Retail staff are our frontline soldiers in the battle to win and keep customers. The ways in which they interact and communicate with the customer have a big impact on satisfaction, loyalty and ultimately the organizations bottom line. So it makes good sense for us to pay close attention to the way this interaction happens, the timing of it and critically how sales are closed.
Asking the right questions
By asking the right questions at the right time and by interacting in an appropriate but calculated manner, retail staff have the ability to enhance the shopping experience for consumers and ultimately achieve those high sales targets for the business. By observing customer behaviors and employing suggestive selling techniques, retail staff have the power to not just close a sale but to convert the shopper into a lifelong loyal customer.
By developing, through the use of specific skills and techniques, a valuable two-way relationship with the customer, retail staff can confidently lead their customers successfully through the shopping experience again and again. When these sales skills and techniques are delivered to perfection, the retail staff will know exactly what the customer wants, why they want it and how to ensure the relationship continues long into the future.
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