01192018Fri
Last updateThu, 18 Jan 2018 10am

Brad Huisken

Getting ready for success in 2018

 

Now that the holidays are in your rear-view mirror, it’s an excellent time to evaluate what grew your business in 2017 and what caused your headaches. Expending effort now to align all the practices of selling will produce the outcomes you wish to achieve for 2018.


Want to increase sales? Involve everyone

Increase Sales

The holiday season always seems to remind us of things we forget as salespeople and this year is no different for me. The focus on the customer in any given situation is always vital, but it is just as vital to include anyone the customer has brought with them. They are likely there because the customer trusts them, and in many cases, will want their input in making the decision to buy.

Building sales success!

In assessing your store’s sustainability, hopefully you’ve examined its strengths and weaknesses followed by implementing tweaks to improve your overall results. You’ve analyzed sales and refocused your merchandising choices to reflect buyer’s interests and considered the changes in the demographics of your customers to enhance their experience within your store. 

Products, Demographics, Focus

How are your products presented to your customers? Are they sectioned by purpose? By demographics? By price-point? What features of your merchandise guide the product placement within your store? How do you determine what merits prominence in your displays? The nature of the retail beast dictates frequent changes and placements of merchandise to take advantage of seasons, trends (or traditions), themes, features and specific appeal. So how do you choose which products merit prominence and which deserve lesser exposure to the customer?

Deliver individual customer service

We often think of customer service in terms of standards that are set by the company or sales manager for which we work. Having a baseline or goal for customer service is always a good thing, but they often leave out a key component.

Maintaining relationships

For every salesperson, relationships with their customers might be the single most important thing on their tool belt. If their relationships are strong and positive, then success will follow. Not only will the salesperson have the customers, they will also benefit from word of mouth from those customers.

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