retail tips for 2018
Like many small business owners with a retail store you probably spend a lot of resources getting people through your doors. But, what do you do once they're in?
Chances are you leave it up to luck, or good fortune to determine whether that customer will buy something or not.
1. Be honest
They’re more likely to buy. If they feel they can trust you.
Try not to overstate the value of a product or service that you offer, and avoid hiding potential shortcomings. Dishonesty hurts your store and your own reputation and it makes people leave without buying.
2. Learn from your successes and mistakes
Sales training is an ongoing process. Because good salespeople study the behaviour of customers. They want to understand why a customer did or didn’t buy, studying what they might have done differently or how they might have made the higher priced productsmore appealing to the customer.
Good salespeople treat each customer as an opportunity to learn what works and what doesn’t,
3. Go the Extra Mile
In selling, persistence pays off. don’t be pushy, but you also want to be diligent in your follow-up. Show the customers that you care about their experience and want to help them.Consistently making small personalised contact can go a long way toward increasing your sales, there’s nothing wrong with “wooing” customers as long as you’re honest and forthright.
4. Don’t Act Desperate, Handy tips
No matter how much you want to make a sale or need to make a sale, remember that you’re selling them something that will make their lives better (or you should be), and your attitude ought to reflect that to the customer. They should feel like you’re helping them, not that they’re helping you!
- “I Don't Know” should be “That's a great question. Let me find out for you.”
- “That's Not My Department” should be “Let’s go find the right person to help you!”
- “We're Out of That Item” should be “That item is currently out of stock, we have a great alternative, or I can give you a ring when it is back in stock, OK?”
- “It's Over There” should be “Follow me, I'll show you right where it is.”
- “You're Wrong” vs. “I think there has been a misunderstanding.”
By just paying attention to the words you use when speaking to a customer can drastically increase the chances of someone making a purchase.