Selling The Way Your Customer Buys

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Be more vivid with how you sell your products using stories or real-life examples. This means giving the shopper 3 options for their purchase. Jennifer and Danila, the co-owners of Convey boutique in Toronto, call these three options the Requested, the Alternative, and the Dream. According to Jennifer, when selling the Dream, they aim to educate the shoppers as much as possible. That said, being genuine is key.

I think that in order to create the best experience, we would never want to put the client in something they feel uncomfortable in. The key is to play to your audience and always be genuine with your approach. The Rule of 3 can also be applied in cross-selling. In Convey, for instance, Jennifer and Daniela try to ensure that customers walk into the fitting room with at least three items. They accomplish that by recommending products that complement what a shopper wants to try on. In this excellent post on cross-selling , he writes:.

This can also be applied to upselling. Consider what many airlines of doing.

Many airlines offer upgrades but do so in certain increments. Consider what many ecommerce sites are doing. To encourage people to buy more, they often throw in free shipping if the shopper spends above a particular threshold.

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Consumer psychologist and retail consultant Bruce D. Further Reading. This handy resource offers 10 proven tactics for boosting retail sales and improving your bottom line. To successfully close sales, you need to get in the minds of shoppers.

Figure out their needs and motivations, and then craft your approach accordingly. Do you do upsells and cross-sells in your business? Tell us about your strategies in the comments. She writes about trends, tips, and other cool things that enable retailers to increase sales, serve customers better, and be more awesome overall.

Sales Training

She's also the author of Retail Survival of the Fittest , a free eBook to help retailers future-proof their stores. I recently completed a course on how social dynamics and group association influence consumer behavior. As I read your blog I found myself agreeing with almost everything you posted. From creating urgency limited time offer , offering additional discounts or bonus gifts, creating value by showcasing its benefits, to how the cross sell opportunity is presented all make for a ripe selling environment that benefit the consumer and company.

Francesca Nicasio, we are in Retail segment where we help all Retailers to improve their New Acquisitions and Existing Customer sale through our platform mCarrots.

How to Upsell and Cross-Sell in Retail: 6 Pointers to Implement in your Store

We provide various KPIs to track their business. Just to my curiosity, I want to hear from you, what are the major and critical KPIs a retailer should monitor on daily and monthly basis. You must be logged in to post a comment. They have to reconcile their need to make the sale with the customer's desire for a heartfelt, authentic sales approach. Shari Levitin, best-selling author, entrepreneur, speaker and sales guru, will share her proven methods for increasing sales revenue without losing your heart. Her content kept me engaged for the entire class.

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Even an "old sales pro" like me found so many helpful hints and tips in Sheri's methodology. If you are a newbie to sales, search no more -- just take this course and you will have everything you need to be successful. Trust the process, follow the steps. It will work for you. I especially loved the subject matter guests who covered the topics of Digital Seling and Storytelling. Do not put off buying and viewing this class. Do it now!

Know your customers' needs

Sales are how people and companies get revenue. Kudos to Sheri for this amazing class.

I loved every minute. By sheer luck, I came across Shari's book, Heart and Sell, about a year ago and instantly recognized that her process was one that would align nicely with my B2C sales team. Having read her book, I knew I was in for a real treat coming to Creative Live and watching her deliver her content in person.