Retail Sales
« Previous EntriesGood Business or Bad Business?
Friday, July 4th, 2008Continuing on from my previous post about Ray Woolf, here is an example of how we can get all this wrong.
Only two nights ago I visited a restaurant close to where I am living, here there was no English spoken.
The restaurant was nearly empty but it looked good. The menu was inviting and […]
Handling Objections
Wednesday, June 25th, 2008Remember if you have the correct questioning technique well and truly established in your selling skills, you will rarely attract objections from customers or prospects.
If you find this hard to believe I strongly recommend you read the book “Making Major Sales” by Neil Rackham. It actually makes me laugh when I look at all the […]
“Hype” Marketing, Discounts and Low Price
Monday, June 23rd, 2008We all know that big deals, discounts, 20 percent off, short time only etc creates HYPE in the market place. When it comes to selling we also know that if we ask many people to buy something the “law of averages” says one in every four will.
Therefore we are constantly being bombarded on TV and […]
Responsibility
Thursday, May 29th, 2008If you are a self employed sales person or if you are employed by a company in a sales role you have a responsibility either way.
Any representative sales role in any field normally means a great deal of self discipline. It means organizing your time in an effective way and it also means making the […]
The Price Driven Sale
Wednesday, May 21st, 2008How many sales calls have you attended that are not about selling “value”?
Most sales people and companies talk about offering “value added services,” “value selling” or they claim to be selling “solutions”.
However, do these sellers really understand what their customers would define as value?
How many sellers can accurately identify what kind of “value” […]
The Price Issue
Saturday, May 17th, 2008As I have been traveling and observing people’s selling style, I still see that selling on price is a big issue.
We do know that if you ask people to buy something one person in every four will say yes. This is the law of averages.
I just wonder how many more sales a sales person would […]
Honesty and demonstration
Thursday, April 24th, 2008We have talked so far about customer acceptance and confidence. The top of the list however has to be honesty. Honesty to your company and your customer will pay off in the long run.
If you are in retail tell the customer about your store and it’s reputation for fair dealing. Make absolutely certain you are […]
Retail Merchandise
Monday, March 24th, 2008I have traveled all over Asia, many parts of the USA, Australia and New Zealand and observed retail displays.
You may not be responsible for the care of display in your store but because their purpose has a strong bearing in generating customer interest any indifference on your part may affect your earnings.
Make certain you ensure […]
Follow the lead
Wednesday, March 19th, 2008How many times do you buy an expensive product from someone and never hear from them again?
Would it not feel great if you got a phone call a couple of days later from the person who sold you that new car or new Plasma screen?
Customers love to feel important yet we sales people want to […]
Double your income
Tuesday, March 18th, 2008You can double your income as a salesperson.
Most people take the work of a salesperson for granted, yet the wealth of most countries has been created by people who have understood that selling is not “just a job”, but a wonderful and profitable occupation.
We keep hearing the expression “Salespeople are born, not made.” Do not […]