Most people don’t want to be sold to. Correction – most people don’t want to feel like they’re being sold to. What they do want is to know is that they’re getting value for money. They want to know they’re purchasing the product that’s right for them. That they’re making the right decision.
And to help them make the right decision, they will research, study and explore. From product and comparison sites, blogs, forums and reviews, there’s certainly no shortage of information and opinion to turn to.
What helps customers more than anything though is trusted guidance. Honest, balanced insight, that can help take them from being undecided to committed.
With Beyond the Box's study showing that 75% of online shoppers believe ‘retail staff fail to communicate well’, it seems that in many cases either staff lack the depth of product knowledge that customers expect or, that if they do have that knowledge, they’re unable to share it effectively.
Teaching Sells
New super informed customers expect retail associates to come prepared with at least their own level of product knowledge – to add value. As important, is the ability for staff to communicate that knowledge clearly. Clarity trumps persuasion every time.
Add a little personal experience to the mix, some general market awareness and a clear idea of pricing and you’ve a healthy conversation underway - a conversation that will stand more than a good chance of concluding in a sale.
Teach staff to teach. Teach them to communicate effectively and customers will reward you with their business.
All the success!
Peter Mclees, Principal
P. S. Smart Development Inc. has an exceptional track record helping restaurants, stores and other businesses create a strong culture, leadership bench strength and the teamwork necessary for growth. Having worked with several companies throughout their growth cycle, we have valuable insights and strategies that would help any late stage startup, small or medium sized company achieve sustained growth and prosperity.
http://smartdevelopmentinc.com/
P. S. Smart Development Inc. has an exceptional track record helping restaurants, stores and other businesses create a strong culture, leadership bench strength and the teamwork necessary for growth. Having worked with several companies throughout their growth cycle, we have valuable insights and strategies that would help any late stage startup, small or medium sized company achieve sustained growth and prosperity.
http://smartdevelopmentinc.com/
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