What’s the easiest (and least expensive way) for a retailer to make more sales? If you’re scratching your head to think of an answer or running down to the marketing department to look for the answer, chances are your frontline training program needs an overhaul…or maybe you don’t even offer the most important training to your retail teams yet.
Quite simply, there are only 2 ways for retailers to easily make more sales:
1. Sell more to each customer already making a purchase
2. Sell to more of the customers who are already coming into the store.
Your sales teams are likely trying to sell more and sell to more customers every day when they turn up for their shift. But why isn’t it happening? It all comes down to the right training and management practices. Is your staff equipped to sell more to each and every customer? Do they know how to convert more of the traffic you’re already getting through your doors? Are your managers skilled enough to get the best out of their teams?
The right training includes Selling Skills and Management Training, but the big secret here is that it has to be an ongoing approach to training.
Training your staff on basic selling skills can’t be done once, like a sales training boot camp, if you’re expecting to see sales increases month-over-month, year-after-year. It’s about creating a shift in behaviour and building a sales culture in your stores if you want to sustain the training and build your sales. Does your current sales training program measure up or is it a one-hit-wonder?
What about your management training? Are you training your managers to manage the day-to-day activities of the business or are you training them to develop a productive retail team? Effective management training is about turning your store managers into sales coaches that know how to drive individual and team performance, not just handle the paperwork and schedule. With a properly trained manager at the helm of your store, you finally have a Leader that is focused on sales and driving performance out of your sales teams, not a store manager who’s buried in paperwork in the backroom with no connection or insight on what’s going on out on the sales floor.
If you’ve decided that you’d like to sell more and sell to more customers but you’re training needs a makeover, we can help with that. Watch a quick video on how we are already helping thousands of other retail stores – click here. Or, call today to speak to a Graff Expert – 905-842-1275 – We’re here to help!
