People hate to be sold things but they like to buy things. If this statement is so true why do  pushyretailers not understand this concept and implement it into their business as much as possible.

The standard question “can I help you” is probably the worst thing that you can possibly say to a shopper these day, especially if you say it before they are even in the door.

It is often said by team member hoping that you will say “no”. Even their body language hopes that you will say “no”. If you do say “no”, then they have done their job and they can get back to do some less important task in the business. Also, if they have “done their job” and you subsequently decide to leave without buying anything, then they are not responsible.

If you are in retail and you want to increase your sales without being pushy, start by understanding why people buy from you and identify all the things that can assist a sales and all the things that can eliminate the possibility of a sale. Understand how to welcome someone to the store and understand that you must allow them to browse and feel comfortable doing so. Understand how to offer help in their decision if they need it and also understand how to build rapport with people.

There is an underlying sales process required for every business. This needs to be taught to the entire team and embraced because it is best practice.

Remember, this may be the only training that the team may have received in their lives. You owe it to them and your business to train them to work at their best.

Some business owners struggle with the concept of training because they either do not know how to deliver it or they cannot find the time.

Training on a sales process does not have to be a long drawn out affair. It would be much more favourable if it was delivered in short bursts but re-affirmed on a very regular basis in a never ending cycle.

When someone makes the claim that they “Know How to Sell”, we need to question this as follows:

“Yes you may know how to sell, but how good are you at it?”

This question can only be asked if you measure the performance of your sales team over a period of time.

Engaging with customers without being pushy can be built into the training process. There are key words to use and body language and overall attitude can have an impact on its success.

If you need to work on your sales process, contact me today.

About the author,

Hi I’m Derek O’Dwyer. I have been an ActionCOACH for the last 18 years. I live in Clare and work with businesses around Ireland to take their business to the next level. I am passionate about business and providing help and advice. In the past 18 years I have worked with over 400 business owners helping them and their business. I adapt my coaching depending on what you and your business need. I find that each coaching relationship is different but as long as we understand that we have a common objective with timescales, positive things happen quickly. I am a firm believer i the concept of “what you can measure you can manage” and “what you measure you can improve”. Key performance indicators and accountability form the bedrock of my coaching platforms. If making more money from your business, working less hours in your business and having a great team running your business then it’s worth having a discussion with me. If you are willing to implement changes I will be there to help every step of the way. In terms of personal accolades and recognition I have been awarded ActionCOACH of the year in Ireland every year for the last ten years In 2019 I was inducted into the ActionCOACH Global Hall Of Fame I was global Rookie Coach of The Year in 2002 having achieved remarkable success as the first ActionCOACH in Europe. Many of my clients have also received awards from their peers for their business improvements.