Retail sales are often generated as a result of positive interactions between sales staff members and customers. A genuine and helpful discussion with a customer can make all the difference. Below, we outline 5 selling techniques for retail sales associates.
Retail sales staff should be encouraged to greet customers in a prompt manner. When customers are left to wander around the store without a staff member offering assistance, they become less inclined to make a purchase.
Sales associates should not only greet customers but they should also have a repertoire of “go to” lines that probe customers’ product needs. If sales staff associates can get customers to open up about their habits or interests, they’ll be better able to steer them toward appropriate products. This should all be done within the first few minutes of the customer’s entry into the store.
Fill A Void
Retail sales staff should be trained to find out why the customer is on the prowl. It’s all about meeting a need or desire. Managers should role play with staff members because it’s one of the best ways how to improve customer service and sales skills.
Sales associates should always steer conversations toward finding out what product(s) in the store could possibly benefit the customer. This will require sales staff to brush up on the unique qualities of store products so that they can suggest items in confidence. Once more senior staff members are comfortable, have them share sales training tips with new hires.
Associates Should Not Focus on Sales Items
Associates should not steer customers toward items that are on sale. Stores typically make very little profit on sales items as the margins are so thin. While it might be a kind gesture to immediately guide customers toward sales items, it could harm the business if that’s where staff always points first.
It also communicates to the customer that the sales staff member thinks the store’s regular inventory is overpriced. Associates should be trained to only mention products that are on sale if customers make an inquiry about those items, or at least use them as a secondary course of action.
Choosing the right words can make the difference between a sale and a customer walking out of the store empty handed. Staff members should be trained to use positive words and buzz words that have been trending in the mainstream. It is a good idea to pass out a list of key sales words to staff members that will produce positive visions for customers.
Words like “new, save, free, healthy, proven, and safe” are especially effective at persuading customers to make purchases. Certain words should also be avoided. These include words like “difficult, bad, buy, worry, and cost”. They’ll potentially generate a negative vibe and turn customers away.
Learn how retailers are using Lessonly to step up their training game here.
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