Driving success at retail will depend mainly on the human capital. Let’s summarise the attitudes and behaviours common to successful retail sales person:
Habit 1: Empathy
Successful Retail sales reps always put themselves in their customer’s shoes and see the world from their perspective.
Habit 2: Trustworthy
All successful Retail sales relationships are based on trust between the customer and the sales rep. It is the fundamental belief on the part of the customer that you will do what you say you will.
Habit 3: Knowledgeable
Successful Retail sales reps have a detailed understanding of their customers and the sector they operate in and their products. Their customers see them as someone who knows what they are talking about.
Habit 4: Communicate
Successful Retail sales reps use communication skills to develop strong rapport with their customers. They have the ability to communicate with individuals at all levels of the organization and actively develop these relationships.
Habit 5: Persistent
Successful Retail sales reps are motivated by their targets and persistently pursue opportunities until those targets are met. Set backs are temporary and an opportunity to learn to further focus their efforts to achieve their goals.
Habit 6: Close
Successful Retail sales reps look for buying signals from customers and close the sale as soon as they see them. They are skilled in using techniques to engineer a close in the event there are confused buying signals. Most of all they are always prepared to ask the question!
Habit 7: Funnel
Successful Retail sales reps plan to exceed their targets by actively managing a funnel of business prospects. They map their target against known business opportunities and then ensure there are sufficient new business opportunities in the funnel to cover any shortfall.
Habit 8: Efficient
Successful Retail sales reps recognize that time is their most valuable resource. They always focus on important tasks that will help achieve their sales targets and use the resources of the organization extensively.