- 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?
It’s crucial to be able to sell to customers in a retail setting for a number of reasons, including:
All of these factors are significant when working in retail, but some of them may also be advantageous to you in other ways. Future careers as a doctor or psychologist can greatly benefit from developing your communication and body language skills, and gaining sales experience can open up opportunities for a career in marketing and advertising.
Tips for selling in retail
The following ten suggestions can be used to increase sales in your retail job:
1. Make a good first impression
Making a good first impression on a customer can help to positively affect how the sale turns out. Customers may be more receptive to speaking with you and hearing your knowledge of the store’s goods and services if you approach them with a smile on your face, a friendly “Hello!” and a positive outlook.
Additionally, it can be beneficial to follow up your “Hello!” with an inquiry about how you can help the client. This can make the client more receptive to your approach and demonstrate that you have valuable information that can be of use to them.
2. Ask them questions
A great way to build a relationship with customers and close sales is by asking them questions. Personalizing your queries to their potential purchases and interests can be even more beneficial.
For instance, if a customer wants to buy a set of luggage, think about asking them if they’re going on a trip for business or pleasure. By doing so, you may be able to influence the customer’s buying decision and gain a better understanding of what they’re looking for.
3. Actively listen
Making a connection with customers by actively listening to their responses or inquiries can demonstrate to them that you are there to help them. By maintaining eye contact, nodding, and, when appropriate, responding to what they are saying, you can demonstrate that you are actively listening. Additionally, by actively listening, you can comprehend the customer’s needs and point them in the direction of a product that meets those needs.
4. Learn to read body language
Knowing how a customer is acting will help you determine whether your advice or words are assisting or impeding the sale. You can modify your selling strategy to best suit a customer’s needs and successfully influence the sale by observing their stance, arm positions, and facial expressions.
For instance, if a customer is listening to you describe a product and you notice they are looking away and crossing their arms, you might want to pause and ask them a question to get their attention back on the sale. Ask them what they think of the product so far and see if there are any issues you can address once you have their attention again.
5. Ensure the product is useful
Asking questions during a sale will help you determine whether the item they’re considering will actually solve their issue or meet their need. By making sure that the product will benefit them, you can demonstrate your desire to be of service, and hopefully that customer will come back to you in the future to make another purchase.
Consider letting a customer know if you determine from their description of their needs or from their inquiries that the product you are describing won’t be helpful to them. Customers can trust you more if you inform them when a product won’t be useful. Consider recommending a product if you know it will benefit them more.
6. Focus your information
When speaking with a customer, concentrating your information on the most important aspects can help them quickly grasp the main advantages of a good or service. Highlighting particular features of a product can help focus the information to better serve the needs of your target market.
Consider mentioning that you sell a coffee maker with just one on/off switch and no other complicated buttons if a customer is looking for a simple one, for instance. Consider suggesting a pair of running shoes you’ve worn yourself for the past few years with no problems if another customer is looking for shoes that will last a long time.
7. Find something in common
You can more effectively establish a connection with the customer that might help influence the sale if you take the time to find something that you and the customer have in common. You can discover common traits through conversation or observation. You might be able to establish a connection with a customer by looking at their jewelry, clothes, or technological equipment.
For instance, if you see a customer carrying the same smartphone as you, you might comment on how it has benefited you and inquire as to whether they have encountered a similar situation. This could help spark a conversation that eventually results in you assisting them in locating what they require.
8. Understand what the customer wants
Understanding a customer’s reasons for buying will enable you to assist them in finding what they’re looking for more effectively. On occasion, a customer will claim to be looking for the most affordable option of a particular product or item. Sometimes, this is due to the customer’s inability to afford a more expensive choice. However, it’s also possible that a customer buys the least expensive model of a product because they anticipate having to buy it again later because it breaks.
Consider pointing a customer toward a more expensive pair of shoes that you are aware to be incredibly dependable, for instance, if they inquire about the least expensive options for running shoes because they are aware of how quickly they wear out. You can reassure the customer about the purchase and possibly close the deal by emphasizing the advantages and strengths of the more expensive option, like the extra-strength material used to make it.
9. Find a product to match
When attempting to sell a customer a product, it can be beneficial to make a recommendation for a complementary item. You can demonstrate your knowledge and expertise to the customer and possibly raise the sale’s value by combining two useful products.
Consider suggesting a belt or a few shirts that go well with a customer’s new pair of pants, for instance. The customer might be more likely to buy the pants and perhaps a few of the other suggestions if you give them more options that go well with the item they need.
10. Use a confident posture
It can be crucial to adopt a confident stance and posture when speaking with a customer in order to convey to them both your welcome and your confidence in your ability to assist them. The customer can see that you’re prepared to assist them by seeing them stand up straight, shoulders back, and knees slightly bent. You can then direct them to where they need to go.
FAQ
What is selling in retail?
When a company sells a good or service to a customer specifically for that person’s own use, that transaction is known as a retail sale. The actual transaction may take place through a variety of sales channels, including online, in a physical storefront, through direct sales, or via direct mail.
How do you do retail sales?
- Make a great first impression. …
- Think before you speak. …
- Don’t forget about body language. …
- Remember that less is more. …
- Make active listening a habit. …
- Use storytelling to sell. …
- Do product demos and allow for testing. …
- Educate customers.
What are the 7 steps of retail selling?
- Step 1 – Greet the Customer. You must learn HOW to welcome each customer 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 retail sales examples?
- Apparel.
- 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)
