Let's face it, we are all buyers and we all visit retail outlets. Did you ever take the time to listen to the sales greetings as you walk into the retail outlets? If you do, you will notice most of them repeat the same greeting, and we respond with the same old answer. It is time for retailers to wake up and stop doing what they have always done. If they do not make the necessary changes, they will continue to get the same sales results as in the past. This is the standard retail sales greeting you usually receive walking into an outlet. "Hello, can I help you?" and you give the standard answer, "No thank you, I'm just looking." Even if you know what you want to buy and how much you are willing to spend, you still offer the same old reply. As a retail sales person, if you ask a question and know what the answer will be, as described above, it is time to ask a different question? By doing so, you will initiate a different response. We must explore "greetings" in general and consider a new approach that will encourage others to buy. First answer this question: Why did the customer come into your store? Is it possible they want to buy something? If you intend to make a purchase when you enter the store, how would you like to be greeted? How do you think they would prefer to be greeted? First of all, isn't it a privilege to have a customer walk into your store? If so, how should you welcome them and show your appreciation for their visit? Let's suppose you walked into a retail outlet and were approached as follows: "Good afternoon and welcome to our store. We appreciate you taking the time to visit with us." How would that make you feel? This particular greeting alone will make a big difference in welcoming anyone into your retail outlet, and will certainly make them feel appreciated. But that's not all. Most retail sales people follow the client around the store. Stop doing that and give them some space. Try adding the following onto the improved greeting:"My name is Bob, and if there is anything I can do for you, just call out Bob, and I will be right over to help you." Then, walk away and allow them some space. When they do call your name, approach them, thank them and ask them how they would like to be addressed. People will usually give their first name, and you instantly have permission to address them accordingly. People love to be referred to by name and by doing so; it encourages a more personal sales approach with the customer. Now there are many other things you can do to make the customer feel comfortable with you and to gain their trust, but you will have to read my other articles on building rapport and relationships. In the meantime, focus on your sales greetings and try different approaches to determine the one that works best for you. Finally, always show your appreciation by thanking them for their visit to your store, whether or not they purchased anything. Never forget, it is a privilege to have someone come into your retail outlet.
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