Sales performance management for retail trade

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how to convince people to buy in retail so I got a great question for one of my YouTube viewers love you guys Myra who wrote in to say what if you work in retail how would I convince people they need an item I work at Armani and I need to sell two to three items per transaction this is a great question and having dealt with a lot of salespeople at uh at malls and in retail outlets I've seen the worst and I've seen a few people who it really well so I wanted to share three quick tips with you on how to sell better in retail number one actually care this might sound crazy for but for some reason nobody actually does this actually care about your customers okay when somebody walks in the door if I'm walking into your Armani store I don't want you just seeing the money in my pocket okay I want you seeing me I want your goal to be when people come into your store your goal is not to sell them anything your goal is to make your customer happy that's a different mindset because too many people come in and they're just trying to sell you stuff and you haven't even listened to my store and listened to what I'm all about and care what I'm trying to do why did I walk in that store do you even know probably not so maybe you want to get an understanding of that before you try to sell me something that's the big shift that's why most of the salese they don't have a lot of great success because they don't care you want to ask me questions when I walk in learn about me ask me what I'm interested in ask me why I walked into this store right find out a little bit about me so that you can make recommendations because here's the thing okay you might be an expert you might be and I hope you are right you're an expert at picking out clothes for men and women that fit the Armani style okay you might look at me and say to yourself I know exactly what this guy needs you know he needs to get this tie and this shirt and these pants he's look amazing but if you approach me and I get the feeling you're trying to sell me stuff even if you have the right recommendations even if the stuff that you're trying to sell me is the right thing for me and and if I tried it on I would be amazed by and walk out the store with five items even if that's the right right call if you come and you're trying to sell me stuff and I get the wrong vibe from you I'm walking out I'm not buying from you because you're trying to sell me and because you don't care about me so that's number one actually care about your customers number two Let Them touch it there's a certain fear that people have in buying stuff that may be a little bit outside their comfort zone and and you may know that hey this is the right thing for you you know you feel like after listening to me and after hearing my challenges and what I'm looking for you make the right recommendation say this is what you need say you're say you're trying to sell me a ring okay you're trying to sell me this ring you're trying to sell me this ring and say you know what this is the right ring for for you and I look at I like ah you know I don't like how chunky it is and how my reflection comes off and the lighting and you know I don't think it's going to be a good fit for me if you really believe that after listening to me and knowing who I am and caring about me that this is the best thing for me you're not just trying to sell me stuff you're actually caring about me then get me to try it on get me to put it on my finger like that just encourage him just try it on just humor me and try it on I think just to see and then when I look at it's like hey you know what you're kind of right I kind of like it it makes a big difference so whatever clothing item you're pulling out accessory shirt Jean whatever it is get them to try it on get them to touch it get them to feel it this is the advice of of Harry Rosen who's a really successful Canadian retailer made men's suits and dresses some of the most successful men in Canada and I think he's open in the us too but his secret was always to get people to try it on he would look at them understand them and get them to try on the suit and once they did and they felt it and they talked about it and they could see how they move around in it then they're much more likely to buy so get them to touch it number three reduce the risk as much as possible you want to reduce the risk for somebody coming in to buy if somebody's coming in and they' picked the right product you know you've helped them with it but they're a little reluctant they're still a little worried and say you know what maybe I'll come back the chances of them coming back are super low sometimes they do but it's small minority of people will actually come back after they check it out you want to try to get them while they're on the spot and again you're only doing this because you believe that this is the right thing for them after listening to their needs so what I look for is how to reduce the risk so for example somebody may say they come in and they try on something and say you know what I like it but I want to talk to my wife and get her opinion before I buy maybe your store offers a 30-day money back guarantee you could tell them you know what for your convenience you can you can buy it now take it home in your comfort of your own home try it on show it to her go on a date see how it works together and if it doesn't work out come back you've got 30 days full refund guarantee no questions asked and so you're reducing the risk so it makes it easier for me to say yes I'm buy it on the spot one last note about being successful in retail I was recently buying a suit and I really wanted a Calvin Klein suit I knew what I wanted I checked out the Styles and I wanted my Calvin Klein suit and I walked into a store and I asked you guys have Calvin client suits and the guy tried to understand what I was doing and what I was looking for and provide me options but at the end day he didn't have any Calvin Klein suits he didn't sell it and I my heart was set on it and instead of trying to convince me of why I need to get this other suit he said you know what we don't have Calvin Klein suits but the store three three aisles down they'll sell it and they have one on sale that might be a good fit for you and so he sent my business away to somebody else and I ended up buying a suit from that store but I always remember the guy who made that referral and if I ever need anything else I'm going to him first because that guy cares he's not just a sales guy he cares and so I'm going to buy from him so remember to make more sales and Retail number one actually care number two Let Them touch it and number three reduce the risk and believe for those of you watching you want to see more videos like this you can subscribe to the channel you can click on the link in the description to support me and leave a comment let me know what you think your feedback means so much to me and I love seeing it come in so thank you and I'll see you soon