Kavan Choksi Underlines TipsThat Sales people Should Follow to Improve Retail Sales

Retail selling implies to the sale of finished goods and services to individuals for their use. This process involves prospecting for customers, and presenting products and services to them. Kavan Choksi mentions that the core aspect of retail selling is to help customers make decisions and close a sale. Salespeople need appropriate skills and capabilities to improve retail sales, and invariably the revenue of a business.

Kavan Choksi discusses tips that salespeople must follow to improve retail sales

Having the ability to sell in a competitive retail environment is very important for modern salespeople. They need to learn how to make a strong first impression, as well as show the customers the willingness to help them out through a friendly demeanour, in order to directly influence the outcome of a sale.  Here are a few tips that salespeople must follow to improve retail sales:

• Make a good first impression: Making a strong first impression matters a lot when trying to convince the customers to make a purchase. When the customers are greeted with a smiling face and positive attitude, they shall be more willing to talk to a salesperson and listen to their expertise on the store’s products and services.

• Ask them questions: Asking relevant questions to the customers is an important way to connect with them and make a sale. Doing so can particularly be helpful if one personalizes their questions towards the interests of the customers. This would help the salesperson to demonstrate their own interest in the needs of the customers, and help them find what they are looking for. For instance, in case a customer is planning to buy a suitcase, it would be prudent to ask them if they are going on a business trip or vacation. This shall help the salesperson gain a better understanding of what the customer is looking for, and may even influence the outcome of the sale.

• Practice active listening: Listening to the inquiries or answers of the customers properly would show them that the salesperson is actually making efforts to help them. Using eye contact, as well as nodding and responding to what the customers are saying, are among the simple ways to show active listening skills. Moreover, by actively listening, one can gain a better understanding of what the customer is looking for and direct them to a product that suits their needs the best.

• Analyse body language: Understanding a customer’s body language can aid in determining whether the words or advice of a salesperson are aiding or obstructing the sale. By interpreting a customer’s facial expressions, arm positions, and stance, a salesperson can modify their strategy to better meet the customer’s needs and positively impact the sale. For instance, if a salesperson is explaining a product and observes that the customer has crossed arms and is looking away, they might consider pausing the explanation and redirecting the customer’s focus by asking a question. After regaining the customer’s attention, the salesperson can inquire about the customer’s thoughts on the product so far and identify any concerns that need to be addressed.

As per Kavan Choksi, when trying to make a sale, salespeople should try their best to suggest products that would actually help the customers with their problems or needs. By ensuring that the product is useful to them, salespeople can show their desire to be helpful. This shall increase the odds of having the customer return to the store.