More and more brands are opening their own retail outlets in an effort to make their brand stand out. But more importantly to control their image. That’s why I was so shocked when I stopped into a new Rolex boutique and the greeting I received was, “How ya doin’? Which Rolex watch can I help you discover today?
Really? High-end luxury? Who scripted this greeting? But it got worse… READ MORE
After a friendly greeting, it is up to the sales associate to look for something unique about the person standing in front of them. This second part of the sale is what I call the Windows of Contact. You want to find something you like about them, compliment them and then READ MORE
Retail Sales Training: Waiting Will Cost You Money
Just about any product or service business can say, "Oh, I'm different, my customers can put off purchasing a new ___ or fixing the ___; they can wait."
But that's the problem isn't it? They CAN'T wait. It's not like that Star Wars DVD you place on the shelf and it will still be there, exactly as you left it.
Retail Sales Training: Remove Salt of Insecurity
Retail sales training tip: If you make the customer insecure during the moment they are deciding or paying for your merch or service, you will then be trying to placate a nervous customer. By then though, the trust and relationship are gone and you're left coming up with excuses to your boss.
Beware, there's a new character in retail...I call them PN for Prince (or Princess) Nice.
PNs start off by telling customers, "Here's whats on sale." Which reads, "I think we're overpriced so I'm being nice to show you the cheap stuff." No mention of what is new or different. That can affect profits, no doubt. But not like the most damaging of all of PNs words..."Don't worry about trying any of it on, just READ MORE
Training anyone is an art. You have to love it. You have to enjoy the challenge of getting through to people who may not immediately want to change the way they are doing things. While a lot of people try to do it themselves, it must be a priority. That's why some of the biggest brands in the world hire me to work with their best. The good news is you can bring me to work with your team no matter how big or small.
Want to learn the secrets of training your employees to interact with customers, sell your merchandise and like their job better?