June 14, 2023 • 4 mins
Selling in a store is harder in 2023 than in the past two years. Why? Because if you had it in stock, you got the sale. Your sales skills atrophied. Now you have to think smarter and then clientele. Checkout SalesRX.com my online retail sales training program to have a process
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Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Hey,
everybody.
I want to talk to you this morning about uh what your goal is when someone walks in the door,
you know,
too many retailers I think right now are settling for their employees to do asked and answered uh retailing,
right?
So if someone walks in the door,
what can I help you with?
Oh,
I was online and I saw this thing.
Oh,
let's,
let's go to our ipad and see where it is.
That's kind of where a lot of it is.
(00:21):
I call that hardware store retailing,
asked and answered.
Right.
I'm looking for this fitting.
Do you have it?
Yes.
Down aisle five.
Leave me the hell alone.
I'm gonna go back to my phone and uh the problem is that most of you sell things that cost more than a few dollars and you have employees sitting around now who are not doing anything.
They're just waiting,
waiting for something to uh take them out of their day,
(00:43):
waiting for someone to walk in and have the right idea.
And what I want you to get in your head today is to think that when someone walks in the door,
there are two goals.
One,
either they are gonna come in and they're going to make a purchase,
which is our ideal thing or number two,
they're going to come in and discover something and we're going to get their contact information so that we can nurture them.
(01:04):
Some people call that client,
telling some people call that follow up doesn't matter.
It's all the same.
But if your mindset is,
oh,
I'm just gonna wait for someone to come in and ask for that $8000 sofa.
That $1000 set of speakers that uh impossibly beautiful dress for $400 whatever it is,
I think you're waiting an awful lot and your employees need to have their minds engaged.
(01:26):
So here's the thing using sales r you should be able to build enough rapport that you can go through and get that store tour when you get the store tour to me,
that's like ding,
ding,
ding,
they're interested.
They like me.
Um We're in for a good time to discover more than they came in for,
for example,
if you're a outdoor furniture store and somebody's uh bench just broke.
(01:47):
Uh If you can get to the store tour,
you start getting the idea that we're selling a room outside instead of a replacement bench.
You got me.
Same thing in apparel.
They're not coming in just for the scarf.
They're coming in for a new outfit.
So ding,
ding,
ding,
we get the store tour life gets better and because you've built that rapport and they've relaxed,
you can go through in that minute or two,
be able to bond with them and it's a personal relationship.
(02:09):
So that at the end,
if God forbid,
they've tried it on,
they didn't buy it,
they picked it up,
they had more questions.
The audio wasn't quite sure of.
I'll be back.
You quickly say I tell you what,
why don't I take a picture of it with you?
So you hand them the item,
you take a picture of it and then say here,
let me text this to you.
Why do we do that?
Because then in a week you can follow up with text and so you're going,
(02:29):
I think that's pushy.
Hey,
they gave you the number.
They could have said no,
I don't want that.
But if they did,
you can follow up and here's the thing as demand softens.
You're gonna have to work harder to get that uh business.
So you can't afford downtime where employees are just standing around chatting with each other.
I was in a uh big furniture store in California not that long ago.
(02:50):
And they had an up system where five employees were standing in the middle of the store,
all sing and talking about whatever and looking at their phones and as someone came in,
they got a greer at the front and that was their up and,
and they didn't really stay with you,
that was their up and they expected you to come back and talk to them at that podium.
What an incredible waste of time.
And that furniture store is having a really tough time.
(03:12):
So,
you know,
in the old days,
if you just had someone walk in the door and it was,
and you had it in stock,
who I'm great.
And so a lot of your sales,
uh,
abilities atrophied,
you know,
that I know that and a lot of you get stuck at the store tour.
You don't send it to me.
You don't ask me about it.
You just barrel through and say we don't have to do that.
And I'm telling you that is the entry to higher sales.
(03:34):
So if you're the learning manager,
if you're the person charged with,
if you're the one that bought the darn thing for God's sakes and you're hiring,
hearing a store tour,
just ask yourself,
why is that?
Because that's the entry to the big sale without it?
You're pretty much stuck with.
Hi.
Can help you find something?
Yes.
Do you have this in pink?
No,
we don't.
We have it online.
I can order it for you.
(03:54):
No,
I'll just go and look myself,
oh,
I did the job,
you know,
no one's buying today.
It's bullshit.
I'm telling you,
you're gonna have to work for every sale and understand that when someone walks in,
there's two options,
one,
they buy something from us.
And more than they came in for or number two they go through and we get their contact information and we can follow up,
we can clientele with them,
(04:15):
we can get our database,
we can do more.
But don't kid yourself,
you're gonna have to work harder for the next six months.
Not whatever,
the opposite of harder is less Blazier.
That's it Blazier.
Ok.
Hey,
everybody.
I want to talk to you this morning about uh what your goal is when someone walks in the door,
you know,
too many retailers I think right now are settling for their employees to do asked and answered uh retailing,
right?
So if someone walks in the door,
what can I help you with?
Oh,
I was online and I saw this thing.
Oh,
let's,
let's go to our ipad and see where it is.
That's kind of where a lot of it is.
(00:21):
I call that hardware store retailing,
asked and answered.
Right.
I'm looking for this fitting.
Do you have it?
Yes.
Down aisle five.
Leave me the hell alone.
I'm gonna go back to my phone and uh the problem is that most of you sell things that cost more than a few dollars and you have employees sitting around now who are not doing anything.
They're just waiting,
waiting for something to uh take them out of their day,
(00:43):
waiting for someone to walk in and have the right idea.
And what I want you to get in your head today is to think that when someone walks in the door,
there are two goals.
One,
either they are gonna come in and they're going to make a purchase,
which is our ideal thing or number two,
they're going to come in and discover something and we're going to get their contact information so that we can nurture them.
(01:04):
Some people call that client,
telling some people call that follow up doesn't matter.
It's all the same.
But if your mindset is,
oh,
I'm just gonna wait for someone to come in and ask for that $8000 sofa.
That $1000 set of speakers that uh impossibly beautiful dress for $400 whatever it is,
I think you're waiting an awful lot and your employees need to have their minds engaged.
(01:26):
So here's the thing using sales r you should be able to build enough rapport that you can go through and get that store tour when you get the store tour to me,
that's like ding,
ding,
ding,
they're interested.
They like me.
Um We're in for a good time to discover more than they came in for,
for example,
if you're a outdoor furniture store and somebody's uh bench just broke.
(01:47):
Uh If you can get to the store tour,
you start getting the idea that we're selling a room outside instead of a replacement bench.
You got me.
Same thing in apparel.
They're not coming in just for the scarf.
They're coming in for a new outfit.
So ding,
ding,
ding,
we get the store tour life gets better and because you've built that rapport and they've relaxed,
you can go through in that minute or two,
be able to bond with them and it's a personal relationship.
(02:09):
So that at the end,
if God forbid,
they've tried it on,
they didn't buy it,
they picked it up,
they had more questions.
The audio wasn't quite sure of.
I'll be back.
You quickly say I tell you what,
why don't I take a picture of it with you?
So you hand them the item,
you take a picture of it and then say here,
let me text this to you.
Why do we do that?
Because then in a week you can follow up with text and so you're going,
(02:29):
I think that's pushy.
Hey,
they gave you the number.
They could have said no,
I don't want that.
But if they did,
you can follow up and here's the thing as demand softens.
You're gonna have to work harder to get that uh business.
So you can't afford downtime where employees are just standing around chatting with each other.
I was in a uh big furniture store in California not that long ago.
(02:50):
And they had an up system where five employees were standing in the middle of the store,
all sing and talking about whatever and looking at their phones and as someone came in,
they got a greer at the front and that was their up and,
and they didn't really stay with you,
that was their up and they expected you to come back and talk to them at that podium.
What an incredible waste of time.
And that furniture store is having a really tough time.
(03:12):
So,
you know,
in the old days,
if you just had someone walk in the door and it was,
and you had it in stock,
who I'm great.
And so a lot of your sales,
uh,
abilities atrophied,
you know,
that I know that and a lot of you get stuck at the store tour.
You don't send it to me.
You don't ask me about it.
You just barrel through and say we don't have to do that.
And I'm telling you that is the entry to higher sales.
(03:34):
So if you're the learning manager,
if you're the person charged with,
if you're the one that bought the darn thing for God's sakes and you're hiring,
hearing a store tour,
just ask yourself,
why is that?
Because that's the entry to the big sale without it?
You're pretty much stuck with.
Hi.
Can help you find something?
Yes.
Do you have this in pink?
No,
we don't.
We have it online.
I can order it for you.
(03:54):
No,
I'll just go and look myself,
oh,
I did the job,
you know,
no one's buying today.
It's bullshit.
I'm telling you,
you're gonna have to work for every sale and understand that when someone walks in,
there's two options,
one,
they buy something from us.
And more than they came in for or number two they go through and we get their contact information and we can follow up,
we can clientele with them,
(04:15):
we can get our database,
we can do more.
But don't kid yourself,
you're gonna have to work harder for the next six months.
Not whatever,
the opposite of harder is less Blazier.
That's it Blazier.
Ok.
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