10 Retail Sales Bad Habits to Break (And How)
We've all tried to spend more hours at the gym or give up sugary drinks, but as anyone who's ever tried knows, bad habits are easier to form than they are to break. And in the Ole' Wild West of retail, one salesperson's bad habit can easily make its way to the entire team. Bad habits tend to equal lower sales and falling revenue.
Have you identified the very worst 10 retail sales bad habits that need to be broke this year? No? That's OK, because we've done that for you. Here's what we consider the top 10 worst habits and how to kick them to the curb:
1. Not selling to everyone
Problem: Why, why, why would every customer not be offered products or services? Who knows? But it happens. (Insert excuse here.)
Solution: No more excuses. No more making decisions for the customer. Present to everyone. Remember, you lose 100 percent of the sales you don't offer.
Problem: There's a difference between clerking and selling. Clerking is simply exchanging money and asking if they'd "like fries with that." Don't be a clerk or a cashier, be a salesperson.
Solution: Sell! Sell! Sell! Don't let the customer steer the conversation. Establish a sales process that builds value before you get to the register. Doing this will help you become a bona fide salesperson who can improve your customers’ lives.
3. Overwhelming customers with everything at once
Problem: Sometimes knowing the product isn't the issue, but learning how and when to use it is. Just because a sales rep knows everything doesn't mean the customer needs to hear it.
Solution: If a connection with the customer has been made, deciding what information to share, and when, becomes easy. Demonstrate that you've listened by presenting only what will resonate with the customer, instead of hurling value props until one sticks.