Sales. Every retailer wants ‘em and many businesses go to great lengths to get more sales. And if you’re reading this, chances are you’re looking for new ideas on how to increase sales in your business.
Maybe your promotions aren’t working as well as before, or perhaps you just want to brush up on retail selling techniques. Whatever it is, you’re in the right place. In this post, we’ll run through 7 selling techniques that can unlock more opportunities and revenues in your business.
- Greet your customers. …
- Know your products well. …
- Provide product testing. …
- Listen actively to your customers. …
- Sell by asking questions. …
- Offer upselling. …
- Consider cross-selling. …
- Leverage storytelling.
Client says, “I’m just looking around.” – Retail Sales
Why is selling in retail important?
Having the ability to sell to customers in a retail environment is important for several reasons, including:
Though all of these reasons are important while working a job in retail, some can benefit you for other reasons. Building skills in communication and learning to read body language can benefit you greatly in future job possibilities, such as a doctor or psychologist, while gaining experience in sales can also create opportunities for a career in marketing and advertising.
Tips for selling in retail
Here are 10 tips you can use to help you make sales in your retail job:
1. Make a good first impression
Making a strong first impression with a customer can help positively influence the outcome of the sale. If you approach a customer with a smile on your face, a friendly “Hello!” and a positive attitude, they might be more willing to talk with you and listen to your expertise on the stores products and services.
It can also be helpful to follow-up your “Hello!” by asking the customer how you can assist them. This can help the customer understand why youre approaching them and show that you have helpful information that can benefit them.
2. Ask them questions
Asking a customer questions is a great way to connect with them and make a sale. It can be even more helpful to personalize your questions toward their prospective purchases and interests.
For example, if a customer is looking to purchase a set of luggage, consider asking them if theyre taking a business trip or vacation. This can help you better understand what the customer is looking for and possibly help you influence the outcome of the sale.
3. Actively listen
Actively listening to a customers answers or inquiries can show them youre being helpful while forming a beneficial connection. You can show your active listening skills by using eye contact, nodding and responding to what theyre saying when appropriate. Also, by actively listening, you can better understand what the customer is looking for and direct them to a product that best suits their needs.
4. Learn to read body language
Understanding a customers body language can help you understand when your words or advice are helping or hindering the sale. By reading a customers facial expressions, arm positions and stance, you can adjust your selling strategy to best fit their needs and positively influence the sale.
For example, if youre explaining a product to a customer and you notice they have their arms crossed and are looking away, consider pausing your explanation and redirect them back to the sale by asking them a question. Once youve regained their attention, ask them their thoughts on the product so far and see if there are any concerns you can address.
5. Ensure the product is useful
When making a sale, its important to ask questions to make sure that the product theyre looking for can actually help them with their problem or need. By ensuring that the product will be useful to them, you can show your desire to be helpful, and hopefully that customer might return in the future to buy from you again.
If you notice through a customers description of their needs or through their questions that the product youre explaining wont be useful to them, consider letting them know. By letting a customer know a product wont be useful, you can show them you can be trustworthy. If theres a product that you know can be more useful to them, consider suggesting it.
6. Focus your information
Focusing your information on the most relevant factors when talking with a customer can help them better understand the major benefits of a product or service in an efficient manner. Highlighting specific aspects of a product can help narrow down the useful information to target your customers needs.
For example, if a customer is looking for a simple coffee maker, consider mentioning that you sell a coffee maker with one on and off switch and no other complicated buttons. If another customer is looking for running shoes that will last a long time, consider mentioning a pair youve used yourself for the last couple of years with no issues.
7. Find something in common
If you take the time to find something that you and a customer both have in common, you can better create a connection with the customer that might help influence the sale. You can discover common traits through conversation or observation. By examining a customers jewelry, clothing or technological devices, you might be able to find a commonality between the two of you and form a connection.
For example, if you notice a customer is carrying the same smartphone as you, consider commenting on how your phone has helped you, and ask the customer if theyve experienced the same thing. This can help start a conversation that can then lead to you helping them find what they need.
8. Understand what the customer wants
You can better help a customer find what theyre looking for by understanding a customers motivations for purchasing. Occasionally, a customer will tell you theyre looking for the cheapest selection of a certain product or item. Sometimes, this is simply because the customer cant afford a more expensive option. However, its also possible that a customer is purchasing the cheapest option of a product because they are expecting it to break and will then have to purchase it again in the future.
For example, if a customer asks you what the cheapest options for running shoes are because they know how quickly they wear out, consider directing the customer toward a more expensive set of shoes that you know to be incredibly reliable. By specifically highlighting the strengths and benefits of the more expensive option, such as the extra-strength material they used to make it, you can help the customer feel better about the purchase and possibly make the sale.
9. Find a product to match
If youre trying to sell a product to a customer, it can be helpful to suggest another product that pairs well with the item theyre interested in. By matching one useful product with another, you can show the customer your knowledge and expertise and possibly help increase the value of the sale.
For example, if a customer is purchasing a pair of pants, consider suggesting a belt or a few shirts that match well with the pants. By showing the customer more options that can pair well with the product they need, they might feel more inclined to purchase the pants, and possibly a few of the other suggestions as well.
10. Use a confident posture
When talking with a customer, it can be important to use a strong posture and stance to help show the customer that you are welcoming them and that youre confident in your ability to help them. By standing up straight with your shoulders back and knees slightly bent, the customer can see that youre ready to help and you can direct them to where they need to go.
What are retail sales examples?
- Automobile sales (including auto parts, new and used vehicles)
- Building, hardware and garden supply.
- Department stores.
- Electronics and appliances.
- Food and beverage (including grocery and liquor)
- Fuel (gas stations)
What are the 7 steps of retail selling?
- Step 1 – Greet the Customer. You need to know HOW to greet every customer and welcome them into your store, shop or showroom. …
- Step 2 – Ask KEY Questions. …
- Step 3 – Qualify the Customer. …
- Step 4 – Know Your Products and Services. …
- Step 5 – Offer Options. …
- Step 6 – Close the Sale. …
- Step 7 – Validate Purchase and Thank the.
What are the 5 key points to selling retail?
How do you do retail sales?
- Greet everyone with a smize. …
- Expect to be able to sell to everyone. …
- Dress to impress shoppers. …
- Don’t gossip about others. …
- Find something to like about any stranger. …
- Serve first to be able to sell. …
- Know your sales closing ratio. …
- Sell something you hate.