Selling is a skill that anyone can learn. It’s arguable that we are all selling every day, from going on a date to setting ourselves up for a promotion at work. So, most of us have the basic skills – these just need to be nurtured and grown for a retail environment. If you’re looking to do better when it comes to retail selling then these are our top tips.
Avoid over sharing
It’s a great idea to use personal insight and experiences to establish a rapport with someone. However, avoid sharing too much personal information or using an interaction to boost your own self-esteem. The end result should always be that someone walks away from their interaction with you feeling good and with an impression of professionalism.
Manage your own expectations
Sometimes the issue is not a lack of ability or confidence but expectations that are just not realistic. It’s good to assume that you’ll be successful but not that every lead will be wildly enthusiastic and interested. Take some time to manage your expectations so that you’re prepared for a reaction that could be challenging. That way you’ll be ready to take it in your stride and move on.
Look – and sound – professional
If you’re selling in person don’t forget that consumers make a lot of judgments about trust and credibility based on appearance. An appropriate outfit, clean hair and nails as well as tidy, well looked after clothes can all make a big difference. Be clear when you speak and try not to rush what you’re saying, even if you’re nervous.
Put the customer first
The worst possible approach to take in retail selling is one where you act like you’re doing the customer a favour. This is off-putting, as few consumers want to be intimidated into a sale. Instead, take the view that you’re there to serve and the customer’s needs come first. You’re much more likely to get a positive reaction that way.
Challenge yourself to sell something you don’t personally like as training
This is a great way to expand the remit of what you’re capable of selling. If you can identify five things that you like about an item then you can sell it. Next time you’re faced with retail selling related to products you’re not keen on you won’t even hesitate to step up and succeed.
Be open and honest – and don’t be afraid to speak up
If you feel like the sale is just not going well then sometimes the best approach is simply to ask why. It may be that you’ve said something the customer didn’t like or that they just have to be elsewhere. Often, encouraging them to be honest with you can give you information you can use to make the sale happen.
Keep it light
Retail selling is important to the business and may be key for your career but it’s key to maintain perspective. It’s not the end of the world if you don’t hit your targets – what matters is that you identify what went wrong, learn from it, move on and then do better tomorrow.
The art of retail selling involves many factors, from maintaining professionalism to learning when to quit. Mastering it is simple when you know how.
hone your skills further by attending PTP’s The Art of Retail Selling course taking place regularly all over the UK.