Professional Documents
Culture Documents
7 Ways To Get Better at Selling at Retai
7 Ways To Get Better at Selling at Retai
10
inS
har
e
But how did they get that way? Is the ability to excel at retail selling an instinctive talent that can’t be
learned?
Not at all.
Almost anyone can learn to be a great retail salesperson if they follow these seven principles that
humanizes the retail sales process.
1. Sell people on benefits
The “selling ice to an Eskimo” comment may be intended as a compliment of someone’s selling
ability, but in truth it highlights what a salesperson shouldn’t do. Selling products or services that
aren’t genuinely useful, enjoyable, or in some other way beneficial to a customer may help a
salesperson’s short-term retail sales numbers, but in the long run, you can’t be a great salesperson if
you don’t consistently provide value to your customers. Selling things to customers that they’ll later
regret buying will result in them returning them later, customers who won’t visit again and will likely
spread negative impressions of you and your brand across Facebook and Twitter.
The best salespeople not only understand this principle, they put it to work for them when they are
selling. They make it clear to the customer how an item will benefit them, and then they repeat what
the customer will get from buying the product throughout the selling process.
2. Be honest
Never overstate the value of a product or service, and don’t gloss over potential shortcomings. Not
only does lying hurt your reputation and the brand’s reputation, most customers are savvy enough to
tell when someone is being honest with them—and they like it! If they feel they can trust you, they’re
more likely to buy.
3. Upsell
Great salespeople always try to increase the sales amount. This isn’t anything for a salesperson to
feel guilty about. As a salesperson, that’s your job—as long as you’re honest.
Often, you can upsell or suggestively sell by identifying a customer’s fears. If you can understand
what customers are worried about, you can demonstrate how additional products and/or services
can genuinely help alleviate their problems. For example, “Have you ever gotten home, ready to
paint and discovered you were out of masking tape? We have several types right here.”
Other times, you’re appealing to upsell a customers’ desires, which sometimes are not clarified in
their own minds. If you can identify what a person is really after (e.g., not a specific car but a safe,
affordable car that’s a little sporty) you can gear your selling toward meeting that desire which can
often make a larger sale, as well as make the customer truly happy.
Too often we approach selling at retail as if it were all about how great our product or service is. It is
a one-sided arrangement where we are trying to get the person’s money to make ourselves happy.
By using these seven tips to get better at selling, you should discover its all about the customer’s
experience in your store – not your need to get the sale.