In reality if you own a retail business everyone should consider themselves part of the sales process, from the person who answers the phones to the person stocking the shelves. Everyone needs to know what their role is in generating revenue for the company.
Here are ten tips to help you to build your retail sales by helping your customers to buy instead of just trying to sell them something.
- Acknowledge all customers
Aim for 60 seconds or less. Though most people don’t want to be bombarded with sales people when they walk into a store, they still don’t like to be ignored also.
- 2. Re-approach using non business related opening lines.
Never say “Can I help you?” because most of the time the answer will be no. Use open ended questions starting with, Who, What, Where, How, Why, etc… e.g. “Have you been here before?”, or if they are an existing customer ask, “How was they xxx you bought last time?”
- Ask Questions on their needs
What are you using it for? Have you bought a similar one before? What was your experience with that product? How often will you be using it? This helps establish report and lets you know what else to suggest.
- Demonstrate using triplicate of choice
This is very important because often one will not be the correct option. Now you can offer them an alternative and find the one that most closely suits their needs. Focus how each of the specific features will benefit them, on what they will get from using the product.
- FAB – Feature – Advantage – Benefit
Do it on each of the 3 choices you presented. Have 3 FAB’s for each of the items that you have selected. Don’t wing it. Have a list of FAB’s for each product.
- Use a trial close
Ask “How does that fit with what you had in mind?”
- Ask them to buy
This should be easy after establishing rapport through all your questions and FAB’s. After they are happy with ensuring the product will suit their needs, close by saying… “So will you take that one then?” or “So will you take this one or that one?”. This is not difficult but often forgotten.
- Offer an add on sale with every sale
“We have found that most people who bought this often bought “this”, to help your “X”… last longer, look better, be more convenient etc… This is a change of strategy from selling mode to demonstrating how the “add on” will help and id done after the main purchase decision has been made.
Make sure you have all the details correct for the sale of the product in terms of checking quality and paperwork
- Invite every customer to join a mailing list
Sell the benefits of being on the mailing list, e.g. They will get 4 exclusive offers every year special coupons on their birthday
- BONUS – Thank your customer
Right after the sale and with large retail purchases with a personalized card.