Throughout my life I have worked in a variety of sales positions in both commission and non-commission establishments of the retail environment. Over the years you may have seen many different situations and refined my sales methods. In this article we will attempt to pass along some of what we have learned hoping that others can benefit from my past experience.
What is most likely the first major marketing decision that a retailer must take? Product Knowledge: Never stop learning.
Product knowledge is of the utmost importance in almost any retail environment, it is a large part of what your customers will remember you buy after they have left your store. Depending upon the type of store you are working in this can become quite overwhelming. When you find yourself in a situation where you have a large amount of products you must sell keep in mind that you don’t have to learn all of them at once. You will make your life much easier if you pick and choose merchandise in small groups with products directly related to each other. This will not only make learning easier, if done well it will also help you to increase add-on sales. Overall you will want to take it slow to make things less confusing,and never forget that you can also ask your co-workers to help,if they have been at your location longer than you the knowledge they can provide will be extremely valuable.
Be Honest: It really is the best policy.
We have all seen this in movies and TV, the character of a shady salesperson who will say anything to get you to part with your hard earned money. This concept could not be farther away from reality. As a salesperson you must always try to be honest with your customers. There will always come a time when someone asks you a question that you do not have the answer to, when this happens don’t be afraid to say you do not know. It should also go without saying that those words should not bring an end to the conversation, we now live in a world of smartphones and computers,so take the short time you will need to look it up. By doing this you will be showing your customers that you actually care and that can go a long way to bringing them back into your store. Another thing to keep in mind, don’t sell your customers what they don’t need. When you have someone looking for specific features show them products that are tailored to what they need. When you try to talk someone into buying something beyond what they are looking for your sale will most likely end in disappointment.
In a world where almost anything can be returned the last thing you want is a customer coming back feeling cheated because you tried to push something more expensive on them.