8 Ps of Hardcodre Selling

1. Prospective Customer Identification

Identifying buyers (actual shoper) from the bunch of browsers (window shoper) is very difficult. Again when you have identified your buyers (prospect), you've to ensure whether s/he is a buyer or a decision maker. You're on your way to success if you've figured out the difference.

Browser: Window shoper

Buyer: A buyer is a person or persons who wants to purchase a particular product or products.

Decision Maker: A decision maker is the person who ultimately decides if the purchase is made or not.

2. Preparation

Prepare yourself for closing the deal. Gather enough knowledge about products and/or services you offer. Do a good sales planning and ensure it is followed. Remember, plans are not important, planning is important.

3. Personal Call

Occasionally surprise your customers with personal call. Inform them about new products and/or service entrants in your retail. In today's world of email and sms, personalization does makes a difference.

4. Presentation

It is very important for a retail to be presentable. It includes store interiors, staff, stock, pop (point of purchase or visual merchandising). Remember, the sales is driven by the customers or by the sales staff and products presented well is half sold.

5. Push

This is one of the commonly used sales technique that will help you to boost the sales. Example: You can push a customer to buy tie or cufflinks on purchase of a formal shirt or you can push him to buy a belt or a pair of socks on purchase of a trouser.

6. Promise

It is not difficult to promise or assure about things to customer. What is difficult is to retain it. False commitments may increase the sales but it will not help in retaining customers. Retail selling is all about bringing your customers back.

7. Perform

Do not speak about good things you offer or you do to your customers. JUST DO IT !!!

It will help you outperform your competition.

8. Pursue

When all 7 P's are in place, put this eighth P into practice to ensure that they are in place.


Nilesh Shah nileshshah@rancelab.com Over 10 years of experience in the field of software development, sales and marketing. He has assisted over 500 Retailers and Restaurateurs in implementing the Retail and F&B software with barcode & pos hardware for their business. He holds a designation of Director, Marketing in Rance Computer Pvt Ltd. He holds the certification from Microsoft Corporation and NIS. His current research focuses on developing and implementing intelligent retail systems...

Go Deeper | Website

Want More?

New Graphic
Subscriber Counter