Small Changes That Sell: Over 100 Sales and Set-Up Skills for Pop-Up Stores, Market Stalls, and Retail Sellers

By WILL SHELDON

Are you running a pop-up shop or market stall but struggling to make a decent profit? Are you no longer enjoying your job? This short book will help! It is not a book about dealing with suppliers or other means of reducing your costs. It's sole aim is to help you at the selling end of the process in your pop-up shop or market stall. Many of the customer-end tips will also help anyone selling in a retail outlet. 

After reading this book, you will learn:

• How and When to Set Up to Maximize Sales

• About the Importance of Being Early

• About the Importance of and Types of Signage

• How to Display Your Products Effectively

• How to Understand and Engage with Customers

• How to Make a Sale and Ensure Repeat Customers

• About Selling and Upselling

• How to Find and Act on New Leads

• About Physical and Digital Searches

If you implement even just half of the 100+ sales and selling tips contain in this short book, your sales will increase. One killer product, improvement, or initiative will not give you a major competitive advantage—at least not in the long run—but many tiny improvements combined will.

Small changes do indeed sell!  

• Language: English
• Publisher: First Half Leadership
• Release date: Jun 4, 2018
• ISBN: 9798201399450

Book preview

SMALL CHANGES

THAT SELL

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OVER 100 SALES AND SET-UP SKILLS

FOR POP-UP STORES, MARKET STALLS,

AND RETAIL SELLERS

––––––––

WILL SHELDON

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COPYRIGHT © 2018 WILL SHELDON

MARKETPLACE PRESS

AN IMPRINT OF FHL PUBLISHING

All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, or otherwise, without the prior written consent of the publisher. Short extracts may be used for review purposes.

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To Nick for a sales education and Gregg for sales inspiration.

TABLE OF CONTENTS

INTRODUCTION

CHAPTER 1: HOW AND WHEN TO SET UP TO MAXIMIZE SALES

Booking Ahead

Finding the Best Selling Times and Places

The Early Bird

Signage

How to Display Your Products Effectively

CHAPTER 2: HOW TO UNDERSTAND AND ENGAGE WITH CUSTOMERS

Your Body Language

Customer Body Language

How to Engage with Customers

How to Address People

Know Your Products

CHAPTER 3: HOW TO MAKE A SALE AND ENSURE REPEAT CUSTOM

Selling and Upselling

How to Secure Repeat Customers

CHAPTER 4: HOW TO FIND MORE BUSINESS

Finding and Acting on New Leads

Speak to the People Around You

Physical and Digital Searches

Conclusion

APPENDIX: CHEAT SHEETS

INTRODUCTION

The world of the pop-up store owner, market stall holder, corporate stall vendor, or anyone on the front line of retail selling is a competitive one, especially when your business or livelihood is at stake or your wages are either partly or fully based on commission. How do you set up your products to maximize your sales? How do you best engage with potential customers? How do you close the deal and persuade them to part with their money? How do you find new business? How do you get an advantage over other stall holders and sellers?

This short book provides practical solutions to many sales questions that, if implemented, will increase your sales in the business-to-consumer (B2C) retail industry. One killer product, improvement, or initiative will not give you a major competitive advantage—at least not in the long run—but many tiny improvements combined will. Small changes do indeed sell.

Top athletes make tiny improvements to their training regime, gear, body, and diet and then keep doing it. Added together, these small changes keep them at the top. It’s the ‘‘law of accumulated marginal gains,’’ and it is actually the key to all good sellers and sales performance as well.

Let me cite an illustration. Over the last few years, British track cyclists have dominated their sport, and for the first time in its 100-year history, in 2012, a British cyclist won the world’s premier cycling event, the Tour de France. This was followed up by further Tour de France victories in three of the next four years. What happened? It was the culture of ‘‘continuous improvement’’ implemented by performance director Sir David Brailsford. Brailsford stated, Forget about perfection; focus on progression, and compound the improvement. It’s about taking ownership and doing many things 1% better. It adds up.

My hope is that this practical advice will assist in helping you gain a competitive advantage by making lots and lots of small changes. At the end, I’ve summarized all 100 sales and have set up skills into quick reference cheat sheets. All this will help you sell more, and as a result, it will help you generally enjoy your job more too—another plus.

Will Sheldon

CHAPTER 1: HOW AND WHEN TO SET UP TO MAXIMIZE SALES

Booking Ahead

Fail to prepare, prepare to fail, Benjamin Franklin is reported to have