Author Avatar



Share post:

According to data released by the IBGE , the retail sector recorded a 6.1% drop in December , but ended 2020 with an accumulated growth of 1.2%. In an increasingly competitive market, it is important to develop and know the best retail sales techniques to stand out at this time.

Customers are increasingly demanding: they want products that add value, real solutions to their problems and, of course, a good shopping experience.

For a seller to be able to meet all these demands, he needs to learn retail sales techniques !

The main retail sales techniques 

It’s not just about approaching a customer and offering the product. It is necessary to know how to do this in the best way possible, as the lack of technique causes failure in sales.

Selling is a science that needs to be studied and put into practice on a daily basis. Maybe you already apply some techniques in your routine, such as offering a second product to the consumer or using mental triggers, which are tricks to get their attention, but there are many other tactics to be used!

See, now, the main techniques for you to improve even more!

Learn How to Sell a Property in a Practical Way

Ensure a good impression for your customers

When someone says that “first impression is what remains”, take that as the truth. Of course, after initial contact, one person’s opinion of another person or a brand can change and likely will, if only to reinforce what they already know or add new opinions.

In the retail sector, sales tend to be faster, but this does not prevent you from conveying an idea of ​​security, trust and that it is worth knowing your products/services.

  • Build a strong image: in principle, work to standardize the sales team and the appearance of the establishment. Ensure that the environment is welcoming and that it speaks to your brand’s audience. Establishing a standard dress code for employees also increases credibility;
  • Be receptive: according to research , the simple fact of smiling triggers a series of benefits for communication between people. Showing a friendly face , willing to listen and help the other establishes a good non-verbal language and, from that, opens the way for a conversation.

Have mastery of what to talk

Certainly, the customer prefers the service in a store where the salesperson knows how to convey information about the products and services sold with propriety in what he says. But beyond that, there is other essential information:

  • Institutional information: the history, why the name, who the founder is, really all the data pertinent to the workplace;
  • Knowledge about the product/service: the characteristics of each one, what they solve for the customer, what they have as a differential and, most importantly, the benefits (always focus on them);
  • Market knowledge: you won’t talk about the competition during a sale, but knowing them helps you gauge what is different and positive your products or services offer. In addition to understanding consumer behavior according to market variations and demand, supply and demand.

In short, always be sure what you say so that you can answer all the customer’s questions and help them solve their problems. With these practices, the sale becomes more fluid and gives a greater feeling of trust.

Listen carefully to the consumer

One person may listen to another, but may not value what they say or not pay attention to every detail. This is a very serious mistake, because when you don’t understand the other, the conversation naturally becomes difficult and the problems are not solved.

There is a selling technique that fits very well in this subject, which is SPIN Selling.

SPIN Selling as one of the retail sales techniques

SPIN Selling is the acronym for a methodology created thirty years ago by Neil Rackham in his book: Achieving Sales Excellence ― SPIN Selling . It is a guide for the seller to ask the right questions to the consumer, to be able to serve him well and to make a totally consultative sale .

In English, the acronym categorizes four stages of a sale: situation, problem, implication and need-payoff . When translating it, the result is:

  • Situation: this is the time to collect all the information about the consumer. Focus on asking questions that explain how he came to you, what his needs are, and what he is looking for.
  • Problem: With knowledge of the customer’s reasons and goals for being in your store, this stage focuses on showing and reinforcing the problems they have.
  • Implication: After having in mind all of the customer’s difficulties, start pointing out what will happen if they are not resolved.
  • Need: Finally, after conveying the idea that there is a problem and what will happen if it is not resolved, instigate the client’s thinking with the idea of ​​how the situation will be with the solution. In other words, focus on the benefits of the products/services.

This is one of the most important retail sales techniques , because it traces, in the buyer’s mind, the idea that there are demands to be remedied. In addition to focusing more on the conversation and focusing it on the customer, listening to all their questions.

Purchase and Sale Contract: Know more than 10 Essential Items

Create a good customer relationship

Consumers are increasingly demanding and looking for products that really solve their problems, but also add value. 

It’s very important to be completely truthful at all stages of the sales process, and if the customer is more objective, so be it. Or, if he’s more sociable, follow the same line of behavior.

Adapt the service to the profile of each customer and create rapport , which is the act of establishing a good relationship and connection with each other, being empathetic and creating a true bond.

With this well-structured relationship, a series of benefits arise, such as:

  • The consumer starts to trust more what the seller says;
  • The way around objections becomes easier to walk;
  • The salesperson gains more security in the sales process;
  • The satisfaction of all parties increases.

Go for an effective closure

It’s not a rule, but retail trade tends to be faster. Therefore, within the main retail sales techniques is the need to carry out a good closing .

According to sales statistics for this year, 36% of sales teams consider closing their main difficulty. In other words, the conversation between seller and customer can be great, but knowing when to complete the purchase and get the consumer to make the payment is a problem for many.

Here are some tips on how to improve this sales step:

  • Feel safe in all processes and always have all the essential information (mentioned above in this content);
  • Get around the objections and propose closure as the only alternative;
  • Ask questions that lead to closing, such as: “do you have any more questions?”, “can we go to the cashier?”;
  • Feel the rhythm of the conversation and act according to the customer’s profile.

The most important tip about retail sales techniques!

Finally, we bring the essential tip for any retail salesperson: carry out constant training !

By updating and studying new sales methodologies and learning more about the market, it is possible to better serve each customer and, certainly, increase income. A simple but very effective attitude is to follow the content that your audience consumes, so you can get to know them better.

Always look for courses that are reliable and that add value to you and your team, so that everyone can become high-performance salespeople .

Here at the Institute of Specialization in Sales , you will find the most complete training to be a true professional in the field. With you, we take the complete path to become a true sales expert. You can learn the best sales techniques from the best experts in Brazil

How to specialize in sales in 5 practical tips (+ 1 bonus)
Learn how to create a strategic plan for your company