Select Sales Retail Sales Training Clients
While many prefer the speed and convenience of online shopping, they also value the in-store experience of working with knowledgeable retail sales associates.
Findings from M.I.T. support this idea. Retail companies investing more in sales training programmes achieve greater profits than competitors. Unfortunately, many are cutting costs in retail selling skills training. Some retail stores have gone even further. They have chosen to fire experienced sales professionals who command higher pay.
This strategy is a losing proposition. Replacing sales staff with a less knowledgeable group leaves customers unserved. It also ignores the fact that “It’s the same customer that’s buying online that’s buying in-store,” as the Director of Deloitte Consulting remarked.
Retail sales training programmes show professionals how to deliver a better customer service experience. Often, customers are in a store because they seek solutions from a professional. Therefore, the professional must be prepared to serve customers by first understanding their needs. Doing so requires a consultative approach.
How to Improve Retail Selling SkillsCustomers have more options than ever before. They enter every purchase armed with at least some basic information. They’re familiar with competitor prices and the availability of other options.
The customer’s hold on information doesn’t diminish the sales professional’s role. In fact, it gives retail sales team members and their sales managers an opportunity to set themselves apart by following a few fundamental concepts.
Avoid Seller-Centric Behaviours
In an increasingly digital world, this connection offers real value. A customer-focused approach must flow through your team’s thinking, actions, and words.
Shift to a Mindset of Authenticity
The difference comes from a deeper customer relationship. However, this depth cannot develop without authenticity. See the customer as someone seeking a knowledgeable professional.
Have a Plan to Create Momentum
The sales professional needs a plan even if the customer doesn’t have one. In fact, this is precisely why a plan and process are essential to instill in employees during retail sales training programmes.Retail customers are often casual shoppers. They seek direction. Without momentum, the easiest thing for them to do is walk out the door and avoid the burden of choice.
Retail sales teams must be trained to appeal to the buyer’s sense of practicality by offering suggestions that connect to their stated needs. Keep the focus on what the customer wants rather than store promotions or pitches that distract from the customer’s original intention.
Goals of a Retail Sales Training Programme
A programme designed for retail selling skills training should build the following capabilities:
- Train the sales professional to understand what got the customer into the store, and ask questions that reveal the customer’s motivations and needs. A retail sales programme should help train your employees to keep the conversation focused on these areas.
- Build confidence in the employees’ and management’s ability to seek customer feedback. Train them to ask the right questions to ensure their suggestions are hitting the mark and use that feedback to change course to better serve the customer’s needs.
- Demonstrate credibility by avoiding promotional positioning. Your retail sales team should not jump to conversations of loyalty reward programmes or memberships until they’ve proven their ability to get the customer what they want.
- Use concise phrasing. Retail sales professionals must learn to avoid exhausting the customer with too much detail. Your sales team should be trained to listen to the customer rather than wait for their turn to speak.
- Get the customer talking. You cannot move the sale forward without both sides contributing to the conversation. Customers will resist opening if they believe you are pushy and add no value.
Enhanced Service Through Consultative Sales Training Programme Brochure
Empower your reps to deliver exceptional experiences that build LTV and creates opportunities to sell more into existing accounts.Download