In 2016, total retail sales in the United States topped $5.5 trillion, an increase of 3.3 percent over the prior year. This is a clear indication that there are tremendous opportunities to earn a substantial income in retail selling.
Many people miss out on this opportunity because they feel intimidated by the sales process. It’s likely that they simply haven’t practiced the necessary skills. The truth is that anybody can be successful at retail selling if they stay on top of industry trends and take the time to learn some basic techniques.
To get you started, we’ve gathered a list of the seven best ways to improve your selling ability. If you want to significantly increase your retail sales this year, read on.
#1. Get Your Mind Right
Successful retail selling starts before you even leave the house. Starting your day with the right mindset can have a powerful impact on your sales numbers.
Shakespeare wrote, “There is nothing either good or bad, but thinking makes it so.” If you start your day expecting nothing but the very best, you are likely to prove yourself right. Assume that you are going to easily exceed your sales goals, you are already well ahead of the game.
Dressing for success is more than a cliche. Your physical appearance has a lot to do with how you feel. Make sure that you are well-groomed, dressed properly, and accessorized appropriately.
When you come to work looking great, you will feel more confident and people are more likely to show you respect.
#2 In Retail Selling, Honesty is The Best Policy
Don’t approach retail selling like a slick used-car salesman. Fast-talking people into buying things that they don’t want or need may help you close one or two deals, but won’t be effective over the long-run.
Customers who experience buyers remorse will often return the products. They may even bad-mouth you in public or on social media. Unhappy customers can quickly damage your reputation.
Great salesmen understand the details of the product they are selling. To build trust, take the time to become an expert. Try to find some positive features but don’t gloss over potential problems.
Be willing to discuss both the pros and cons and compare it with other similar products. Buyers will appreciate your honesty and are more likely to trust your suggestions. This can be the difference between closing the deal and losing the sale.
#3 Become Their New BFF
People want to do business with people that they know, like, and trust. This makes building rapport one of the most important aspects of retail selling.
Give your potential customer a quick once-over and find a way to create an opportunity for conversation. Compliment their designer handbag, beautiful jewelry, or awesome new smartphone.
Ask a question related to the item you have complimented. Use the response to provide some information about yourself. Before you know it, you will be engaged in a conversation that creates an immediate sense of friendship and trust.
#4 Study Customer Psychology
To close more sales, watch how the customer is behaving and adjust your technique accordingly. Make eye contact whenever possible and use active listening skills to get them fully engaged.
Humans have a natural desire to reduce pain and seek out pleasure. When discussing the product or service that you are trying to sell, focus on how it will accomplish one of these goals. Customers don’t care that you need to sell your product, they care about what’s in it for them.
Pay close attention to body language, the tone of voice, and facial expressions. These are telltale signs of whether the customer is interested in receiving your help or impatiently wishing that you would go away. If you help isn’t needed, give the customer some space and move on to your next prospect.
#5 Master the Up-Sell
One of the biggest secrets of successful retail selling is the effective use of up-sells. Help your customer find the perfect belt to go with his new jeans or suggest a can of leather protectant for her new shoes. At the end of the day, small add-ons can significantly increase your total sales.
Every item that you suggest should be aimed at enhancing the buyer’s experience. Always be on the lookout for opportunities and never passes up a chance to make suggestions. Once people have committed to the initial sale, they are in “buying mode” and much more open to influence.
#6 Create a Sales-Friendly Environment
Retail selling doesn’t have to be complicated. It’s often the simplest things that enhance the buyer’s experience. Customers are more likely to make purchases when the staff is happy and readily available to provide service with a smile.
Proper product placement and the speed of your check-out system can greatly impact retail sales. Customers hate to waste time and may rethink their purchases if they have to wait in line.
Carefully select which employees you will allow to your check-out registers. Set them up for success by using a quality point-of-sale (POS) system. A pleasant check-out experience will help to ensure that you don’t lose sales during these critical moments.
#7 Evaluate Your Performance
Even the best salesman knows that there is always room for improvement. After each interaction with a potential customer, take a moment to evaluate your performance. Make note of what went well and consider how you can improve your next customer interaction.
It’s been proven that you are more likely to improve the things that you track consistently. Start tracking the number of customers you interact with and comparing that with your daily sales numbers. You may be surprised how quickly your numbers improve when you start paying attention to all of your opportunities.
Once you have mastered your sales technique, you need to be able to efficiently close the deal. POS Highway offers cutting-edge solutions and technological support for your retail selling needs. Contact us today to learn how we can help you grow your business.