Retail Sales Training: How to Attract Your Customer’s Attention
June 4, 2010 – 1:11 pmEvery product has a benefit. A benefit is anything your product can give to your customers. This is basic retail sales training 101. This is something you put upfront so that people will begin buying from you. To attract your customer’ attention, you have to create a good selling point for each and every benefit your product has to give. All of those should be emanating out from your product and packaging, with or without the
use of actual words.
An example of a product’s benefit is portability. One selling point of this particular product feature is the use of rechargeable batteries, which enables your customers to bring the product or device wherever they go. And aside from directly stating that your product is portable, you can choose to manufacture your product in a compact design or to choose a slim packaging so that buyers will see that your item can be enjoyed whenever, wherever. If one glance at your product would show that it is lightweight, condensed, and has a rugged construction fit for outdoor use, you have succeeded in attracting your customer’s
attention.
If in case you are a salesperson who only markets products that comes from your manufacturers and you do not have any influence as to its manufacturing design or packaging, you have to do some physical evaluation of your product before selling them. When possible, get your product and put it side by side along its competitors. Then answer these questions:
1.) How is your product different?
2.) What are the benefits your products have that others don’t?
3.) When it comes to its physical design, what is it that the product manufacturers emphasize?
4.) What is stated in the packaging that should make the product saleable?
After answering these questions, you should have a good idea as to how you should present your product in the market. If you have to make your own leaflets to give away to customers, then you can put all the primary selling points of your product, from the most salient ones down to the minor points. This way, you are effectively presenting your product in the market. Product manufacturers usually perform a comprehensive market research before they actually design and construct a product. Usually, the results of these researches are imparted to the marketing leaders, with the intention that they are passed on to every salesperson they have in force. Also, obtaining some basic retail customer service training is important as well. They want these selling points to be promoted to the customers. It all depends upon you, the salesperson, to put the product’s innate selling points out in the limelight. Remember to stress out the benefits (protects against all impurities, more compact, etc.) more than the features (made of durable plastic, removable filter, etc.)
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Tags: retail customer service training, retail sales training