The C Word!
27 October 2010
Sales Tip 27th October 2010
The C word!
Time to read this section about 60 seconds, time well spent.
Yes, I said it...Christmas! It's only 58 trading days away (if you're open 7 days a week) and how well prepared are you?
As a Sales Professional, everyone will be seeing your customers, fighting for retail space and that mighty last dollar, and if you don't look after your customer, someone else will!
So you tell me, which Rep is more valuable, one who sells the customer a whole heap of product and walks away happy saying ‘good luck selling that' as they leave, or the Rep who doesn't just offer a deal, but a retail strategy to move that product.
Here's our first retail tip to get your customers moving your products, find some products in your range that fit this mold and offer your customers this sales strategy.
$2 for everyone!
If you could make $2 extra profit off every customer, what effect would that have to your bottom line? At just 20,000 customers a year, that's $40,000 a year, profit
So how to do it?
- Choose 2 products a week, 1 for Mon-Wed, the other for Thu-Sun.
- These products need to be impulse items at the checkout which give you $2 profit (so a retail below $5 is ideal...get the sale, don't get greedy).
- Get the staff behind the products, offering them to EVERY customer.
- Give the staff, small, affordable incentives (team-up the store with suppliers).
- Get the Retail Manager to measure and give daily feedback on the results to all staff.
Staff are the key here
- Get their buy in and build their excitement.
- They need to offer the item to every customer for the 3 days.
- Offer them small, affordable incentives.
- Measure results and post this feedback daily on sales achievements.
- Deliver the incentives personally, and in a timely fashion.
So as a Sales Professional, have you picked your products to offer?
Are you going to go the step further and make up a spreadsheet for your customers to fill in the details (Staff names, product offered, target, results etc)?
Get out there and look after your customers, help them sell more for you!
For retail customers find some products in your range that fit the mold for this winning tip that adds a lot of money to the bottom line. $2 for everyone! Right at the checkout, you need impulse items that will add $2 profit to your store. If you could make $2 profit from nearly every customer, how much would that effect your bottom line?
Up until the New Year, we will be offering a range of Sales Tips focused around improving either your sales techniques or sales tools for you to pass on to your customer.
Are you a Postie, delivering a deal, or a Sales Consultant offering sales strategies and solutions?
I'm assuming you've already met with your staff to go over the targets that you have set for November & December, that these targets are seen by the staff each day, and daily results are posted for the staff to monitor their daily achievements.
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