Get Prepared to Sell

 

Being a customer imagine a situation that you walk into a store and you need some specific item that you like or want say it’s a nice pair of shoes, you search for a sales person in the store and finally get her attention and ask for it. And the response you get is a blank look “ummm aaaahhh?? Let me check back in the store or ask my supervisor” you really want this shoe it perfectly matches that one dress that you have saved for this special occasion hence you wait for about 10 minutes and then the sales rep comes back and she says “Sorry but that’s out of stock.” As customer you are totally devastated your plan falls apart and now since you waited for so long, it adds to your negativity and you finally black list this store and spread the word to your peers do not go this place its very ……

Now looking at it from the sales person’s perspective a perfect opportunity sell someone a pair of shoes who was ready to buy has been lost. Had she been prepared and had stock count at the back of her mind of what’s in stock and what’s in display, she could have had immediately said “Sorry we do not have that specific one in stock anymore however please have a look at these shoes which are very much on the same lines of the one you want” result the customer would be satisfied that I didn’t get I really wanted but I got some alternative and is happy does the and transaction with the store and spreads a good word.

More similar situations would be like no change in the cash register, the price tag being missing and you wonder what the price, customer asks for a feature and you have no idea what she’s talking about. These are a few of the hundreds of examples which show unpreparedness.

"You are not prepared!"

           -Illidan Stromrage

What is being prepared

Being prepared encompasses 2 things:

1.       Being physically prepared self-groomed.

a.       Wearing a proper attire or uniform.

b.      Looking fresh.

c.       Combed hair.

d.      Clean shoes.

e.      You get the idea…

2.       Being aware of your role in the store:

a.       Spic and Span store: Make sure that the store is shinny clean. No one really like a messy place.

b.      Know your merchandise: As a sales person you need to know what all are you required to sell so that you can sell it.

c.       Know the prices: Being stuck just because the price tag is missing puts you in a vulnerable situation and causes you to lose confidence.

d.      Have product knowledge: you become the professional the customer is looking for, you can manage customer objection more effectively. You will believe in the product and will sell better. Giving you a better chance to sell.

e.      Move around in the store: Makes you aware of the other categories being sold, help you put misplaced items back in place, awareness about new product etc.

The importance of being prepared is extremely essential when it’s about retail sales as it’s about facing the customer who is in hurry and we need them more than they need us.

“To be prepared is half the victory.”

-Miguel de Cervantes

Now that you are prepared, it’s time to greet he customer. More on that in my next post.

Until then happy selling.