Word to the RetailWise VI: Presenting options to your customer initially and during the add-on or upsell stage. Everyone knows that Presenting Options is one of the steps in the selling process. But not everyone knows it means exactly that. Too often sales associates suggest options, point to…
10 Pointers to Increase Retail Sales The big holiday season is over for another year. Now that things have slowed down you have an opportunity to concentrate on managing your associates’ sales performance so we thought we’d provide 10 pointers to increase retail sales…
Another article in the series… Word to the RetailWise VII: Set individual targets for store associates. There is no denying that working in a team can inspire each team member to do his very best. However, that doesn’t mean it will. And, very often, working in a team…
Retail Sales Training: Don’t Fall For This Training Lie A salesman for a retail management consulting and training company calls or emails you and gives you the hard sell. He tells you how your retail stores will increase sales and profits by some large…
Another one of the series ‘Word to the RetailWise VIII’ Never implement policies or procedures without asking the critical questions first. And the questions are… “How will this policy or procedure affect our customers?” and “How will this policy or procedure affect our employees?” When you…
Sales Tips from an Expert Prepare for Sales Success. The selling process begins with preparation. All professionals prepare properly and a sales person’s routine is no different. Preparation is an in depth endeavor. We have to be mentally and physically prepared. We have to…
Retail Sales Metrics In a retail environment, there are 3 key factors that have an immediate impact on sales performance. Sales = Traffic (Footfall) x Conversion Rate x Average Sale Traffic is the number of new prospects and repeat customers coming into the store….
Product Knowledge: Use it appropriately Good product knowledge will help even the most reserved sales associate. It gives them confidence knowing they have something of value to tell the customer. I cannot stress enough the importance of product knowledge when it comes to making…
Keep an open mind when it comes to hiring people who are well educated, and trained, in another field. Recruiting, interviewing, hiring and training takes up a lot of our time and resources. So, we tend to look for those who will be with…
Are you calculating your missed opportunities on a regular basis? If you are then, presumably, you are doing something to reduce them. If you aren’t, you are leaving money on the table…maybe lots of it! Check out the example, below, where even if only half of…