In a retail store, everyone hired as a salesperson sells, but most are not successful at it. Perhaps they'd like reminders about what customers appreciate. Here are some suggestions for those who want to improve.
- Make Customers Feel Welcome
Greet your customers with a big smile and a thank you for coming. Instead of hiding yourself behind a huge sales counter, come out front and break the physical barrier.
- Build a Rapport with the Customer
Repeat customers afford a great opportunity to move from simple greetings to a little chat about niceties. An exchange of non-sales-directed talk will go a long way in helping the customers open up and build a better relationship.
- Know Your Product and Services
Invest some time in understanding your product or service. Try to know all the features of the product and their relevance from customers' point of view. Ignorance about the prevailing promotion schemes will not only hamper the sales but affect your career, as well. It is a good idea to know the advantages and limitations of your product or service. Knowledge of the market and the competitors will add value to your service, because you'll be able to differentiate your product from the rest and position it advantageously.
- Follow Up
Many retail sales persons make a mistake of treating customers as a one-time transaction. They consider the deal to be over once the customer makes the payment. Follow-up is the key to get repeat sales. A satisfied customer brings referrals and buys again.
- Help People
Help people in your store. Take an interest in them and answer their questions with a positive attitude. Find out their requirements. Even if they don't buy anything from you today, maybe they'll buy from you tomorrow.
- Focus on Customers' Agenda
Don't forget that you are paid only because customers buy from your store. Learn to think only from a customer's perspective. Hard-selling or trying to sell fast may earn you your commission today, but your company may lose that customer in the long run.
