When a client walks into your store, they are already considering buying something. Your worker’s primary job is to convince those customers to purchase from you that day.
1. Your employee must un-learn bad habits.
The old adage that practice makes perfect just is not correct. If your sales staff has been practicing the exact bad habits for years, (like asking Can I help you find something? or Do you have a budget? Or ignoring customers by stating Let me know if you want anything,) they have perfected mediocrity.
Till they learn how to do it correctly, they are just practicing doing it wrong. And quite simply, you can not afford that in this era of showrooming. An improved adage to adopt is”PERFECT practice, makes perfect.”
It takes time to convince workers to abandon behaviors they have practiced for so long. First training should help the student empty their old mindset about selling, retail, and also their particular self-image before new learning is possible and new behaviours can take hold. Try to hurry through that or dismiss these details and your training is stifled.
2. Your worker must be exposed to great content
Once those old customs are eradicated, it is possible to understand how to do it correctly. Sales training is significantly more than memorizing some content in a publication or training movie.
Sales perfection isn’t about memorization. Your sales staff requires the opportunity to absorb, embrace, and practice the new behaviors so that they do not enter auto-pilot and revert to the comfortable-ness of their older familiar – and much less effective ways.
When in doubt, they will fall back to their instincts – that is just what you can not afford.
If their instincts were good, they wouldn’t require retail sales training to start with.
3. Your worker must come to the retail sales training in their terms
The old expression, you can lead a horse to water but you can not make him drink remains true today. Your worker must find a way to move from skeptical to open about your training. Your worker has to eliminate their natural suspicion and cynicism of others telling them what to do and adopt a wholesome attitude that’s open towards change, making their job simpler and viewing the learning as a positive. If they can not do that, your training will be derided behind your back or mocked on your presence.
4. Your worker must continue the training
Positive reinforcement breeds positive results. Successful retail sales training requires continuous feedback and reinforcement. Your sales staff must see the program working, be advised the program is functioning, and be encouraged to keep on using the program.
Those old behaviours can be dumb, but they can not be forgotten. Without reinforcement, it is simple for your salespeople to fall back on old habits. Your workers can become disengaged and disinterested–standing around assessing Facebook, or congregating in the backroom or workplace.
After this happens, it will not take long for your employees to locate customers disengaged and disinterested on your merchandise. Constant training, evaluation, and retraining will keep your employees on track.
In Sum, There’s no Quick Fix
We have gone on a diet to attempt and shed weight but rarely sustained outcomes. That is because before the underlying behaviors are changed, it is too easy to revert to the familiar patterns.
Retail sales training, when done properly, takes time and energy. You should be prepared to invest a few months in training your retail workers for the training to adhere. Your employees will need to learn both how to not do it and they should have been doing it all along. After that, they will need to do it right, and they have to find the success that appropriate execution brings. And that may be as much training yourself as the owner or studying supervisor as your sales staff.
My retail sales training program SalesRX requires considerable time to master. Like my in-house sales training boot camps, this program isn’t meant to be hurried through, only for the sake of finishing the program. It’s designed to alter the whole culture of your retail business to become customer-centric, bringing out the very best in your employees and promoting your product in a persuasive way.
Whether you use my system or one of your own, training is all about changing attitudes and behaviors which were developed over many years first.