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Do you teach your salespeople to sell?
Many retailers hire a new salesperson and put them through anywhere from 1 hour to a couple of days of training before letting them loose on the sales floor to serve their customers.
I believe that every retail store owner truly desires that all of their associates give each customer a great experience while helping them find exactly what they need and then some.
A retail store exists to sell merchandise & services.
The sales associate’s job is to find out what a customer is interested in, show them the product, build relationships with customers and sell the merchandise & services of the store.
See also: 4 Things Every Retail Training Manual Needs
So, why do so few retail store owners emphasize sales training?
- Because it is time-consuming
- Because they don’t know how
- They want to but are overwhelmed with so many responsibilities.
- Because they have not calculated the rewards of doing so
Who is your top salesperson? Can you think of someone right off the top of your head?
Imagine if all of your salespeople were as good as your very best salesperson? How would that affect the experience every one of your customers receives every time they walk through your door?
See also: Hiring and Training Successful Associates
How do you think it would affect your annual sales?
Take a look and see. WhizBang! Training created a simple tool to help you figure it out!
Click on the calculator below and enter your numbers to find out how much money you lose out whenever someone other than your BEST salesperson helps one of your customers.
Did you figure out your number? How much money are you leaving on the table? Wouldn’t it be worth it to train all of your sales associates to sell?
Your best salespeople are not getting different customers than your average salespeople; they are just doing more with them.
- Your best salespeople are talking to your customers (which gives them a better shot at more sales.)
- Your best salespeople are having better conversations with customers (which makes your customers like and trust them more.)
- Your best salespeople are better at understanding their customers (which helps them figure out which merchandise will end in a sale.)
- Your best salespeople are presenting more merchandise with higher-priced merchandise (which ensures customers leave with more and higher-priced merchandise.)
- Your best salespeople are more willing to ask for the sale (which means they get to “I’ll take it!” more often.)
When you give your staff the skills they need, every person on your team will be able to do all that – and more.
See also: Instantly Engage Your Customers in 3 Easy Steps
Retailers have increased their average sale by 3% -20% after implementing continuous focused sales training.
With a $35 average sale and 50 transactions a day in 1 store open 6 days a week, with even a 3% increase in your average sale, you would grow your sales by $23,400.
Would it be worth spending $2,990 a year to bring in a minimum of an extra $23,400 a year?
You can do it with the Retail Sales Academy. This interactive, online program teaches your team the exclusive sales process, the 6 Steps to the Perfect Purchase in 30 bite-sized lessons. After completing the initial training, your associates will move into the Mastery & Application phase and then into Ongoing Professional Development. Continuous sales training turns a good sales team into a team full of selling superstars.
