Checkpoints for Super Sales Techniques
- YOU
- Be neatly groomed
- Smile sincerely
- Keep the work area neat
- Recognize the customer immediately
- CARING
- Be sincere
- Use a greeting that requires a positive response
- Focus on the customer and the merchandise
- >Emphasize a desire to serve
- LISTENING
- Listen for the message behind the words
- Be aware of the customer’s body language
- TELEPHONE TIPS
- Answer promptly and politely
- Put a smile in your voice
- Speak clearly
- Personalize the conversation
- MERCHANDISE
- Know what merchandise or services the store offers
- Know where it is located
- Know when it is available
- BENEFITS/FEATURES
- Listen to the customer to find out what they consider to be product benefits or features
- Sell the customer the product benefit supplemented with the product features
- SELLING
- Demonstrate products using a “you”; attitude
- Differentiate between excuses and objections
- Ask only positive questions when closing a sale
- Suggest complementary merchandise
- KNOW YOUR CUSTOMER
- AIDA (attention, interest, desire, action)
- LEAR (listening, empathizing, asking questions, responding)
- Use “what”; questions
