Sales Strategy
This One Simple Word Will Revolutionize Your Business | August 31, 2016 (0 comments)
Tampa FL—A pet peeve of many retail store owners/management is looking out on the selling floor and seeing their people standing around doing seemingly nothing. What customers see are "lots of bored salespeople standing around."
Unfortunately, they are doing what they have been asked, told, shown, trained, pressured and rewarded to do..."make" sales when a customer shows up. In other words, the prevailing store culture sets the level of expectation and the expectations create the prevailing results.
What would happen if you simply changed your culture and expectations by one simple word? What if the word "make" was replaced with the word "create?"
When this is done, people no longer tend to stand around waiting to make a sale to a walk-in customer. They use their down-time to pro-actively "create" their own selling opportunities. Understanding this slight but powerful nuance is to understand Exsellerate’s new strategy that we call ExsellRev (Exsellerate Retail Revolution squished together).
Turn Employees into Entrepreneurs
To increase sales requires either more transactions, a greater average sale, or better yet a combination of both. The store culture must focus attention on, measure and celebrate individual sales initiated by the consultant and consummated during a pre-scheduled appointment. Think bigger than merely training the sales team how to make more sales. Teach them how to create more sales. Provide them with the tools and resources required to accomplish this such as proven email templates.
How amazing would it be to turn your store into a "By Appointment" store with a sign in the front window that says "Walk-ins Welcome." In other words, the walk-in traffic becomes the gravy and not the meat of your business.
Change one word in the store culture and wonderful things will begin to happen. Stop just making sales. Start creating them!
Terry Sisco is CEO of Exsellerate, Inc., funny-maker, uplifter, mischief maker, father. Based out of Tampa, Exsellerate has revolutionized retail sales training and made it "entertrainment," given it a millennial voice, made it ridiculously easy to learn on-demand style through social media platforms, captured the heart and soul of sales consultants and given them a sense of community, purpose, and the tools to crush their sales.
No more snooze-fest training seminars. Join the club, hop on your smart phone, grow in ways you never imagined, learn from top retail consultants across the country, and kill it on the sales floor. Like us at www.facebook.com/exsellrev, call us at 813-787-7355, email at tlsisco@exsellerate.com, and visit us at www.exsellerate.com