In this stage, you can start to introduce your products and explain how they solve the shopper’s problem. If they say the face moisturizer they’re currently using is too greasy and causes them to break out, you can reassure them by saying you have plenty of oil-free face moisturizer options. Here, you can dig deeper into the reasons why they don’t like the products they have. You’ll want to find out what the customer’s pain points and frustrations are, and reassure them that you’re there to help.įor example, you’ve already asked the customer what they like and don’t like about the skincare products they’re using. Don’t push product sales yet.įor example, if you have a skincare boutique, you may want to ask what brings the customer in? Are they looking for new products or to replenish items they already know and love? You can also ask them what they like and don’t like about the skincare products they currently use. This is your opportunity to gather information, show interest, and start building a relationship. Ask these questions during the beginning of the buying process to learn more about the shopper’s current circumstances. Implementing SPIN selling techniques in retail means you and your associates can follow four phases of selling, depending on where the customer is in the buying process. His book SPIN Selling outlines a framework for creating structured questions that are delivered on time to increase sales conversions. The SPIN methodology was introduced in 1988 by Neil Rackham. In retail, this selling technique can help you convert complicated and difficult sales. SPIN stands for Situation, Problem, Implication, and Need payoff. Here are a few of the most commonly used retail selling techniques that can help you increase sales: SPIN selling The personal element is one of the main advantages of in-person selling, and with the right sales techniques, you’ll be able to convert more store visits into sales and reach your retail sales goals. Retail selling techniques are used to engage with shoppers so you can introduce them to products and build a human connection. Put these retail sales tips to work at your store.Training sales associates on retail selling.
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