Do you think your retail store could benefit more from motivated, top performing staff? Do you feel as if your retail employees could do better at serving customers? If you answered yes to the above questions, continue reading. This post will outline 5 tips for a retail sales training program, which retailers can use to facilitate effective employee learning.
1. Training on how to establish contact
Retail staff should not only be trained to greet shoppers in a prompt manner but also have a repertoire or selection of “go to” lines, which probe clients’ product needs. If your retail staff can get shoppers to open up about their interests or habits, they (staff) will be better positioned to steer them towards the right products. This must be done within the first few seconds of the shoppers’ entry into the store, hence the significance for this kind of training.
2. Train them on word choice
The words your staff use when communicating with customers can greatly determine if a sale will be made or not. It is advisable for your staff to develop a list of key sales phrases that trigger positive visions for shoppers.
Phrases like “healthy, safe, proven, free, best, save, new” are particularly effective at persuading shoppers to make purchases. Likewise, some phrases should be avoided. These include phrases like “bad, buy, cost, worry and difficult”. They potentially create a negative perception and turn shoppers away.
3. Training on how to fill a void
Retail employees should be trained to establish why a particular shopper is on the prowl. Sometimes, customers can be undecided on what to buy and this training is all about realizing their needs without even making an inquiry. Your retail staff should always steer discussions toward establishing what product(s) could possibly suit the shopper. Apparently, this will require them (attendants) to have adequate product knowledge so that they can recommend items in confidence.
4. Retail staff should not focus much on sale items
Retail stores usually make little profit on sale items as the margins are very thin. While it may appear as a kind gesture to guide shoppers toward sales items, it could eventually harm the business if that is where attendants always point first. It’s good to train your staff to only mention sales items when shoppers make an inquiry about them.
5. Get help if necessary
Appreciate that sometimes you do not have to conduct training by yourself. As a manager, if teaching is not your area of expertise, delegate the task to qualified trainers so that they can bring the best out of your staff.
All the best and we hope the above 5 tips will come in handy in your next retail staff training session.
If you’d like to know more about how EdApp can help your retail training solution and internal training practices, get in touch at firstname.lastname@example.org. You can also try EdApp’s Mobile LMS and authoring tool for free by signing up here.