Have you missed us? It's been a couple of months since our last newsletter. And, we know many of you noticed based on the hundreds of emails we received asking what was up! So, what was up? Why no newsletters for the last little while? No excuse is a good one, but we have been filling the in-boxes of our Graff Retail TV (our online sales training solution) subscribers with daily sales tips that remind everyone how to sell more that day. And, I have been busy writing another book that I know many of you will want (heading to Las Vegas in January to finish writing it ... yes, you can do more in Vegas than just gamble!) The good news is we're back. To make it up to you, I will give the first person to respond from each of the time zones (5 in total) a free copy of the book when it comes out. Just reply to this newsletter and change the Subject Line of the email to: I forgive you ... but I want the free book!) Now, let's get sharing some ideas with you on how you can sell more ... today! 3 Things To Do Today To Sell More Now 1. Call up every store (or ask every salesperson on the floor) what the sales goal is for today, as well as what the other goals are for the store including Average Sale, Items per Sale and Conversion Rate. If they don't know, stop everything and make them find out. In the absence of a goal, you're simply breeding complacency and a lack of urgency. If you expect to sell more then make sure everyone on the team is properly focused. 2. Make sure everyone knows what your add-on strategy is. You should have a 3, 4 or 5 step process for introducing new and additional items to each customer. Selling the first item during the holiday selling season is relatively easy. The trick, and the real money, is in selling many more items. Give everyone a plan of to follow when selling to customers. Don't have one? In the next newsletter we'll share one with you. If you can't wait for it, send me an email at kevin@graffretail.com and I'll get it to you sooner. 3. Make sure you have Daily Huddles/Shift Starters/ Gear Ups (whatever you call them) in place and working properly. And don't tell me you don't have time to run them during the busy season! It's more important now than ever to ramp up communication, morale, coaching and direction. Pay particular attention to promotions, new stock arrivals, out of stocks and selling strategies. The added 5 to 10% in sales you're looking for is walking into your store every day. You just need to capitalize on the potential that already exists with the customer traffic flow you already have. Good luck ... now Get Selling! Volume 9, Issue 7 November 15, 2011 | 
