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I believe that the majority of retail customers will tell you everything that you need to know in order to develop a relationship, close the sale, and sell additional merchandise if you just pay attention. In other words, give your customers your complete, undivided attention. The ability to listen too, and actually hear what the customer is saying is probably the finest selling technique that a salesperson could learn. There is nothing more important than listening to a customer. There is nothing more important to a customer than being heard.
I was in a high-end department store, standing at a Jewelry display case, while a couple of young salespeople were totally ignoring me talking about a television show that they had both watched the night before. The salespeople were totally ignoring the customers that were approaching the counter, me included. It amazes me how often customers have to deal with salespeople that are busy carrying on a personal conversation with a fellow salesperson, ignoring customers. Talking on the phone not paying attention to what is going on around them, tagging merchandise, working on a display, busy doing paperwork (or school work), or in general not giving their customers the attention that they need and, more importantly, deserve. There should be nothing more important to a salesperson at that given moment than the customer that they are, or should be dealing with. If you should miss a key sentence, or a statement that the customer says, you may miss the key to closing the sale, focusing on the emotional reason behind the purchase, any potential add-ons they may want to buy, and so on.
Retail stores spend a fortune in advertising, marketing, displays, point of purchase signage etc. in order to get potential customers to contact them or to come into their store. Yet, many salespeople turn customers away based on not giving them the attention that customers should be getting. You can always return a telephone call, there will always be time later to talk about your weekend, the last television show that you watched, do a display, tag merchandise, clean the glass etc. But you can never get a customer back that feels that they have not been given the attention that they needed.
The only reason that we have salespeople, in any business, is to provide service to our customers, to turn potential shoppers into buyers, and to sell additional merchandise. All this needs to be done in a way that causes customers to want to come back for additional needs or purchases, and to sing our praises when they are talking about their purchase to their friends, neighbors and acquaintances. Only through giving your complete, undivided attention will that, become a reality.
Be sure to go to https://principlesforbusinessandlife.com/ – click on My Viewpoint Newsletter and read a fabulous article titled:From Nothing to Everything: My Journey
Through Grit and Determination
By Diana Machado
This Month’s Training Tools Special – Sales and Sales Managers Aptitude Tests- Regularly $149.00 – this month only $49.95.
IAS Training is revolutionizing the training industry with our Sales and Sales Management Aptitude Tests for potential new hires and existing staff.
The Aptitude test will take the guesswork out of hiring. At the very least you will know if they believe in the basic Sales Management principles and good salesmanship strategies and techniques. When hiring, you need to know if you are getting the person with the best chance of success and the willingness to do what you want them to do. Obviously, no one is qualified to work in your store until they have been trained to work in your store, doing things the way you want them done. What are their beliefs when it comes to approaching a customer? What are their beliefs relating to their responsibilities are as a salesperson? All of your questions are answered with the Aptitude Test.
For existing staff the Aptitude test will tell you where you need to work with your people on sales and sales management techniques.
We provide you with the answer sheet so you can do the analysis. Don’t expect people to get the exact right answers, however you will know if their thought process is in at least the same zip code. If you want us to look at the results and make recommendations, we can do that free of charge. We don’t want to replace your test for honesty/security etc. However, now you can find out if they will have what it takes to be successful when it comes to protecting your most valuable asset: your customers!
Go to https://principlesforbusinessandlife.com/ – click on Training Tools to place your order
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