This is something I have said my entire career. Every job I have had, Every staff member i have taught to, Every business I consult.
What does it mean exactly?
It actually means a number of things. Not only the very obvious..
Get the money in the till, but it also means this...
Work the customer – Go above and beyond to show the customer you care, give examples of how products are used, provide a level of service that customer would have never before seen. Even if that customer doesn’t immediately purchase, they will have no other option BUT to come back to you when they are ready to.
Make the deal – If your haggling over price for example, Why are YOU hesitating? If the item is priced right, there should be no price objections. Your product is good quality, it will fill the desired need for the customer, it’s not overpriced in store, nor is it available far cheaper elsewhere. Make no mistake.. a sale WILL be made at this point.. either you sell the customer the product, or the customer sells you a reason NOT to buy!
Cycle your stock – Clear it out.
If you have stock in your store that has been sitting there for more than 3 months.. why isn’t it selling? Is it overpriced? Is it outdated? Is it dirty? Is it in the wrong position? Is it in the wrong store? Whatever the reason it’s still sitting there.. It shouldn’t be.
It needs to go. It’s costing you money having it sit and take up valuable shop space. Mark the price down to move it. Wipe it down and give it pride of place.. whatever it takes. Free up the space and the money for something that will sell.
Up sell – Would you like fries with that?
Nearly everyone in the western world has heard those words.
It’s so easy to do and it makes so much sense.
Ask for the sale – It’s a rookie mistake NOT to.
You would be amazed how many sales I have watched walk out the door, just because the salesperson didn’t ask the question. You can ask it 100 different ways.. The most obvious being directly
“Would you like to take that today?”
If you like a little different, try the following..
“Would you like to pay cash or card?”
“Come over to the counter and I will ring that up for you”
Or if you want to leave a lasting impression.. Be Direct.
“What’s your wife/Husband going to say when you take this home tonight?”
..or any number of variations.
Be proactive on your store floor.. show your staff how its done.. lead by example.
But most importantly..
Get that “Money in the till Baby!!”
Matty Mac - Oz Retail Group