Sick of "selling"? Solved in 6 Steps!

You’re in your store selling your charming products. Naturally, your purpose and motive is to “sell”, right? Wrong!

If a customer walks into your store with the understanding they’re going to be “sold” something, the chances of them buying are slim.

However, let’s re-frame their perception of you from a “salesperson” to a “helper”. What would happen then?

What if you could change your customers' idea of you, and therefore, their reason to buy in your store?

If you want to convert your browsers to buyers and stop the tough slog of "selling", TRY these 6 things:

✔︎ Be a “helper” not a “salesperson”. Strike up a natural conversation without asking a sales question i.e. “can I help you”? Both you and your customer are in your store with a shared interest - use this to your advantage. Talk about their home, their likes and dislikes, tell them the story of the product they’re looking at and soon, you'll build the necessary "trust" with your customer.

✔︎ Charge more for the same product. How? Honest, informative and engaging customer service. Investing time with your customer to create helpful decision making nurtures certainty and safety in a customers purchase. It also permits you to charge more (than what customers can find online with no help, reassurance or conversation). Your service is worth more than the fleeting experience online.

✔︎ Buyers remorse is a real thing. Customers who shop independently are more likely to question if they made the right choice. Be the person to validate their purchase. Engage with the customer so they don't have to second guess their decisions.

✔︎ Provide your customer with 3 choices (not necessarily three different price points) so they are not choosing between "this" and "that". Reassure them that they are ALL good options so they can't lose either way! Let the customer review and analyse on their own. If they ask, “what do you think?”, well done, you’ve gained their trust. Simply respond, “it’s your decision, but based on what I've gained rom talking to you, I believe option 3 would be best for you!”

✔︎ Show them something they weren't expecting to buy. You have hundreds of products in your store which you see everyday. You know what you have and what you can offer, versus your customer who is seeing everything for the first time. Based on your conversation with them, show them something they might want or need without them realising they did! Not only does this provide them with a new and interesting purchase, but it reimagines your customers awareness of your store and what you offer - a reason to return in the future!

✔︎ Don't be your own roadblock to making a sale! Don't act like you're not good enough to sell your product. Or worse, you disbelieve the value of the RRP when assisting your customer. You are the expert when it comes to your products. Your customer wants that expertise from you. You have more influence than you think! If you believe in paying $$ for a product, and you confidently deliver your reasons why, your customer will share your judgement toward the products value. Don't degrade or discount a product that isn't shifting or you feel a customer won't pay for. When a customer pays a premium price, it removes any doubt in the value of their purchase!