How to Sell Swimsuits

Selling swimsuits requires the customer expressing what he or she wants.

Selling swimsuits is no different than selling other items -- you must show the customer how a particular item is the best fit for her and the activity she wants to engage in. Take into consideration when and where the swimsuit will be worn as well as how versatile she needs it to be. Selling the right swimsuit for the customer, as opposed to the most expensive, shows you care, and the customer will want to purchase from you again. Selling products is as much about the experience as it is about the product.

Instructions

1. Educate yourself on the specifications of all the swimsuits you sell in your store. This includes knowledge about the material, fit, brand, intended use and extra features. The customer might have an understanding of some of the swimsuit characteristics, but by you having knowledge of all of them you can help him find the best option.

2. Ask the customer what he will be doing in the swimswuit, how he wants to look and if any particular feature must be a part of the suit. Ask about color, style, pattern and what he doesn't want. For example, he may want pockets on the side or a drawstring rather than buttons. A woman might want a fixed halter top instead of an adjustable string bikini. These questions will help you narrow what items you show to the customer.

3. Pull no more than three or four swimsuits for the customer to try on. If you provide more options than that, the customer becomes overwhelmed and is not sure what to buy. Also, if one suit obviously doesn't work out, she only has to pick from two options. If the customer is comfortable showing you the suits while she has them on, give your professional opinion on fit and overall look.

4. Change out any sizes and patterns as the customer requests. You must provide a pleasant experience in the store for the customer in addition to showing him the ideal swimsuit. If none of the original options work, start over. Reassess what the customer expresses he is looking for and don't be afraid to encourage him to try on something he might not have thought to try on initially.

5. Close the sale. After he has had time to deliberate, ask the customer which swimsuit he would like to buy. There is no harm in doing this and may even motivate him to make a decision. He might have other questions that are going to help him make his final choice.

Tips & Warnings

• Buying a swimsuit can be a personal purchase -- give the customer the appropriate space.

Resources

• Bloomberg.com: How to Sell More Than a Product; Carmine Gallo; May 19 2009