How To Compete In Sales When Your Product Is “Just Like Everyone Else’s”

Technology is available everywhere so there is a good chance that the product you sell is just like everyone elses. So how do you compete in sales when that happens? The best way possible, through your customer service and the way you conduct your business.

Listen to Your Customers

How To Compete In Sales When Your Product Is "Just Like Everyone Else's" First thing that will make your business stand out is how well you listen to your customers. Good customer service is the key to good business and listening is the key to good customer service. Listening means that you know what your customer’s needs and wants are, and you can fit a product to their needs. It’s the best way to help your customer buy a product, and most importantly buy it from you. It doesn’t matter that they can get that product at any other stores, the fact that they got it from you, and you found it for them will mean they will come back to shop with you again.

Provide Support

How much support can you provide to your customers during the buying process and afterward is also key. How well are you educating them about the products that interest them or that they are going to buy. After they buy do you make sure that employees know they are to be available to past customers to answer questions or fix minor problems. Again it will engender loyalty.

This policy can include going over and above what the manufacturer offers. Hands on technical support or training, upgraded peripherals or even “throwing in” an extended warranty could be what tips them from a shopper to a buyer.

Follow Up

Lastly, what kind of follow up do you do? Do you regularly keep in touch with past customers? One of the best ways to get them back is to regularly let them know about new products that might be a fit for them. Keep in mind that many people upgrade their technology every year or two. If you want them to buy from you, make sure you are the one giving them the news about updates that they would like.

Retailing Tips – Motivating New Employees

Here are some retailing tips to help you in motivating new employees…absolutely, you should start with sales training. As the holiday season comes up and you are adding lots of green workers, having a strong training program in place becomes vitally important!

Training

Retailing Tips - Motivating New EmployeesFirst, make sure to train them adequately. It can be very frustrating for a new employee to want to do well, but not know what that is. Part of their training should be good, solid sales training. Part of it should also be your store policies and expectations. Knowing your expectations is important as motivated employees will want to live up to those expectations.

Leading

Second, lead by example. If you want your new employees to be motivated, show them an example of what you expect. Give them a visual example. Then keep an eye on them as they put it into practice. Once they do that correctly, give positive feedback about what they are doing right. Knowing they are doing something right can be a real motivator.

Feedback from Customers

Third, make sure that your customers are able to give your staff feedback as well. It’s one thing to get feedback from you, but knowing that they are having a positive impact on the most important people in the equation, your customers, will really motivate them. Have a feedback form in store or online. Be sure to use the negative feedback sparingly, but use it as a training tool. Also be sure to share positive feedback. That can be an ever better training tool and motivator.

Happy Employees

Lastly, happy employees are motivated employees. Treat them fairly, compensate them well. Give good feedback, and fair feedback. Sugar coating everything may sound good, but it won’t help your employees learn from mistakes. Don’t be overly harsh, either. Don’t play favorites. Be the kind of boss you would want to work for.

Happy employees are the most motivated. Train them, value them and they will keep you in business for years.


 

Online Wireless Sales Training - Mastering Wireless SalesFind out how to train your Wireless Retail Sales Team effectively with our Mastering Wireless Sales Program – 7 Steps To Yes!

This Wireless Sales Training course is like no other computer training program you have seen. Our fresh approach to wireless retail training uses humor, video demonstrations, role-playing exercises, and real world examples to motivate your team, bring consistency to the sales floor, and boost the bottom line!

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Retail Sales Training – You Had Me at Your Window Display

Getting customers into your store is the key to successful retail sales. If people don’t come in, all the sales training in the world won’t help. Having effective window displays is the key to getting people in the door.

Retail Sales Training - You Had Me at Your Window DisplayThe exterior of your store is the first thing that attracts people passing by. How attractive your window displays are is the key to having a great exterior. Huge department stores have professionals with degrees in design to plan and implement their windows. Obviously a small retailer doesn’t have the payroll to hire a professional. It is very easy to miss the mark and make a window that sends people running instead of beckoning them inside.

First rule of thumb is don’t go overboard. As they say, less is more. Clutter is much less appealing and means that the things you are trying to feature in the window will be overwhelmed. So make one or two items or a specific brand the focal point and run with that.

Always make sure you have good lighting. If people can’t see what’s in there from at least across the street, they won’t cross to find out. When arranging items use height as well as breadth. Varying heights are eye catching. Be creative too. Make displays fun, attractive or compelling but keep it all within your theme. Obvious themes are upcoming holidays or back to school, etc. Also use backdrops. They accomplish two things. First, they can create drama or create a background for your theme and two, they block out the store itself from the window. This will help keep the activity in the store from distracting from the display.

Lastly, make sure you have enough stock for what you are displaying. Nothing is more annoying to customers than to go into a store excited to buy something and then find you are out of stock!

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.

Retail Sales- Ideas for Spring

Now is the time to start planning ideas for your spring retail sales. Spring isn’t far away! It’s been a long, cold winter and spring can’t come fast enough! Just thinking about it could warm things up!

Retail Sales- Ideas for SpringIdeas for spring! Here’s a good one. After such a cold winter, have a first day of spring sale! March 20th is the first day of spring so celebrate it with a great sale. March is also National Women’s History month. Google women’s history and choose a few great women in history. Find out their contribution and get creative. Think about how their contribution can fit into your business and then wrap a sale around it. Throw in some extras, whatever it takes to tie it together.

Next, April. April has a few holidays. Earth Day, Easter, Opening day for major league baseball. These are easy. Earth Day; tout all your green items. Make your sale about being eco-friendly. Easter, well Easter is easy. If you want to keep it more secular, bunnies, eggs, and the like for decorations and maybe do something different. Try a contest with customers like “guess the number of jelly beans in a jar” for an extra discount. Think outside the box. Baseball? Hit a home run with all kinds of fun ideas for sales and extras.

May starts out with Cinco de Mayo. Have a 5 sale. $5 items, or buy 5 get something free, or an extra 5% off. Maybe have a Cinco de Mayo trivia contest for extra discounts. May also has Mother’s Day. Have extras for each Mom that comes in, maybe a flower or a small gift. Discounts for gifts for mom. Mother’s Day in America was first recognized by Julia Ward Howe in her Mother’s Day Proclamation in 1870. Have some items on sale for $18.70, or give an 18.70% discount in honor of Mother’s Day.

Spring is a great time of year, so make it a great time for sales! There are many ideas for spring sales you can use.

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Retail Sales Training Tips – Focused Upselling

In retail sales, upselling is the best way to increase your bottom line. Following are some training tips to make sure your sales staff know how to upsell to your customers.

tail Sales Training Tips - Focused Upsellingtail Sales Training Tips - Focused UpsellingYou found someone who you know will buy from you. They just agreed to do that, so why not make that retail sale just a bit more. Upselling is an easy way to expand your bottom line, but it’s a skill that your employees need training tips in. Focusing on upselling, after mastering basic sales skills, should be on your list of things for your staff to learn. In the meantime, here are some upselling training tips.

When you’re upselling something make it something that adds value to what they already are going to purchase. If your customer just bought an expensive smart phone, suggesting a protective cover that will keep it safer would be a great upsell. A Bluetooth hands free earpiece is another, especially if where you live requires you to be hands free when driving. Think along those lines and your customers will be more than happy to purchase the extras at the point of sale. All it takes is a simple suggestion.

Keep in mind that what you suggest should also make sense. Suggesting that they buy a screen saver that fits a phone if they buy a tablet makes no logical sense. Don’t just suggest things willy nilly. Make sure what you suggest makes sense with their initial purchase.

If you’re not sure how to do it, watch someone who is good at it. See what they suggest. Listen to how they suggest it. Imitate their tone and enthusiasm. Remember that the biggest part of being successful in anything is believing in what you’re doing. If you believe that you are suggesting the best things for them to have, things that will help them, they will buy them.

So make sure your employees are learning about upselling, and are practicing what they learn. Everyone, you, your employees and your customers will all be winners.

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Employee Training and Customer Engagement | Why You Can’t Just Throw Someone Out There and Hope They Can Sell!

Employee Training and Customer Engagement | Why You Can't Just Throw Someone Out There and Hope They Can Sell!It takes hard work sorting through resumes, doing a lot of interviews, possibly using scientific assessments, and a lot of ongoing employee training on sales and customer engagement. Having a good sales staff takes more than just luck, or finding a “born” salesperson. You can’t just throw someone out there and hope they can sell!

Once you have a staff that fits, you must train them, and keep training them. Good sales people aren’t born, they are trained and coached. Training should encompass store rules, sales training specifics and the technology they will be selling. Store rules and some of the sales training should overlap. Things like how quickly they should greet customers, how to take care of physically closing and ringing the sale and so forth. It sounds silly to have to train people not to ignore customers when they walk in, or to speak respectfully to them, but unfortunately, it is.

Sales training should also encompass customer engagement. Barging up with “Can I help you?” isn’t going to do anything but drive them out the door. Engaging them is ongoing, and once you are talking, you have to know what to ask, when to stop talking and start listening and then how to help them with the answers you get. Sounds easy enough, but if sales were easy, training wouldn’t be necessary.

Technology training is also an ongoing employee training that you have to keep current. Smart phones, tablets and laptops change all the time. Your customers want to get the latest and greatest, but how can you sell the customer on them if you don’t know how they work? Knowing how all of them work, the cool apps and how they can all work together.

Having an effective sales staff takes more than luck. It takes smart hiring and ongoing employee training. Help your staff to be successful to keep your business successful.

We have worked with retail sales teams all over the world and can help train your staff too! Want enterprise level training for your sales team? Give us a call today…866.869.6975 or check out our training solutions page.

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Ways to Improve Store Sales – POS Checkouts, Good Displays, Sales Training

Improving your store sales takes effort in many areas, POS checkouts, store displays and how you train your sales staff. You need to give attention to each to get what you want, a robust bottom line.

Ways to Improve Store Sales - POS Checkouts, Good Displays, Sales TrainingYour POS (point of sale) checkout system is important. Many stores are using tablets to facilitate this. The tablets have an app for checking out and it allows customers to either self-checkout at the store itself, or have a salesperson immediately check them out in place instead of having to drag them back to a stationary register.

What this means from a customer service stand point is that the employees are not tied to a cash register, and they can be free to mingle with customers and answer their questions. It saves time for the customer, and stops them from changing their mind during the walk to the register.

Your in store displays are also very important. Customers want to hold, try out and play with technology to see if it would be a good fit for them. Many times, they want to do this before a sales person comes into the picture. What is unfortunate is that to do that today they have to do it with phones or tablets tied to a counter with locks. A few bad apples have made that necessary by putting those cool phones or tablets right in their pockets and walking out the door. Try and see if you could set up a way that the locks aren’t necessary, or are as unobtrusive as possible.

Another very important part of improving sales is training your staff. They need to know how to sell, and how to sell your products. Retail wireless sales encompasses knowledge of different phones, carriers, plans and rebates, as well as good techniques in sales itself. They need to know the difference between Apple, Android and Windows phones; how they differ, what kinds of apps are available for them, operating systems and how each phone works. Having all that information can crowd out all the sales training you have provided for them.

Pay attention to each area, POS checkouts, good displays, sales training and you will improve store sales. Your sales will soar!


 

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Retail Sales Training Ideas – How to Get the Best Out of Your Staff

Sales today are challenging. Between a bad economy and a lot of competition, getting your staff to do their best is the key to making your business thrive. Retail sales training is a big part of it; your management style is another.

Retail Sales Training Ideas - How to Get the Best Out of Your StaffOne way to be sure to get the best out of your staff is to be sure they are adequately trained. They need to know how to sell, and how to sell your products. Retail wireless sales encompass knowledge of different phones, carriers, plans and rebates.

They need to know the difference between Apple, Android and Windows phones; how they differ, what kinds of apps are available for them, operating systems and how each phone works. Having all that information can crowd out all the sales training you have provided for them. Are they talking too much? Are they pushing items customers don’t want? Are they letting customers walk away because they can’t close?

So now it comes down to how do you manage your staff in order to make them want to do their best? “Top-down” management would mean things get done, but you won’t get a lot of voluntary cooperation. A teamwork style is much more conducive to learning, innovation, creativity and cooperation. If you are this kind of manager, you can give direction while making each person realize that their contribution is important to the big picture. Welcome new ideas and participation from your team members. Your sales team will feel valued and take ownership of the store’s success.

So now you have a well trained team that feels you value them. Great, but now what? Set up incentives to keep them invested. Foster some good natured competition. Make goals that stretch your team, but aren’t impossible to reach. Reward hard work.


 

Online Wireless Sales Training - Mastering Wireless SalesFind out how to train your Wireless Retail Sales Team effectively with our Mastering Wireless Sales Program – 7 Steps To Yes!

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Sales Training – How Does the “Customer Experience” Affect Sales

Sales training needs to reflect what you, as the business owner, wants the customer to experience when they shop in your store. Have you ever walked out of a store because of how the employees there treated you?

Now think about the best customer service you’ve ever experienced – how did it affect what and how much you bought? This is exactly the questions that you should pose to your employees during their sales training.

Sales Training - How Does the "Customer Experience" Affect SalesHere’s how great customer service should go. You walk into a store and are greeted by an employee. The greeting is warm and friendly. You enter the store and, not finding what you need, you look around. A salesperson approaches and asks if you had any questions that they could answer for you. He or she asks you a few questions and carefully listens to your answers. They clarify anything that needs it and then makes a recommendation or two and waits for you to look at them and see if they are a good fit.

If a fit isn’t available, he or she will take whatever steps they can to get it into the store for you. He or she then asks for any additional questions or information, and then makes a few more suggestions for items that may be helpful. Throughout all of this process the same warmth and friendliness is continued, and it is genuine, not phony or forced. Given this level of service, would you buy? Would you buy the additional suggestions?

Now let’s look at the opposite. You walk into a store and are completely ignored by staff, who are too busy chatting and texting on their phones to even look up. As you look around the store, you can’t find the item you came for. You seek out and find a salesperson, who looks up from their texting to ask in an annoyed tone if you wanted something. If you don’t say no and turn to leave right then, you will then get more annoyed sighing and eye rolling as you ask for the item you came in to purchase. A flat “no” being the answer, you then have to ask if they can get it. Another annoyed sigh later and another “no” you finally leave, frustrated and empty handed. No customer service is apparent.

When working with your employees on their sales training, remember that the experiences above can make or break your business! You as the business owner want your employees to reflect your vision of great customer service and it is up to you to make sure they get the proper sales training.


 

Online Wireless Sales Training - Mastering Wireless SalesFind out how to train your Wireless Retail Sales Team effectively with our Mastering Wireless Sales Program – 7 Steps To Yes!

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