Sales is an essential part of businesses, even more so within retail companies. It involves a lot of face-to-face communication between clients/customers and salespeople. Being able to provide customers with their recommendations and or needs is crucial for salespeople. Listening to the customer is imperative especially in retail environments where complex solutions are involved. Below, Merlinsoft has written ten top tips for being able to sell successfully within the retail sector.
Appearance is key.
Taking care in how you look to your customers is important. Customers notice this; they remember how you present yourself and this shows you in a positive light. You’re more likely to look like a distinguished salesperson if you dress the part.
You are providing a service.
You are there to serve. Do not forget this. You are not doing the customer a favour, do not act above them. Without them, you would not have a business or job. Show them some respect too. You’re more likely to gain it back too, and you never know if you don’t sell anything there and then you may do later. They’ll remember the ‘nice’ salesperson.
Don’t always go for the easy sell.
If you keep selling the products/services that are easy you won’t be able to ever sell anything else. It’s easy to sell something that’s on offer; it will practically sell itself. Don’t waste your time on it.
It may seem like a given, but making a friend in your customer is no bad thing. Build a rapport with them, it doesn’t even have to be to do with what you’re selling. You never know they may need you for a service or have connections that do. Either way, you’ve gained a friend that may help you in the future. The idea is not to alienate or intimidate the customer.
People already have a perception of salespeople being dishonest, due to the competitive nature of the job. Not only this, customers are clever enough to know if you are being dishonest with them; do not underestimate them. If you are honest, they will feel like they can trust you and therefore more like to buy.
Once the customer has agreed on an item, it is not considered bad nature to add-on, up-sell or cross-sell. The idea is to be honest again, and to sell items that provide value. If you can understand what the customer wants; you can gear to selling them something that will make them feel better about their purchase. Something they may never have known about.
Go the Extra Mile.
Be persistent without being pushy. Make sure you are diligent on your pre-sale and follow-up. Making small, consistent and personalised contact will go a long way and this is something that customers will appreciate.
Read your customers.
It Is important, when making the sale, that you can pay attention to the customer’s behaviour. Being able to make adjustments in your technique based on the personality type of the customer is a quality that salespeople must have.
Don’t Act Desperate.
Don’t throw a million and one offers on the table that the customer has no interest or need in. You are selling them something that should make their lives better and this should reflect in your attitude also.
Challenge their perceptions.
Learn your product well. A customer may not be fond of your product from a previous supplier or due to lack of technology. However, you can change their opinion by telling them about the product which was updated and may suit their needs better than before. It’s up to the salesperson to challenge the perceptions of the customers.