8 tips to increase bill value for every customer
8 tips to increase bill value for every customer
8 tips to increase bill value for every customer - To learn more about this author, visit Nilesh Shah's Website.
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- The floor assistant should have a good acumen in differentiating between real buyers and window shoppers. This skill has to be polished over a period of time by marking random people, putting a mental tag of buyer or browser and then watching (discreetly) whether the person went on to buy or not.
- The salesperson should not interrupt the prospective customer the moment he/she enters the store with the too familiar but irritating “How can I help you?”. At the same time she should be easily available for assistance if the customer needs her.
- When the customer seems confused or asks for help in choosing, the salesperson should offer a soft advice based on her estimate of the customer’s taste and budget. However she should not insist on selling a certain piece.
- While some customers insist on knowing the technical features or details of the products, others go by the look and feel. The salesperson should be able to identify and serve both these needs.
- While it may sound a loser strategy, it is very important to advise the customer against buying a certain product that may not be fit for them. This can build a huge respect for the salesperson and can result in much bigger sales later.
- A good upsell strategy (offering tie and cufflinks with a suit) can increase the order value of a sale and is easier than getting a whole new customer to buy.
- Make a note of the items that the customers asked for and were not in stock. Same for sizes. Offer to call the customer when these have come in the stock. This can heavily increase the customer delight and serve to get the customer back in the store which is the dream of every retailer.
- The salesperson should be nice and presentable without looking gaudy or overdressed. A shabby salesperson is a big turn-off. Customers ask for helpful salespersons by name and will easily buy an extra item if the salesperson has recommended goodand usefulthings in the past.
8 tips to increase bill value for every customer - To learn more about this author, visit Nilesh Shah's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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