What is Retail Selling? - Techniques & Process

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  • 0:00 What Is Retail Selling?
  • 0:36 Retail Selling Techniques
  • 2:01 Retail Selling Process
  • 3:49 Lesson Summary
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Lesson Transcript
Instructor: Ashley Johns

Ashley has taught college business courses and has a master's degree in management.

The understanding of retail selling is important for any successful salesperson. It is a platform for growth in the sales industry. This lesson explains retail selling techniques and the retail selling process. You can then test your knowledge with a quiz!

What Is Retail Selling?

You've decided it is time for a new computer. What do you do? If you have questions about all the options available to you, you will likely get in the car and drive to an electronics store. This is where you will experience retail selling.

Retail means to sell goods to the public, typically in small quantities, for consumption. Selling is the exchange of goods or services for money. Although there are numerous sales completed online, there is still a need for physical locations. This opens the opportunity for jobs in sales. To be successful in this career, you need to understand retail selling techniques.

Retail Selling Techniques

Here are some techniques that can be used in retail sales. You can use one of these or a combination of them.

Compliment Their Choices

Don't be a pesky salesperson. Sometimes it just takes a quick, 'Great choice!' to help them make a decision. For a customer that is rebellious against your help, this may be the right technique. Rather than hovering over this customer, continue on with your work. Let them know you are available if they need you. Then, simply compliment their decision. It could lead to more questions or simply the incentive to make the purchase.

Follow Features with Benefits

Instead of just rattling off statistics, tell the customer how it will meet their needs, too. For example, 'This television has a built-in DVD player. That means you don't have to deal with additional machines and wires.' This translates the confusing data into understandable information.

Get the Customer to Talk to You

Ask open-ended questions. Be conversational. For example, 'I see you're looking at the jogging strollers. What would you like one to do for you?' Customers want to be helped by someone that cares about their wants and needs, not someone that just wants to make a sale.

Establish Your Credibility

Show the customer how you are the expert. Give your credentials and years in the business when introducing yourself. For example, 'Thank you for coming into to Pool Depot today. I'm Tom. I've been in the business for ten years. Are you looking for pool supplies or to build a pool?'

Retail Selling Process

Now that you understand the options for selling techniques, it is time to put them into action. Sounds easy, right? It long as you understand the process. The right steps mean the difference between a sale and the customer headed out the door to the competition.

Step 1: Opening the Sale

Do not say, 'Can I help you?' Find a way that prevents, 'I'm just looking'. Ask an open-ended question that is conversational. This step ties back to the technique we discussed, 'Get the customer to talk to you.'

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