RETAIL SELLING TECHNIQUES ARE STRATEGIES THAT ARE USED BY SALES ASSOCIATES TO PERSUADE CUSTOMERS TO PURCHASE A PRODUCT OR SERVICE. SOME EFFECTIVE TECHNIQUES USED IN RETAIL SELLING INCLUDE:
- BUILDING RAPPORT: ESTABLISHING A POSITIVE RELATIONSHIP WITH CUSTOMERS IS CRUCIAL IN RETAIL SALES. A SALES ASSOCIATE SHOULD ALWAYS GREET CUSTOMERS WITH A SMILE, MAINTAIN EYE CONTACT, AND SHOW GENUINE INTEREST IN THEIR NEEDS.
- ASKING OPEN-ENDED QUESTIONS: INSTEAD OF ASKING SIMPLE YES OR NO QUESTIONS, A SALES ASSOCIATE SHOULD ASK OPEN-ENDED QUESTIONS THAT ENCOURAGE CUSTOMERS TO SHARE THEIR NEEDS AND PREFERENCES. THIS CAN HELP THE SALES ASSOCIATE TO IDENTIFY THE RIGHT PRODUCT FOR THE CUSTOMER.
- PROVIDING SOLUTIONS: A SALES ASSOCIATE SHOULD FOCUS ON PROVIDING SOLUTIONS TO THE CUSTOMER\’S NEEDS. THEY SHOULD BE KNOWLEDGEABLE ABOUT THE PRODUCT AND SHOULD BE ABLE TO RECOMMEND THE RIGHT PRODUCT THAT MEETS THE CUSTOMER\’S NEEDS.
- CREATING A SENSE OF URGENCY: SALES ASSOCIATES CAN CREATE A SENSE OF URGENCY BY HIGHLIGHTING LIMITED TIME OFFERS, PRODUCT SCARCITY, OR A DEADLINE FOR A SALE. THIS ENCOURAGES CUSTOMERS TO TAKE ACTION QUICKLY.
- OFFERING ADD-ONS: OFFERING ADDITIONAL PRODUCTS OR SERVICES THAT COMPLEMENT THE CUSTOMER\’S PURCHASE IS A GREAT WAY TO INCREASE SALES. FOR EXAMPLE, A SALES ASSOCIATE CAN RECOMMEND A COMPATIBLE ACCESSORY OR PROVIDE AN EXTENDED WARRANTY.
- CLOSING THE SALE: A SALES ASSOCIATE SHOULD ALWAYS ASK FOR THE SALE. THEY SHOULD BE CONFIDENT IN THEIR RECOMMENDATION AND MAKE IT EASY FOR THE CUSTOMER TO MAKE THE PURCHASE.
- FOLLOW-UP: FOLLOWING UP WITH CUSTOMERS AFTER A SALE IS IMPORTANT TO BUILD LOYALTY AND REPEAT BUSINESS. A SALES ASSOCIATE CAN THANK THE CUSTOMER FOR THEIR PURCHASE AND OFFER ASSISTANCE WITH ANY QUESTIONS OR CONCERNS.
