Retail Sales Tips – How To Turn A Maybe Later Into A Yes Now

Aren’t those “maybe’s” annoying? Did you know there is a way to turn a maybe later into a yes now? In retail sales, as any other kind of sales, you can, if you take a little time and patience. Here’s some tips on how to get it done.

Ask some questions:

Retail Sales Tips - How To Turn A Maybe Later Into A Yes NowSo you’re interacting with a customer and you ask them if they are ready to buy and they hem and haw and give you a maybe. Don’t lose your cool, ask some questions. Ask them what is holding them back from buying, what questions they still may have. Then answer them.

Be ready with your own answers. Don’t stop at letting them give you one word answers, ask for an explanation. Ask them, nicely, what their objections are and see if you can knock them down.

Don’t be obnoxious, but be passionate:

Another strategy is to adopt a philosophy of not taking no for an answer. Don’t be obnoxious, be convincing. Be persuasive and see how that works. Remember, if you are passionate about what you do and what you sell, people can be persuaded.

But, if they aren’t, gracefully accept it. Why? Because that maybe might not change today, but it might tomorrow or next week. If you are an obnoxious jerk, they won’t come back!

What about financial objections?

Asking those questions is important for another reason. Why? Because you might be able to find another way of looking at it. For instance, you can see that they really want the product, it’s written all over their face, but they just can’t afford it all at once. Can you offer a payment plan for them that works with their budget? Ask the question to find the sticking point and see how you can remedy it.

Help them think it’s their idea to buy:

Lastly, if you can make them think that the purchase is their idea, they will buy. Why wouldn’t they say yes to their own idea. You do this by feeding them information bit by bit and leading them to the inevitable decision, without asking them to make the decision. It’s like when you were trying to convince your parents to let you do something or have something they were dead set against. Once it was their idea, you got what you wanted.

Maybe’s don’t have to be a problem with your retail sales, if you know how to handle them.

Retail Promotion Ideas For New Years Sales

Retail Promotion Ideas For New Years SalesWith New Year’s right around the corner, getting your retail year kicked off on the right foot is important. Throw a great sale to bring in customers. Here are some great retail promotion ideas to get you going using smartphones and other electronics in your displays.

One idea is to have a New Year’s Resolution Sale

Generally it should work like this. Choose a time period, be it a week or the whole month, and promote items that would help customers with common resolutions.

You can set up displays for the sale based on “popular” resolutions. Here are several to use for smartphones, tablets, etc.

Organization:

There are a myriad of electronic gadgets, apps and computer programs to help anyone with organization problems. From calendar programs and apps, to other ways to organize paperwork, tax records, work items or whatever part or portion of your life that needs organization. Set up a display of different smartphones, tablets or computers with organization software or apps on them so customers can try them out.

Weight loss:

Who hasn’t said “I need to lose a few pounds this year”? There are so many ways to lose weight and so many pieces of technology available to help. Getting in shape means tracking things from what you eat to how you exercise. Set up a display of smartphones with apps to track calorie intake, apps to track calories burned, and other things like pedometers and heart rate monitors.

Stop smoking:

Trying to stop smoking is tough. Using technology to get support in doing so is smart. Again, set up smartphones with ways to track cessation efforts, support apps and so forth that will help many.

Bonus idea

Ask customers to share what their particular resolution might be, and then provide them the tools in a drawing. Limit what you provide to a particular dollar amount. For all others who submit ideas, give them each a discount on items they will need for their resolutions.

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How to Sell When Your Customer Has a Computer in Their Pocket

Do you comparison shop? Everyone does today, especially since it is incredibly easy to do so with a small computer in your pocket. Price shopping means it’s harder to sell since the customer feels they have the upper hand. But price shopping can be a good thing.

The Customer Price Shops

How to Sell When Your Customer Has a Computer in Their PocketThe customer is standing in your store, looking at a product that they want or need, and wonder if it’s cheaper somewhere else. So, the customer whips out the ol’ smartphone and boom, there you have it: a list of where it is on sale, online and in person, it’s incredibly easy right?

Great for the customer, not so great for the sales person! Well, maybe not. If you prepare before the customer gets there, you can be ready for whatever price shopping objections they throw your way.

Check Out Your Competitors

First things first, prepare for your day. Check out your competitors. Go online and check out their sales and regular prices. Your customers are, so you should too. It doesn’t mean you have to lower your prices. What it will do is allow you to know what they have in order to know how to respond when a customers says “well so and so store has it lower.” Maybe it’s a slightly different model, or you can point out the fact that they would have to pay shipping, use their gas to go to another store or some other point that will get them to buy now from you.

Use All The Apps Available

Be sure to have all the retail comparison apps people are using downloaded to your smartphone or tablet. Use them to keep on top of competitors or what is new and hot. No excuse for a salesperson not to use these apps as they are incredibly easy to use and will keep you informed of what your competition’s prices are on all your products.

Be Prepared

Use all of those strategies to price match if you can. No matter what you do with it, be prepared. Your customers WILL be price shopping, so you should be too.

If you like these retail sales tips, you will love our program, 7 Steps To Yes!

Learn more here: MasteringWirelessSales.com

What is Intuitive Selling and Are You Doing It Right?

Intuitive selling is using training and knowledge as well as the use of different techniques to be a successful tech salesperson. Selling is more than just the stereotypical “slimy salesperson” kind of tactics. Intuitive selling takes the “slimy” out of salesperson as you will be seen as knowledgeable and helpful.

Become a Trusted Business Advisor

What is Intuitive Selling and Are You Doing It Right? Intuitive selling involves becoming a trusted business advisor, not just someone who spits out information. Selling intuitively means not just emphasizing computer data and information, but human-generated insight and wisdom that is based on that data and information. Everything you do as a salesperson depends on insight and experience. So how do you sell intuitively?

Strategic Selling Behaviors

First, adopt a sales methodology that emphasizes strategic selling behaviors like asking questions, determining customer needs, and communicating insights in a way that is understandable and relatable. Then implement it consistently and keep track of progress.

Use Technology

Remember that you sell technology, so use it to implement and track. As a salesperson of technology, people would probably be surprised if you didn’t use it, just don’t let it get in the way of the sales process. Use a program that allows you to focus on what you know is important in your process. Then make sure you leave time in your schedule to review what you track and make whatever changes or adjustments are necessary based on what it tells you. Also make whatever changes or adjustments based on what the human interactions tell you as well.

The Golden Rule

Being intuitive is process and knowledge to be sure, but it’s really just about treating people with respect, listening and thinking about how you would want the process to go if you were the customer, not the salesperson. Intuitive selling is all about the golden rule: Treating others as you would want to be treated. So know your stuff, but know how to get to know your customers as well.

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Retail Sales – Providing A Consistent Customer Experience

One of the ways to help guarantee success in retail sales is to provide a consistent customer experience. The people who do this for you are your employees, since they are the people who represent your business. Providing them with consistent customer service training is important.

Good Communication

Retail Sales - Providing A Consistent Customer Experience Since communication is the best way to provide that consistent customer experience, you need to consider a few things. First, do your employees deliver consistent, reliable information? Does it help your business to have your customers get contradictory information? Of course not.

Good Training

Customers tend to get upset when one employee tells them one thing and another employee tells them differently. So when you’re training your employees, be sure to address things like the typical questions that customers ask, different kinds of situations that come up and how to handle it, and what to do if you get questions and you don’t have the answers. Also train them on how to handle angry customers.

One thing that we have found be a great benefit is to have an in-store or cross-store knowledge base. Having all the answers either online or in a service manual will guarantee that you, as the business owner or manager, are directing the conversation instead of having mavericks out there saying anything that comes to mind.

Focus on Customers

Next, ask yourself do your employees look for ways to be friendly? Are they likeable? Do they compliment customers? Do they make eye contact with them? Do they focus on the customer’s needs instead of their own? You may think you know what the customer needs, and maybe you’re right, but if you impose your will on them are you really serving them?

Customer Service

Do your employees understand that your customer service policies are what keeps your business in business? The best way to do that is to make sure you are completely up front about your attitude about customer service. Your employees should be able to state, chapter and verse, your customer service policies. Simply put, they need to make your customers happy, period.


 

Technology store mystery shoppingMystery Shopping Programs

The best way to judge how your customer service is working is to “check in” when you are not around. Having a professional Mystery Shopping Company give you a report on what happens when you are not around is vital to your success.

TechnologyStoreShopper.com puts vital information right at your fingertips. We’re the secret shopping specialists for the technology retail sector – developing and managing turnkey programs for retailers, wireless carriers, franchise companies and manufacturers.

When Should You Start Your Christmas Marketing Campaigns for Retail?

You’re wondering if it’s time to start your Christmas marketing campaign for your retail store but it seems like the kids just got back to school. So it can’t be time yet! But it may well just be time to put them in place and ready to launch for making the most of your retail sales.

When To Start

When Should You Start Your Christmas Marketing Campaigns for Retail?So how do you know if it’s time to get started? There really isn’t a set “official date” and the old school “wait until after Thanksgiving” just doesn’t apply anymore. Each year it seems that it gets started earlier and earlier. This year Kmart has already started ads for layaway for Christmas. The problem is that the earlier you start, the more people tend to get annoyed. Yes, you need to make the most of the season and starting it earlier gives you more time. But annoyed people won’t shop!

September Is Too Early

So is it time to start? Well, September probably is too early. Most larger retailers don’t do any kind of big holiday push until November 1st. Literally getting one day past Halloween. For example, in 2010 Best Buy launched their Christmas sales retail campaign on November 1st, Kohls on November 2nd. Lowes did as well. But others let it “creep” in during October. Drug stores like Rite Aid had an aisle or two with Christmas holiday items for sale.

Of course there is some benefits to starting earlier and that is expanding your holiday season. However the drawbacks may be enough of a problem that you might want to wait to start sales after Halloween. Yes, put plans in place, but wait to put them in motion. Why? Well, first consumers aren’t ready to get into Christmas holiday mode until the first week of November earliest, maybe even closer to Thanksgiving.

Time Is Short This Year

This year the Thanksgiving to Christmas time period is shorter, so starting a week or two prior to Thanksgiving this year is reasonable. Keep in mind too that the earlier you start holiday season marketing and sales, the earlier you will have to hire seasonal help which increases your overhead.

Get It Together

Get your marketing plans together and ready to launch your Christmas holiday retail sales. Then after Halloween, launch away!

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Personalizing the Retail Selling Space

Personalizing the retail selling space is definitely a hot topic in the retail marketing world today.

Would having a buying experience that is personalized bring you in as a customer and keep you Personalizing the Retail Selling Spaceloyal? Of course it would, so as a retailer, personalizing the retailing selling space is a key component to getting and keeping customers. It’s not hard to do and only requires using the data you already have and training your staff just a bit.

A Relationship with Customers

Selling, successful selling, is a relationship. Salespeople who care about their customers are always finding ways to personalize what they do to the customer they are with. But getting new customers in the door goes beyond how your salespeople sell.

You need to personalize your marketing, whether e-marketing or any other kinds of marketing you use. Brick and mortar stores and internet retailers personalize their marketing in very different ways. But there are also similarities in how they do it that are helpful as well.

Both work on building relationships. Personalization is a strategy of using an individualized approach to dealing with customers. Personalizing products and services is highly effective in engendering loyalty in customers. They feel that their needs are being heard and that is powerful. It is simply done by listening to them and providing them with the solutions to the issues or problems they have.

Tailoring Your Promotional Messages

Personalizing marketing means tailoring your promotional messages to your customers. That means using your data to send the kinds of materials, either paper or electronic, that will reach customers on a one on one level, rather than a huge group. It is effective. Since many customers may have some of the same needs and wants, you really aren’t sending out hundreds of different marketing messages. You may need a few different ones, but your customers and potential customers seeing that you are making that effort will make a difference to them.

Some ways you can segment your list include targeting people:

  • With kids
  • With pets
  • Who love technology
  • Who buy the latest phones or tablets
  • Who like sales

Targeting your sales messages to each of these individual groups will ensure that your response is amplified. A bargain shopper will react much differently to a message about a sale on last year’s model than will a cutting edge, technology lover who wants the latest and greatest gizmo.

Try Targeting Past Customers

Try this. Look through your data and target 20 past customers who haven’t come in lately. Send out a special email with offers that are based on their past purchases or the needs you filled. Then see what happens.

Are Brick And Mortar Retail Stores Doomed? | Retail Sales

Commerce these days is both traditional and e-commerce, and those worlds are merging. Brick and mortar stores have to transform in order to stay viable in Are Brick And Mortar Retail Stores Doomed? | Retail Salesretail sales. Technology has come so far that not using it will mean that your business will suffer.

When e-commerce started out, it was one small way to shop. Now just about everyone shops online. In fact, it’s possible to shop for anything and never have to set foot in a brick and mortar store. Retailers have had to incorporate e-commerce into their businesses. From taking electronic payments to having online and offline sales. It’s no longer a trend, it’s a necessity.

That’s not to say that brick and mortar stores are inevitably going to be on their way out. Shopping in person, the human touch, will always be necessary. What it does mean is that retail stores are going to be highly technology enabled. Technology will help them be more efficient. It will help them have the right inventory and amounts, instead of using less efficient guessing. And it can mean needing a smaller, less expensive space for your business.

Some technology will mean going mobile. Many are seeing that now, from comparison shopping on the spot on smart phones. It also means using, where it can be done, apps for your specific type of retail store. But it’s more than that. Looking ahead there will be technology-enabled screens, connected screens, of all sizes. It’s really about building across channels. That means using the store, then an online channel, apps, etc. and marketing in an increasingly digital world.

So work on combining digital and brick and mortar. They aren’t doomed, quite the contrary. Stay competitive, broaden your markets and watch your business grow.

Why Online Retailers Are So Focused On Building Big Lists | Retail Sales

Online retailers seem to have it over brick and mortar retailers because of big lists. Is having a big list key in getting ahead in Why Online Retailers Are So Focused On Building Big Lists | Retail Salesretail sales? Well, Netflix basically put Blockbuster out of business because they had a huge list. Amazon built a big list because they discounted their way into it. One place to look is at how they are trying to break into online grocery operations.

Food has been a hard area to break into online for a variety of reasons.  One is that many people don’t believe that they will get the freshest product, meats, fish and dairy products online.  Many like to shop themselves and pick it out themselves.  Another reason is because shipping fresh or frozen items is expensive.  Then there is the lure of impulse buys that boost their bottom line in stores.

It has been done.  Britain has successfully done so and other countries are following suit. But it took time. Tesco, Europe’s second biggest retailer, took 17 years to bring its online grocery business to the market and make it a success.  Now it’s successful.  Tesco isn’t building its online business for the sake of just having an online business.  Instead it is doing so to make money.  They are aiming to attract more big-spending food shoppers AND those who buy general goods.  General goods sell at much higher margins than groceries.

They also found that customers who buy food online as well as in store spend twice as much as those who only shop in store. So much for lost impulse buys! Bigger yet, those who also buy general merchandise spend three times as much.

Amazon is also venturing into groceries.  AmazonFresh is available in certain areas and they bundle orders of groceries with fresh foods from local specialty stores partnering with Amazon.  What they have found is that the operating margin for AmazonFresh could be as high as 13 percent in denser urban areas.  It takes work, but looks like it will be a money maker.

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Retail Sales Training – How to Really Appreciate Your Customers

No matter what the economy, in retail sales showing your customers that you appreciate them is vital to your business. No customers, no business. It should be part of your sales training.

When training your sales staff, you should be sure to convey how important it is to treat customers well. Good manners and being knowledgeable are only the beginning. Give them the ability and authority to make decisions on the spot about how to make customers happy. For instance, give them the authority to give a good repeat customer an on the spot discount.

Here are some other ways that you can show your customers that you appreciate them. A customer loyalty or VIP loyalty program. Have a VIP program that good, repeat customers can belong to. Make it exclusive: for instance, after the purchase of X pieces of technology they can join. This will give them special tips, discounts and special shopping days.

Retail Sales Training - How to Really Appreciate  Your CustomersHave special gifts for customers. Whether at the holidays or for any other reason, giving an unsolicited gift, that doesn’t depend on a purchase, will show your current and past customers that they matter. It doesn’t have to be a budget breaker. Use your customer database to do something as simple as sending a birthday greeting each month to those who have a birthday. Small, simple, but appreciative.

Provide support, regardless of purchase. Make your customers know that they are always welcome in your store. Make sure they know they can drop in any time with questions and you are available to answer them, whether they purchase or not.

Hold a customer appreciation event. Do it after hours. Serve food, have giveaways and music. It could be for the holidays, or away from any specific holiday. Use your customer lists to invite current and past customers. Don’t forget your suppliers too. Have it at your store so you can showcase your products, but don’t be “selling.” Remember this is to thank customers, not sell more stuff. It’s social, not business. These kinds of things can really cement loyalty, so don’t think it isn’t worth the money to do.