While customers often feel salespeople can’t be trusted, retailers are often faced with selling to customers who tell white lies to avoid purchasing an expensive item. What are some ways sales associates can improve their trust levels with shoppers?
Brick and mortars have one significant advantage over e-commerce players in turning browsers into buyers: the customers are actually standing there. A variety of retail sales training techniques can raise the conversion rate of their retail associates. What tips do you have for improving associates’ conversion rates?
NRF is behind us, arguably the center of what’s happening in retail. Many retailers will want to address the big trends using technology. But success must come from being more human. What are some obvious and less obvious retail trends that you think will play out in 2013?
Even though your store has that certain look and feel and you have the right merchandise with an excellent open-to-buy program, Millennials have now made your job even harder. How are Millennials and active social-media users transforming the shopping experience?
Business owners say is, “I just need more customers,” when what they really need is more returning customers. They can burn through a neighborhood with bad word-of-mouth and, without mystery shoppers, never know it. What are some core elements to running an effective mystery shopping program?
It takes a lot for customers to get in a car and visit a brick & mortar store only to be given the cold shoulder because and employee could only deal with one customer at a time. Based on your own observations/knowledge, would you say the incidence of store associates having to manage multiple customers at the same time is on the rise or decline at retail?
“Customers walking into your store no longer are … using all the beautiful displays, premium products and employees to cancel out any suspicions they have before they buy online,” says Bob Phibbs. Do you think there are stores that are more susceptible to showrooming than others?
Customers gripe for a lot of reasons. The good news is you can have automated alerts sent to you whenever your business is reviewed or mentioned on the ‘net. That way, you can respond with an online message that prospective customers can see — and thwart their impact. How proactive should independents as well as larger chains be in monitoring and responding to negative reviews?
A sales associate waits on a customer and at a certain point when everything fits, the dressing room goes silent as the customer scans with her smartphone to see if they can find it cheaper online. What if retailers charged a browsing fee or consulting fee in shops where extensive product knowledge is required?
In a recent Wall Street Journal article, “What’s Wrong With the Teenage Mind?”, finds that we have many smart young people, but research is showing they haven’t had the right experiences to shape their brains for success as adults. Do you agree that training teenagers at the store level is more of a challenge today than in the past?
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