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Retail Management Newsletter - Retailwise

Top Retail Salespeople...

1. Are able to relate to people easily. They can build rapport very quickly; understanding people are different and each type requires appropriate approach and conversation.

2. Let the customer talk most of the time (preferably 80% of the time) by asking open ended questions to discover the needs and requirements of the customer.

3. Can recognize and relate to the objections and do not get defensive when handling objections.

4. Are able to identify and prioritize the requirements of the customer; and not just the apparent ones but possible hidden needs like status and prestige.

5. Know their products or services inside out and are able to find a good match between customer requirements and what the product and/or service can deliver.

6. Talk about benefits rather than features. They are able to express benefits in a simple yet effective and relevant fashion.

7. Always look for ways to improve their skills and knowledge. They attend seminars, read books and listen to tapes and CDís to discover new ways of increasing their effectiveness and productivity.

8. Are determined to win. They clearly understand the definition of success in their environment and the rewards that are attached to attaining it. They like to talk about their major achievements and look forward to doing even better.

9. Are self confident and generally happy people. They donít necessarily show their burning desire to win to the outside world.

10. Like to help others when they can afford the time, however they also clearly understand that time is the most important resource they have and the only one that can not be recovered.

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