How To Increase Units Per Transaction (UPT)

By Bob Phibbs

raise UPT KPI conversion rate retailYour success as a retailer depends on increasing your units per transaction (UPT) and conversion rates. The only way to do that is by creating customer relationships.

A customer who is enjoying their experience in your brick and mortar store is easier to upsell and more likely to buy add-ons.

That’s what raises your UPT – customer relationships that turn browsers into buyers, and buyers into repeat customers..

You know that, right?

Yet as important as they are, many brands entrust their customer relations to a sales staff without any training.

I hope that’s not you…

Your sales force is the first point of contact a customer will have with your business.

It used to be you could hire people with selling skills.

It used to be being a salesperson wasn’t a bad thing.

It used to be retailers had extensive training departments that drilled UPT.

That’s not now.

No matter your size, you need to be giving your employees the tools they need to build real relationships that can increase units out the door.

Putting the person back in salesperson

Retail sales training can teach salespeople every step of the sales process-beginning with approaching and engaging the customer in a genuine, human manner.

Once the salesperson connects with the customer, they can use the rapport they built to start selling your merchandise. And a customer who is having an exceptional experience is less likely to try and haggle over price.

But it's more than that, it's about being able to upsell and add-on to every sale. 

How do you increase UPT? Here are some major points to consider:

  • Have a weekly staff meeting that showcases one aspect of selling.
  • Have a sales process that is clear and detailed.
  • Monitor sales for number of units per transaction and reward employees who excel.
  • Use mystery shops to see if after providing training, your associates are upselling and adding-on as trained. 

Sales isn’t an art, it’s a science. A salesperson learns the basics, tries their new skills in a positive environment, and continually works to tweak and develop their own authentic style.

That involves psychology and a host of other skills that can’t be learned from a book or three-ring binder full of faded and messy training materials.

Learning to do it right

Online sales training can give your entire sales crew the skills they need to turn boring shopping trips into great ones. My interactive online sales training, SalesRX.com offers a convenient way for you to provide the necessary training for your employees, without disrupting your day-to-day operations. 

Training doesn’t happen in a vacuum and can’t be accomplished overnight. It takes time and effort to absorb, implement and properly execute the information.

See also The Five Essential Steps You Need In Your Retail Sales Strategy

In Sum

Let’s be honest, regardless of their past experience or on-the-job training, few salespeople will provide your customers with a bad experience.

Sure, they might not be the most engaging, but most can ring someone up and not be offensive.

The problem is that without the proper retail sales training, few of them will provide customers with an exceptional experience.

And in a world of mediocrity, only exceptional will pay the bills.

Once customers have had a positive experience, they’re also more likely to return to your store for future purchases. Again, these positive sales experiences all hinge on your salespeople being able to build solid customer relationships built on authenticity.

Your goal is for them to be trusted advisors in the selling process if you want to raise your units per transaction.

That doesn’t come naturally. 

Download the SalesRX Brochure & Outline

The 5 Shifts Brick-and-Mortar Retailers Are Making to Generate Up to 20% Higher Profits Every Month

Are you a hungry brick-and-mortar store owner who’s ready for a fresh, people-obsessed strategy? This training is for you if you want to grow your business using a powerful customer experience formula proven to make your cash register chirp.

I'm ready to win