Helping Retailers Succeed
Category: Sales
This is not a selling 101 issue. It is advanced Guerilla Retail Selling. You know I don’t believe in be-backs but there are times when despite your best efforts you cannot close the deal. The best salesperson I knew in retail would lay what I call land mines for the next salesperson. The sale would [...]
Just a few weeks ago I saw something that made me scratch my head in amazement. Carla closed almost every customer she worked with. I knew that she hated selling furniture. Why was she selling so well? What was her secret? I was hoping she was going to tell me it was the training that [...]
It was 1982 and I had worked all day at Mr. Mattress without seeing a single customer. Sure enough, as I was locking up at 8pm a couple appeared at the door. I was tired and I told them I would let them in only if they were going to buy. I was half kidding but [...]
Here are a few tips from some of the top retail salespeople- including a few professional speakers. Some of these ideas are very basic and some may even surprise you! Start with the End- How much do you want to ship next year? How much income will that generate? What will you do with the money? If [...]
Here are a few tips on goal setting. Enjoy! Write- A goal isn’t really actionable until it’s written down. Writing your goal down clarifies it in your mind. Write your goal in the present tense as it you have already achieved it. Ask- Ask yourself “Why do I want to achieve this goal?” or “What [...]
An owner recently shrieked in horror as he listened to one of his RSAs miss a great opportunity to engage a retail customer looking at a particular mattress. Instead of taking the time to ask meaningful questions to discover the customer’s needs, the RSA simply switched the customer to another product. Here is the rest [...]
Here is one thing you can do to increase your sales dramatically. Boost your sales with a comfort test! A well designed comfort test helps you engage the customer while you fully discover their needs and gain valuable feedback from them. Here are some components of a successful comfort test. Tell Them Why- Explain to your [...]
In the past day I received two emails from two different new salespeople thanking me for their initial mattress training. They then asked me what they could do to be as productive as fast as possible. My answers included both short term and long term strategies and tactics. Here they are! Mentor- Model yourself after [...]
When my old boss from Serta Jeff Allen would train retail salespeople he would compare shopping for tires to mattress shopping. His reasons for doing so were because of the similarities between the two products. They were both need driven purchases which were highly promoted and both had high levels of customer confusion. Sadly enough [...]
This past weekend I went home to upstate New York to pick apples, which is a tradition in our family. The leaves were starting to change color and the mountains were beautiful featuring shades of red and yellow leaves. Autumn is my favorite time of year. After returning home I began to think about autumn [...]
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