With any business, it’s important that you keep your profits high and your expenses low. If you work in retail then this usually involves buying products for a low price and then selling them for more. This is easier said than done because if you are not careful then you may end up stocking too many products in your inventory and this can force you to lose out on money.
Train your Employees
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The first thing that you need to do is train your employees to the highest level. You have to
make sure that they are always available and you also need to make sure that they are able to support your customers as well. The main problem that a lot of businesses have, is that their team are always too busy with stocking shelves, organising products and other general activities. This means that they just don’t have time to work with customers and this is the last thing that you need if you want to increase your sales. If you want to get around this then you need to teach your employees that no task is more important than your customers. They need to drop whatever they are doing to help their customers every single time, and they also need to try and give them as much advice as possible. When you do this, your sales will rocket and your customer service will be way more efficient.
Train your Managers
Ditch the Sales Script and Do This Instead
Another thing that you need to do is train your managers to be the best salespeople they can be. If your managers are not able to understand the concept of sales, then they will never be able to give any kind of guidance to your team. On top of this, if a customer has a problem and they ask to speak to the manager, then you need to make sure that they know how to deal with this situation efficiently. Sure, managers do need to have a certain skill set, but nothing is more important than providing a good customer service and driving sales. If you promote an employee to a managerial position based on how long they have worked at your store then this could also be a mistake. They still need to undergo the proper sales training and they also need to know how to lead a team. If you promote someone without this training, then they may find it hard to pull up people on their behaviour because they used to be co-workers. This is something that you want to avoid, so some guidance is needed to help them transition from a shop worker to a manager if you want to get the best result out of your sales.
Be Human
Are You Making The Right Kind Of Sale?
If you constantly tell your team that you need to make sales, then this may push them to try and increase their performance when working on the shop floor. This is great, but you do have to make sure that they are doing it in the right way. The last thing that a customer wants is to be pestered by multiple employees. Instead, you need to try and encourage your employees to be helpful and to also give support when needed. Customers like to feel as though they have a human connection with a store-worker when buying a product and the more you can make them feel like this, the better. For example, if you are trying to sell a stereo system, instead of focusing on the features, ask the customer what music they like. Using this information, you can then advise them on the systems that you have available. When you do this, you can then show the customer that you are trying to meet their needs rather than just trying to force the sale.
Stock Multiple Products
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Another thing that you can do to try and drive more sales would be for you to stock multiple products. You need to show your customers that you are not like any other company out there and you are unique. Consider going to a gift fair 2019 to see what options are available, or even explore the idea of stocking different merchandise. When you do this, you can then begin to meet the needs of your customers much more efficiently and you can also stop yourself from becoming a one-product store.
Ask One Question
Could You Be Doing More To Keep Your Employees Happy?
When trying to make a sale, you may be tempted to ask a ton of questions. You have to remember that nobody likes being asked too many questions because it can feel like an interrogation. One way for you to get around this would be for you to ask an open-ended question. This can include what their goal is for the day, or even what they are looking for. This will give your customer the chance to tell you what they need and it will also help them to really feel confident knowing that you care about them rather than just the sale.
Try and Use the Customer’s Name
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When you use your shopper’s name in a conversation- it can make them feel important. This will stop your customer from feeling as though they are just a number or another person walking through the door. It doesn’t even matter if you get the customer name wrong now and again, because it shows that you care and that you are making the effort. Sometimes this can go a really long way to helping them get the reassurance they need.
Eliminate Counters
Sometimes counters can hide your employee activity. It also creates a sense of privacy. Your team may think that it is acceptable to eat their lunch at the counter, check social media or even play games. If you have no counter then this removes that barrier and it can be better for your customers as well. A lot of stores are exploring the idea of having tablets that can be used to serve people on the spot, and this can work wonders for your sales.
