Retail Selling Tips
If you find your inventory has been sitting on the clothes hangers untouched for weeks it could be that you are not carrying products that anyone wants, but more likely you are not connecting with your customers. Here are some key ways to increase your retail selling success.
The number one rule is building the relationship. Most business is done based largely on the relationships formed. Have a friendly greeting for everyone who enters your store. Engage in some non-sales related small talk, but let the customer do most of the talking. Be positive when it is your turn to comment. This is not a time to poop on them about the bad day you are having.
Once you are engaged in conversation you can begin to find out what their needs are. Listen carefully to what they are saying. This will give you the clues to finding what items they are interested in and what styles they like instead of randomly pulling items off the clothes hangers for them to try on.
Relax. Do not rush to the sale if a customer seems interested. Address their objections. Here is where you need to make the connection between a customers wants and needs with the benefits a specific product provides. This may be obvious to you, however the customer may not be able to see it and they need your help explaining it to them. People often need this nudge to get past a price tag.
The biggest mistake all types of sales people make is failing to ask for the sale. The myth here is that customers do not like salesmen or being “sold”. People actually like to be sold things and often need the push from a sales person to make a purchase. You are not like the used car salesmen trying to swindle someone into buying a product they do not need. If you have been helping a customer for a while there will eventually come moment you need to ask for the sale. Failing to capture this moment will lose you the sale. You can do this in a non pushy way with phrases such as, “can I take those to the register for you?”, or “will those work for you?”
Once you have made a sale it is time to move. Take their items off the hangers and put them in a shopping bag. Do not wait around for the customer to change their mind. This is also the time to ask for the accessory sale that goes with whatever they are purchasing, such as a matching belt or top. Just think, “Would you like fries with that?” It’s a question McDonalds employees will never fail to ask you.
Be sincere. When you spend the time to sell properly with customers they begin to see the value you provide them. Overtime you will build rapport with individuals and if they like you as a person they will think of your store the next time they need something you sell.
About the Author: Ron Maier is the President of the Closet Hanger Factory, a leading online provider of clothes hangers. For more information, please visit http://www.closethangerfactory.com.
The number one rule is building the relationship. Most business is done based largely on the relationships formed. Have a friendly greeting for everyone who enters your store. Engage in some non-sales related small talk, but let the customer do most of the talking. Be positive when it is your turn to comment. This is not a time to poop on them about the bad day you are having.
Once you are engaged in conversation you can begin to find out what their needs are. Listen carefully to what they are saying. This will give you the clues to finding what items they are interested in and what styles they like instead of randomly pulling items off the clothes hangers for them to try on.
Relax. Do not rush to the sale if a customer seems interested. Address their objections. Here is where you need to make the connection between a customers wants and needs with the benefits a specific product provides. This may be obvious to you, however the customer may not be able to see it and they need your help explaining it to them. People often need this nudge to get past a price tag.
The biggest mistake all types of sales people make is failing to ask for the sale. The myth here is that customers do not like salesmen or being “sold”. People actually like to be sold things and often need the push from a sales person to make a purchase. You are not like the used car salesmen trying to swindle someone into buying a product they do not need. If you have been helping a customer for a while there will eventually come moment you need to ask for the sale. Failing to capture this moment will lose you the sale. You can do this in a non pushy way with phrases such as, “can I take those to the register for you?”, or “will those work for you?”
Once you have made a sale it is time to move. Take their items off the hangers and put them in a shopping bag. Do not wait around for the customer to change their mind. This is also the time to ask for the accessory sale that goes with whatever they are purchasing, such as a matching belt or top. Just think, “Would you like fries with that?” It’s a question McDonalds employees will never fail to ask you.
Be sincere. When you spend the time to sell properly with customers they begin to see the value you provide them. Overtime you will build rapport with individuals and if they like you as a person they will think of your store the next time they need something you sell.
About the Author: Ron Maier is the President of the Closet Hanger Factory, a leading online provider of clothes hangers. For more information, please visit http://www.closethangerfactory.com.
Labels: Success in the retail industry is not that difficult once you know the secrets.
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11:29 AM
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