Increase Retail Apparel Sales By Training Staff To Listen
Being in the apparel retail business is often seen as challenging because you are selling more than coverings for the body — you are selling images and feelings. People use apparel to identify with others, cover up insecurity, and more.
Because apparel is so fraught with emotion for many, the interaction with salespeople is often the catalyst for a sale. Other times, that interaction is the catalyst for the loss of a sale. Losing a sale isn’t bad if the customer still has a positive view of your store, because they will come back and try again soon. This makes the contact between salesperson and customer extremely important.
Prepare your sales staff for this contact by helping them become completely familiar with your inventory and confident in the use of Retail Apparel Management software and any ordering possibilities you offer. A thorough knowledge of what they can offer the customer will help a salesperson provide the right solution to the customer’s needs.
The common sales opener, “can I help you?” is often answered, “no.” Using questions that have to be answered with more than yes/no is one of the best ways to get a customer talking. The best salespeople suggest this strategy:
- Introduce yourself
- Explain how you can help them
- Ask what they are looking for
- Listen to what they say
- Ask questions to make sure you understand and offer several options
- Don’t be pushy
The more positive conversation a customer has with staff in a store, the better they feel about that store. Being listened to and having customized suggestions offered gives confidence that their opinions matter. Being listened to and allowed to shop by themselves if they desire solitude means they will ask for help when they need it. Knowing the staff is familiar with the inventory and can actually answer questions triggers more interaction, and the more a customer interacts with staff, the more apt they are to buy.
ChainDrive Retail Apparel Management software gives the ability to provide the optimal product assortment for your store. Train your staff to listen to the customer and provide expert knowledge of that product assortment, and your sales will rise.
