Word to the RetailWise VI

Setup to Win

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…

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Word to the RetailWise VII

Set Individual Sales Targets

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…

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Word to the RetailWise VIII

Customer Perceptions

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…

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Word to the RetailWise V

Sales Tips and Customer Feedback

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…

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Retail Sales Metrics

Retail Sales Tips

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….

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Product Knowledge

product knowledge

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…

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Word to the RetailWise XIII

Online Marketing Fundamentals

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…

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Missed Sales

Missed Sales

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…

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