Think about the past couple times you walked into a retail sales setting. Did you see people feverishly folding clothes with headsets on not paying attention to the fact that you entered their store? Did you see a cluster of sales people cracking jokes or watching youtube videos on their phones? Were you greeted? Were you asked questions?
In retail sales, first impressions are paramount! As a retail salesperson, you don’t have much time gain the trust of your customer, so everything that you do has to lend itself to being perceived as professional, and trustworthy.
Let’s go over some ways that a retail sales person can immediately impact the way their customer perceives them.
1) Immediately greet the customer with a handshake. Folks, this is basic stuff, but 9 out of 10 sales reps wont shake their customers hand when greeting them. Use a firm hand shake.
2) Make eye contact when talking to the customer. When making eye contact, it gives the customer the impression that you care about what they’re saying, and it gives the impression that you are confident and engaged
3) High Grooming standards. Fellas, control your beard, don’t let it control you. Even if you have a beard down to your chest, please make sure it’s groomed properly. We don’t need a birds nest. Also, make sure your hair is cut squared away. Don’t go too heavy on the cologne. Make sure your attire isn’t wrinkled. make sure your shoes don’t look old and used. Present yourself as the product that a customer is purchasing. Would you want to buy a beat up pinto for $80,000? Probably not, and neither would your customer.
5) Let the customer talk! Too many sales people get in the habit of talking during 90% of the sales process. YOU DON’T KNOW WHAT THE CUSTOMER WANTS, so ask questions! Ask them the who, the what, the where, they why, the when! Uncover their reasons, and let them talk. They will feel more comfortable around you, and have a higher propensity to purchase from you.
6) Follow up! As we said before, there isn’t a tremendous opportunity to make a lasting impression on a customer. We can do this by following up with your customer! This can be as simple as scheduling a follow up text, or following up with an email or phone call. Creating a friendship outside of the business sale, can mean loyal customers for life.
If you immediately implement the 6 bullets listed above, you will undoubtedly place yourself in the “above average” category when it comes to retail sales people. Reply below, and let me know your thoughts!
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