Pure Heart, Simple Mind Newsletter, Vol.5, No. 21. Appreciative Relationships Help Resolve ConflictRead a short story that epitomizes the way many Japanese approach conflict and relationships. I share this story with you now, hoping it will help you better deal with conflict in your own life.Pure Heart, Simple Mind Newsletter, Vol.5, No. 22. It's your thinking that leads to your sufferingToday's story is a common tale told by Zen monks in the Orient. I hope it will help you live your life with a greater sense of emotional fulfillment.
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.
Here are some more family business coaching articles...
