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Retail Revelations with Dan Holman
S6 Ep3
Is your team ready? Do they have the tools they need to win this holiday season? In this week’s blog Dan expands one of his favourite topics… The Wealthy Retailer’s Selling System is a comprehensive approach that ensures every guest in your store receives an equal and specified level of service. This system is designed to provide a consistent and high-quality experience, ultimately leading to higher sales and greater customer satisfaction.
The 6 Steps to Sales Success:
Step 1: Meeting and Engaging your Guest
This is the first critical step in the Selling System. It involves welcoming each guest with a warm and friendly greeting as they enter your store. The goal is to create a positive first impression and make the guest feel comfortable and valued. Engaging the guest involves active listening and observing their body language and cues. This initial interaction sets the tone for the entire shopping experience.
Step 2: Understanding Their Needs
Once you’ve engaged with the guest, the next step is to begin uncovering and understanding their specific needs. This involves asking open-ended questions to uncover their preferences, requirements, and any challenges they may be facing. The more information you gather, the better you can tailor your recommendations to meet their individual needs.
Step 3: Presenting a Total Solution
With a clear understanding of your guest’s needs, you can now present a total solution. This means showcasing products that directly address the guest’s requirements. The key is to provide a comprehensive and well-rounded solution that offers value and meets their expectations. In your store, this always includes showing complementary items or explaining how a product can fulfill their needs.
Step 4: Handling their Objections (including budget)
During the presentation of the total solution, it’s common for guests to raise objections or concerns. These objections could be related to the product’s features, pricing, or any doubts they may have. In this step, the retailer should be prepared to handle objections skillfully. This involves addressing concerns, providing additional information, and reassuring the guest. When budget constraints are a concern, offering flexible payment options or alternatives can be explored.
Step 5: Closing the Sale
Closing the sale is a crucial part of every Selling System. After addressing objections and ensuring that the guest is satisfied with the solution, it’s time to ask for the sale. This step requires confidence and effective communication. It can involve statements or questions that encourage the guest to make a purchasing decision. Closing the sale is the culmination of a successful sales process.
Step 6: Follow Up
The final step in this system is the follow-up. After the sale has been made, it’s essential to maintain a strong connection with the now Client. This can involve sending thank-you notes, gathering feedback, and keeping them informed about future promotions or offerings. Building a long-term relationship with customers is a hallmark of successful retail businesses.
By consistently following these steps, the Wealthy Retailer’s Selling System ensures that each guest receives personalized attention, leading to higher customer satisfaction, increased sales, and loyal, repeat customers. This system not only benefits the customer but also enhances the retailer’s reputation and profitability.
Happy Retailing!
Dan
About Dan Holman
Dan has spent 30+ years in the retail and service industries. Specializing in marketing & business development, inventory planning, operations and customer driven sales management, he is an award winning business coach with a proven understanding of what it takes to be successful as an entrepreneur. Dan spent 16 years in senior management and ownership roles with multi-store retailers before joining Canadian Retail Solutions as their CEO, Director of Retail Planning. Dan works directly with clients coast to coast representing hundreds of retail categories. He is the founder of The Wealthy Retailer®, a boutique consulting firm guiding independent retailers to growth, improved profitability and more cash.
