10 Common Mistakes Retail Salespeople Make

January 24, 2013 |
10 Common Mistakes Retail Salespeople Make 10 Common Mistakes Retail Salespeople Make1. Failing to build a rapport with the customer. From a simple greeting to a little chat about niceties, non-sales directed small talk go a long way in developing an easier and more open mood in the customers;
2. Failing to establish customer’s requirements;
3. Focusing on their own agenda instead of the customer’s;
4. Not giving customers the majority of the air time.  You have been given two ears and one month, so use them accordingly;
5. Confusing “telling” with “selling”. Not listening or not hearing what customers are saying, so first seek to understand before seeking to be understood;
6. Not knowing the prevailing promotions, specials, regular offerings; product knowledge and pricing;
7. Not differentiating the product/service/store/company enough to create additional value in the mind of the customer;
8. Selling too fast, trying to close before the customer is ready to buy;
9. Fail to address objections properly; not realizing that satisfactory resolution of the objections is the shortest distance to closing a sale;
10. Not taking advantage of add-on sales, as soon as the main purchase is done, which is when customers are most ready to entertain them.
You can prevent these mistakes with the help from Master Retailing by attending any one of our many retail courses or by enrolling in any of our retail management distance learning programmes, just contact us at info@mretailing.co.za for further information.

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