shoes and
today you're going to learn what makes
born so different from all the thousands
of styles on your sales floor we're
going to take product knowledge and
sunny knowledge put it together so you
could be the next pay center so follow
me let's go help out Jenny and let's go
make a sell come on well I'm back hi my
name is Jorge Valdez hi I'm Jenny Jenny
well first question what are you gonna
be using the shoes for both business and
casual way great no matter what you use
the shoes for I want you to be
comfortable I want your feet to be happy
so that way you could be happy well let
me give you a little history about born
born was created as a euro comfort brand
so automatically that means they're
comfortable but second they're a
lifestyle brand that means you can wear
them with dress business sport casual no
matter what enough I could define it by
four words fashion comfort quality but
number one value value for you so that
way your feet are happy because I
believe happy feet make happy people so
while we try some shoes on phrase Wow
now let's summarize that part of the
sales process the greet and meet I mean
I always smile when I greet a customer
and why because I want to be the number
one product that customer buys and also
I want to connect with that customer to
build a relationship with then I like to
sit the customer why because I can't
sell them shoes whether standing up
third measure both feet remember you're
a professional shoe salesperson not a
clerk and fourth always bring out four
on the floor offers selection for styles
of shoes to that customer offer
selection because the more you bring out
the more you sell the more you show the
more you sell now let's get back to
Jenny and you know what let's talk about
features and benefits and let's also
shoes come on hey try these shoes on
great stand up let's take a walk now can
you feel that bounce absolutely I love
born first of all that polyurethane out
so that's this part of the shoe that
absorbs shock so your heels won't hurt
your knees won't hurt and your back
won't hurt it makes your feet feel good
I guarantee it how does it feel
fantastic
now the polyurethane foot bed inside the
shoe it conforms exactly to the shape
your foot to give you that added support
so that way your feet don't hurt now how
do you how do that cushion feel it feels
like walking on pillows exactly now that
leather upper whole grade leather uppers
that means it will wrap around your foot
great how does it feel feels fantastic
you know it's oblique lasted what that
means it's wider in the toe box and
there on the hill allowing your toes to
wiggle so that way your feet don't feel
constricted and it allows your foot to
breathe making it feel cool and dry and
every pair is hand-sewn it's called
opanka construction they take the upper
they take the liner and the outsole and
they sew it all at one time so that way
it makes it very flexible Wow fantastic
but where these shoes made great
question they're made all over the world
why because they use different
components and different constructions I
like to say it's the closest thing to
coming to a custom-made shoe for your
foot so do you love them I love them I
love them too won't we try some more
shoes let's do it hey in this segment
we're talking about features and
benefits now features is what it is and
benefits is what it does for the
customer now let's talk about the
polyurethane outsole
that's the feature but the benefit is
it's going to absorb shock relieve
pressure so your heels won't hurt your
knees won't hurt and your back won't
hurt now for example my favorite radio
station is wi i FM what's in it for me
why because you have to think like a
customer what's in it for me and what's
in it for that customer we're here to
provide solutions for the customers
needs and for example polyurethane out
so that way your knees won't hurt and
your back won't hurt well let's talk
about the construction opanka
construction now they take the upper the
liner and sew it all at one time to the
outsole so that's handcrafted hand-sewn
footwear that means every pair of board
is hand-sewn now remember retail is
detailed and so is born
because they are true works of art every
detail from the embossed leather and the
full grain Italian leather uppers that
makes a custom fit and wraps around your
feet I have to say this that you know
what these are feel good shoes and
quality and fashion and comfort but
number one value now let's go back to
Jenny and let's close the sell come on
great well Jenny I had a great time
service in you thank you love your shoes
oh god yes well you know what it seems
like you're gonna take these shoes home
how many other styles are you taking I'm
taking them all well you know what may I
put this on your dealers card leehi well
let's go I'll walk into the register
okay fantastic
now hold up let's not forget about men's
shoes for born now we have everything
for board from tailored shoes casual
shoes sporty shoes everything for that
man to be comfortable and look good
now let's not forget about the
technology dries D ryz it's a moisture
management system that a wick that
moisture away from that foot to keep it
dry and cool remember men wouldn't look
good but they want to feel good too so
we have a lifestyle brand it's not just
a shoe brand but a lifestyle brand born
shoes not just casual brand not just a
fashionable brand but a lifestyle brand
that happens to be fashionable and
comfortable from the works of art in the
insole the outsole and look at these
fashionable uppers quality all hand-sewn
all handcrafted remember Born shoes is a
lifestyle brand it's a feel-good shoe
for feel-good people well I have to say
this from all the selling tips that you
learned today remember they were
designed so that way you can make more
money so that way you can sell more
shoes and just like born you have to be
a professional salesperson and just like
a quality salesperson you need quality
shoes so today go out on that floor and
be the next pace setter and remember my
name is Jorge Valdez with boring shoes
now go sell some shoes see you later
you
