A call to the massesBrian Richardson is using mobile phone technology to offer banking services to those left behind by traditional lendersWords of advice for hard timesBen Goss's software company is helping financial institutions to dispense guidance A taste for travel and piranha saladFaced with exotic food and lack of exercise, resourceful travellers can still keep healthyThe right message for troubled timesManagers face the task of communicating some difficult decisions to an apprehensive workforce as the slowdown bitesMake a clean desk of it in 2009Treat the cause rather than the symptoms if you want a tidier office this yearPfizer chief's cureIn spite of restructuring, Jeff Kindler, boss of the world's largest pharmaceuticals company, does not rule out future acquisitionsThe value of office gossipThe rumour mill does not have to be a destructive. Constructively harnessed, it can help manage worker expectations and even act as method of testing out new ideasGadgets for world-beatersFinancial Times writers asked busy business travellers about which devices they use to keep in touch around the globeFrom geek to online guruA dyslexic web designer, a call-centre operative and a single mother all had their fortunes changed thanks to their use of social networking websites Prisons specialist steps out A software provider to the Belfast security industry has been unlocking its potential after years of shunning publicity Turbulent times ? patent opportunitiesOcean Tomo's success highlights the complex market for innovation functioning under the constraints of the credit crisisIndia has drama in store
Shoppers in the subcontinent favour the colour and theatre of the bazaar over more minimalist western store designs, writes Amy YeeDeparting words of wisdomThe ideal farewell speech should be a subtle balance of humour, memories, reassurance and gratitudeSalvation from innovationThe septuagenarian president of Casio says that a surge in new products will see the company through any recessionBrewers need clear heads after awardsThere is little time for celebration when sudden fame brings the placing of huge orders
to increasing transaction per hour.
Approach more customers and try to spend less time with them
Coaching on Low Items Per Sale
Salespeople need to at least attempt to sell more than one item to a customer. Product knowledge and sales confidence are the keys to a successful add on. Lack of sales skill will inevitably result on giving up too quickly or ignoring an opportunity to add on.
Probe customers with broad questions relating to the product they are buying. You may find out something about the customers that leads naturally to the ad on.
Since the customer’s mind is most open to buying prior to making a buying decision on the primary item, a Salesperson who always waits for that commitment prior to adding on may be minimising his/her chances of successfully adding on.
Salespeople are sometimes much to careful about saving a customer’s money instead of trying to sell them more items. If the store is quiet Salespeople need to try harder to ad on. Even if the store is busy, a customer who has already decided to make a purchase is more easy to sell something to than a customer walking into the store.
Coaching on Low Conversion Rate
Lack of probing, skill in selling, product knowledge, and approaching customers is usually the cause of low conversation rate.
In most cases increasing the conversion rate of the store is the quickest and easiest way to increase the sales average. Converting one more customer per period can create a dramatic effect on the sales for the day so Salespeople need to close faster and attend to more shoppers.
Lack of clear and targeted demonstrations and a lack of product knowledge can cause wasted time with Salespeople performing the sale but not closing the deal.
Coaching on Low Sales Per Hour
Usually this statistic is low because one of the other’s is low.
Make sure you are tracking this statistic accurately. If you are measuring sales performance for an individual who is selling for less hours than being tracked this will inevitable show us a low sales per hour.
Summary
Targeting individual deficient sales statistics provides vital clues to Store Managers about the specific area of performance that should be targeted for coaching purposes.
Coaching on the most deficient statistic yields the greatest and quickest results and the potential the biggest improvement in sales performance.
The author of this article has developed a software program used by retail stores to quickly and easily calculate individual salespeople’s statistics.
Article Source: http://www.articleblender.com
Steven Lipschitz has a 12 year track record in Internet enabled applications and today specializes in Retail Performance Management Solutions. His company developed the world renowned Retail Performer Software. FREE Trial Download available.
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