Top Tips For Retail Sales Success | MTD Sales Training Blog

BBC Coventry & Warwickshire recently conducted a survey on what customers think of the retail sales professionals they encounter during their shopping trips and how they feel about the sales techniques retail sales people often use on the shop floor.

The overwhelming response from the public was that retail sales people are often too pushy, too intrusive and too aggressive with their approach to selling, and many shoppers commented that they just wanted to be left to browse in peace without being drawn into a sales interaction with the retail team whenever they enter a store.

So what does this mean for the retail sales profession, and how can sales people in the retail sector adapt their sales skills to overcome this defensive and resistant reaction to their interactions with customers?

Well, as more and more businesses are starting to realise, the modern day buyer is much more sales savvy and aware of sales techniques than they were a few years ago. Sales professionals across all sectors and industries now need to change the way that they approach customers if they want to sell to today?s buyers, but many are unsure of exactly how to adapt to these changes.

In general, customers are better informed and don?t necessarily need the sales person to ?push? the product at them, but instead to be more of a consultant, someone who really understands the product and how it will work for the client.

The BBC invited MTD?s Training Director Peter Freeth along to share his expertise and knowledge on the subject, and here?s what he had to say about MTD?s approach to retail sales training:

Click here to listen to Peter?s thoughts on interacting with the customer in retail sales

Peter was asked for his top three tips for retail sales people ? and they apply to sales people in all market sectors too. They are:

1. Put yourself in the customer?s shoes. How would you want to be approached? Would you want to be hounded? Would you want recommendations? Would you want advice? What works for you will work for your customers too, otherwise you?re not being true to yourself and your customers are unlikely to believe what you say anyway.

2. Don?t pretend that you?re not selling. After all, that?s why the customer came into the store or accepted the meeting! They know it?s a sales transaction, so there?s no need to be heavy handed and no need to ?convince? them to buy. They?re already there to buy, but the product and price have to be right.

3. Be honest. If, in your heart, you know that your product isn?t right for the customer, say so instead of seeing ?Pound signs? and going for the short term sale. You will win far more respect from the customer, and you?ll see them ? and their friends ? again.

Peter is responsible for the overall design and delivery of MTD?s in-house and tailor-made sales training programmes, and has almost 30 years? experience in multi-national business and 10 years? experience as learning and development professional.

Peter has also published several books on leadership, talent management, learning and organisational change including ?Genius at Work?, ?The NLP Practitioner Manual?, ?Change Magic? and ?Six Questions? which have received broad critical acclaim.

If you would like more information on how the role of the retail sales professional has changed or for further advice on how to sell to the modern day buyer then please leave your comments below and we will get back to you.

Happy Selling!

Sean

Sean McPheat
Managing Director
MTD Sales Training
http://www.mtdsalestraining.com

(Audio clip from BBC Coventry & Warwickshire)

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Source: http://www.mtdsalestraining.com/mtdblog/top-tips-for-retail-sales-success.html

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