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7 Retail Sales Tips to Make Customers Happier and Your Wallet Fatter
You enjoy your job in retail, don’t you? Can’t you imagine a career where you sit in a cubicle sitting at a computer and spend half your life in endless meetings? The store satisfies your need to interact with people, provides the variety you love, and pays very well. How would you like to find a way to improve that last idea? How would you like to increase your sales and gain greater control? Well guess what, half of what you need to do isn’t even getting customers. Check out these retail sales tips and see if they don’t increase your sales.
1. Start selling when you wake up in the morning
Okay it sounds a little weird but the attitude you have every day when you wake up will make or break you. If you enjoy what you do, it will rub off not only on your clients, but on your colleagues as well. It may sound strange, but good vibes are contagious and your job in the morning is to get ready to infect everyone you meet that day.
2. Be natural
Most sales people affect a different personality when they go to work. They have been conditioned that salespeople should behave in a certain way and they try to emulate that behavior rather than being the same person they are out of business. If you put it away, if you are who you really are, you will sell more confidently and confidently.
3. Be honest
By all means avoid the canned goods you memorized from product descriptions. Canned quotes are considered inaccurate and leave customers with the impression that your function is only to sell rather than help them. Engage customers in a natural conversation the same way you would with a friend. Pro stores are excellent examples of salespeople selling high-end products without appearing to sell them. Those consumers are dealing with their personal opinions, good and bad, about a product and it really becomes more like two golf buddies debating the benefits of a club.
4. Prepare a great introduction
Your first contact is very important. Most salespeople don’t want a salesperson to guide them around because they fear the salesperson will try and pressure them. If you use the “what can I help you with today” standard, the answer will almost always be “I’m just looking.” But what if you change it to “What can I help you look for today”? Now you’re asking what you can do to help them do what they really want to do (see) instead of “helping” them which is perceived by the client as “selling them”. If you come across as confident and honest, they are more likely to ask you to help them with their “search”. In other words, you’re a nice guy and you’re not a threat.
5. Know what sells
If you’ve ever been to Amazon.com, then you know how much stock they put into offering other products than what the visitor originally wanted. “People who bought XYZ also found these products interesting” is displayed for each listing and there is a reason for it. It works. They make more sales than the original product. So know what people are buying in your store. If you sell music and a customer just bought a Johnny Cash CD, ask them if they like Loretta Lyn (they probably will) and then show them her CDs. Find out which products are compatible with the question “Can I help you with anything else today?”
6. Sell benefits not features
Most salespeople focus on a product’s features rather than the customer’s interest. Using the pro shop again as an example, a sales person can discuss all the technological advances in a driver and point out the titanium face and variable weight and high speed at the point of impact but what the customer really wants is longer drivers, more drive at They hit the ferry and finish their piece. Tell him how the club will accomplish these three things and now you’ve established what he really wants.
7. Stay in touch
When you get a good deal and the customer is happy you have created an executive advertisement just for you and your store. If you are a dedicated seller, you have a card, be sure to pass it on to the customer and bring him or her back or spread the word. If a store has a website, or if you have a personal blog and you are an employer that will allow you to put the address on the card, you have a tool to build a valuable customer list.
Selling retail can be challenging but it can also be very rewarding. If you approach it as if your job is to improve the lives of your customers, then you are more likely to match them with the products they want rather than the products you are just trying to sell.
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