Sell Additional Product: Tips To Help Your Employees "marry" More Product!

A retailer recently told me that her prime-selling product had lost its attractiveness to her customers once the retirement of 1 of her staff

. Apparently the product was the salesperson's favourite item in the shop and, hence, she sold a ton of that product. It started me thinking that when you are "married" to the merchandise, it becomes so straightforward to sell that product. The retailer's comment further galvanized me to re-examine our own favorite merchandise in our place of business.

Are your staff selling merchandise that they like to the detriment of similar merchandise within the business? Are they "married" to the merchandise? In fact! There are a variety of reasons why a product sells well, and also the salesperson is a massive piece of the puzzle. Once all, salespeople are customers, too! It stands to reason that if your salesperson could be a happy end-user, the sales pitch is easier. Furthermore, if the sale is simpler, the salesperson will repeat the merchandise pitch additional and additional often until that product outsells different similar products in the mix. It makes smart business sense to investigate this at the next employees meeting. This can become the right opportunity to discussion the merits of product "A" over product "B", and discuss the "edges and features" for your customers. It would possibly be necessary to remind employees that a favorite product (while tempting to tout its assets to your customers) would possibly not invariably be the correct product for the individual.

As a retailer, our product mix is intensive and the final goal is to sell all of the product, not just some "favourites." Wouldn't it be wonderful if our salespeople loved all of the product? Then sales could skyrocket in every category! (That will not happen in the real world of retail! Savvy retailers already recognize all about the eighty/twenty rule.)

But as a small business owner, how will we tend to increase our workers's enthusiasm for additional product? Because that really is one answer - to sell a lot of of the merchandise combine, the salespeople must "marry" additional product! Here are a few tips you may want to implement to increase your workers's enthusiasm for selling more products:

1. Ask each employees person to "brag" regarding 3 favorite merchandise (that you just sell!) at your next workers meeting. Have a fun contest for best story. "Bragging rights" wins a gift certificate for dinner. If you have 3 employees, the goal is to get nine great stories (three every) - nine a lot of product to tout.

2. Distribute "free" product to your employees. (If the price is simply too prohibitive, "loan" product.) Encourage every workers member to attempt out the merchandise; wash the product; share the merchandise with family and friends; and come to a higher meeting with an evaluation of the product. Once more, offer little prizes for the simplest anecdote. And do remind the employees that honesty prevails! If your workers dislikes the merchandise, tell us why - state valid reasons why you'd not get this product. As a business owner, you need to listen to this criticism. You are wanting for honest feedback.

3. Encourage workers to re-assess products and collaborate on "features and advantages" lists. Once employees members acknowledge that their opinions are valued, they can feel more empowered and voice their concerns more readily in the future. Show a "options and benefits" detailed list on the bulletin board, as a frequent reminder to the staff.

4. Encourage workers to exchange stories in the future. Write down customer success stories in a counter book. Raise for permission from the client and publish the best story in your next newsletter and e-zine. Provide small prizes for fulfillment stories. Do not hesitate to relate dissatisfaction, also. Customers are forever impressed with a retailer who is honest concerning the product. (Clearly, you may have to re-contemplate that product!)

5. Ask the employees for input when you are merchandising the product. Generally a very little "tweaking" of a product show or placement will generate more sales. Listen to your staff's suggestions and implement changes. You may be shocked how the workers will sell a lot of product as a result of they need an "investment" in that product now. Also, attempt putting display signs that define a workers's favourite product and the explanation why it's his/her favourite. Amendment the signs on a monthly basis to stay employees and customers interested.

It is important to constantly re-assess and evaluate the prime sellers in the product mix. Ask yourself if you are "married" to these products. Re-assess the "options and benefits" of each of the prime sellers. Remind yourself and your employees that customers deserve the "right" product, not necessarily your favorite product. Which, higher than all, will remind your customers that they can trust you, and continue to buy from you.

by: Writers Room

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