8+1 tips for practice
If you want to sell better, you should stick to successful and proven retail sales strategies. These range from the initial greeting to the successful and targeted closing of the sale. At its best, this is a holistic sales process that offers customers a pleasant shopping experience.
But successful selling is also about objection handling and needs analysis, because every customer has individual requirements. This is why it is important to determine the personality type of the potential buyer right from the start. This allows us to address you as individually as possible. The DISG model, which we present again in detail at the end, has proved particularly useful here.
8+1 tips for retail sales staff
If you want to sell better, you should stick to successful and proven retail sales strategies. These range from the initial greeting to the successful and targeted closing of the sale. At its best, this is a holistic sales process that offers customers a pleasant shopping experience.
But successful selling is also about objection handling and needs analysis, because every customer has individual requirements. This is why it is important to determine the personality type of the potential buyer right from the start. This allows us to address you as individually as possible. The DISG model, which we present again in detail at the end, has proved particularly useful here.
1. shopping experiences begin with the welcome
The right greeting is often a key factor in creating a positive first impression. First of all, make sure you make direct eye contact and maintain an open posture. This signals in advance that you are willing to help. A friendly greeting and clear pronunciation are further positive aspects of the first impression. The first few seconds often decide whether the subsequent conversation can be concluded successfully or not.
2. it is always important to demonstrate good humor at the point of sale
Customers notice when you are bored or in a bad mood. That’s why it’s always important to be friendly and in a good mood. However, this must not appear contrived, but must come across naturally. If you’re under stress, take a short break here to switch off. It is just as important to always have a smile on your face and not get upset by small things.
3. customers are at the center of all sales strategies
As the old saying goes: the customer is king. This applies in particular to sales strategies in the retail sector where direct contact is involved. Therefore, always show your counterpart the necessary appreciation so that they feel comfortable at all times. Also address questions, problems and concerns and formulate clear and easy-to-understand answers. You may be an expert on the product, but your counterpart probably isn’t.
4. respond to customer needs
During the first conversation, you also find out what people’s needs are. It may well be that a concrete idea of the desired product already exists. However, you may also need professional advice in order to make a purchase decision. So try to find out in a direct conversation what ideas your customers have and what exactly they are looking for.
5. present the product in an honest way
A good product presentation is often literally the be-all and end-all for all sales strategies in retail. If there are several alternatives, you can of course also provide these for selection. You must be fully aware of all product features so that there are no misunderstandings when it comes to expectations. In view of this, honesty is also one of the most important imperatives, because effusive praise of the product usually comes across as inauthentic.
6. always link the price to the benefit
While product features are often not easy to see, the price is very simple. If you are asked about the price, you should not hesitate or avoid it. This only creates a false impression. It is much better to answer this question with an open answer and link the benefits to the customer’s needs. The product costs this price, but also fulfills exactly the previously determined needs.
7. initiate a successful purchase in a targeted manner
If all the decision factors are known, customers can ultimately make an informed purchase decision. It is not uncommon for a change of mind to occur that could stand in the way of a purchase. Try to close the deal with sales-promoting signals such as nodding your head or listing all the benefits and services.
8. retail sales strategies must not be intrusive
Despite all the strategies and active approaches, you must not be too pushy in the advisory retail sector. Sometimes people like to look around a bit. You should therefore not take a short answer as a general rejection. Rather, it is an opportunity to remain on hand in case questions arise later while browsing or the need for advice arises.
Bonus tip: Use the DISG model in a targeted way
This model divides people into four categories that can help you in the sales process. The dominant type makes quick decisions and acts confidently, but could also challenge you in a sales pitch. The initiative type, on the other hand, wants to be convinced through compassion and joint problem-solving. A steady type likes to rely on the familiar and well-known, while the conscientious type likes to trust in data and facts. So if you manage to determine the personality type, you can tailor the advice and arguments to your counterpart.
Conclusion: Higher sales in retail with the right sales strategies
Retail sales strategies increase service and boost sales. The focus here is on good support from experienced sales staff who, with the help of the right tips, manage to close more sales. Far from diminishing the customer experience, the advisory service actually enhances it.