#01. Let the phone go to voicemail when
waiting on a customer.

#02. Ask something that can’t be answered
yes or no.

#03. Noticing something the shopper has on
allows you to start to build trust.

#04. Take time to unpack both your good and bad sales to see how you came across.

#05. Think of being a story collector before a
salesperson.

#06. Repeat back what you heard rather than
make the customer repeat themselves.

#07. Any time you are in the presence of a
customer, you need to build rapport
whether that is at the curb, on the
phone, or in the store.

#08. Ask shoppers “Is this your first time in
the store?” Regardless of their response,
offer a store tour.

#09. Make your greeting a statement, not a
question.

#10. Customers buy what a product does for
them, not what it is made of.

#11. Help them figure out all their options
after you’ve gotten them to love the
product.

#12. Getting your shopper to pick up, touch,
or use your merchandise is the gateway
to making a sale.

#13. Stay on the sales floor until the customer is ready to be rung up. It’s not a race.

#14. The number of shoppers determines
the amount of time you spend with each
individual shopper.

#15. Introduce yourself by first name to your
loyal customers and make sure you
remember theirs.

#16. Going out of your way just because is
the ticket to better online reviews.

#17. Everything not customer related must
end when a shopper walks in.

#18. Don’t be satisfied selling one item. Sell
the complete solution.

#19. Start by presenting the best you have,
not what you can personally afford.

#20. Keep employees’ minds engaged and
train something daily.

#21. Asking questions is as important with
remote selling as in-person.

#22. Find a way to show something new to
grow sales and customer loyalty.

#23. Customers often need more items but
they don’t know that.

#24. Build buyer confidence by building
rapport.

#25. Get someone to love the product and
they’ll move heaven and earth to buy it.

#26. Engage a shopper so well they ask you
about how to take care of it instead of
you rattling on about features.

#27. See every shopper as an opportunity to
make a sale.

#28. When you start off curious about why
a shopper came in, you ask them
questions for them to relax.

#29. Get comfortable with asking for the sale
in mock sessions away from customers
to build confidence.

#30. Ask an open-ended question midway
through your sale so the shopper tells
you everything that’s important to them.

#31. Remove products that don’t fit or are
wrong so the customer can make a
choice, not become overwhelmed.

#32. The perfect product could be the very
best, make sure you leave phrases that
inspire caution to yourself.

#33. Buy what you can sell, not what you like.

#34. Use all the time you spent with a
shopper to get the full solution.

#35. Using a fitting room reduces returns by
50%.

#36. Build rapport in order to earn the right to sell the merchandise.

#37. Customers rarely know prices of materials so don’t shock or limit them by asking about budget.

#38. Train your crew so well they are not
talking over the customer. People don’t
buy what it has, but what it does.

#39. If it looks sloppy to you, it looks worse to
a shopper so pick it up.

#40. After selling your full-price merchandise,
suggest a shopper find something in clearance.

#41. Draw customers in with one item unrelated to the merchandise in your windows.

#42. Angles create interest so adjust your
fixtures accordingly.

#43. Make a monthly schedule so employees
can plan their lives.

#44. Connect rapport building with product
knowledge training.

#45. Train that the customer is the most
important priority rather than stocking
or chatting.

#46. Get seasoned employees to participate
in training so they don’t feel they no longer need it.

#47. Show employees you believe they are
something you value.

#48. Ask applicants how they achieved sales
goals in the past.

#49. Train how to build rapport before you
pitch product.

#50. Don’t allow excuses for missing sales goals.

#51. After a customer leaves, replay the
interaction with your salesperson.

#52. When giving a raise, go by what they prove they know, not time they’ve worked for you.

#53. Quiet quitting is real so address someone who hides from engaging shoppers or whose body language says they are bored.

#54. Train something every day to keep the mind engaged.

#55. Price increases can limit associates’ interest in selling your products.

#56. Teach or practice one concept with your
crew each day.

#57. Great customer service builds the
threads of community.

#58. Build sales to lower your percentage of
labor and raise your margins.

#59. You can train the skill but it takes the will.

#60. The store is the hub where your brand
comes to life.

#61. Balance tasks like order picking with
helping customers.

#62. You must do mock sessions with your
crew so they haven’t just been exposed to training, but will do what you trained.

#63. Provide a path to more responsibility and compensation and train how to get to the next level.

#64. Only doing matters so inspect what you
expect.

#65. Make every interaction about the person
in front of you, not the product.

#66. Thinking on their feet is best done when
associates are brilliant on the basics of engaging shoppers and building rapport.

#67. Don’t oversell something you do not
have readily available.

#68. Employees’ minds quit long before their
bodies. Don’t ignore problems.

#69. Get Ready to Take Your Retail Store to
The Next Level: Take This Assessment.