A good sales person possesses many qualities that you and your customer will find valuable. There are many things that influence a sale. Making sure that your sales people are aware of these things will help them to hone their customer service and selling skills in your store. Some of the best techniques are the ones that have proven themselves to be effective over time. Find the ones that fit with your brand image and come up with your own retail sales person customer training program.
- Sales people should, first things first, be helpful. Knowledge about the products that you carry is a must. If a customer does not want to be bothered with idle chit chat but they have a question, they want you to get to the point. Being friendly and respectful doesn’t always mean having a back-and-forth conversation, just for fun. A quick exchange can be more valuable if the information is helpful.
- Teach your sales team how to read and listen to customers. If you ask them if they need help and they quickly say “no thanks” without making eye contact, they probably do not want to be bothered. Keep your distance but be available. Try not to interrupt their shopping unless you get the feeling that they’re feeling chatty.
- Always try to suggest add-on merchandise. Jewelry for outfits, tops for bottoms, jewelry cleaner for jewelry, etc. You can help customers to see things that they missed, scare them into thinking that they really may need something else that they didn’t think of before, and entice them with discounts for adding on. Increasing your sales is best done at the end of a positive shopping experience before they make it to the check out.
- Make sure that your store is up to snuff. Garment racks should be spaced far enough apart that your customers don’t feel trapped or cramped. They should always be fully stocked with every size. Don’t overpack or underfill a garment rack. Make it easy for customers to see that if they do find something that they like, that you will most definitely have their size.
- Have your sales team listen to customers, even if it’s from a distance. They may be talking to a friend, either in person or on the phone. They will tell their friends what they are truly thinking about your store and merchandise, which will give you a lot of valuable information about what to change, offer, or get rid of.
About the Author: John Garvey is on the staff of Only Garment Racks, a leading online source of garment racks including clothing racks. Find a high quality garment rack or clothing rack at http://www.onlygarmentracks.com.