You know, over on my blog, retaildoc.com/blog, I probably have a thousand articles, and a lot of times they're in response to people asking me, "How do I greet a customer?" and "What's the best way to approach a customer?"
And I'm always surprised by that because if you just looked at what's going on, you wouldn't do those bad habits. "Hi, can I help you find something? You have a budget? Looking for anything particular?", all that other garbage. You know when shoppers say no, it's usually your fault, not them.
So what I say today is, whatever you're using for your opener, your greeting, go through and listen for the number of times you hear no. And you know what? If you just tally those up, you'll realize how do I not get a no? And then you'll discover that a sales process really makes a difference.
You'll check out SalesRX, my online retail sales training program, and you'll be able to just greet them with something simple where the customer ends up saying "Thank you" or repeats it back to you, and ultimately that's the start of a great interaction.
It's not that trying to tie somebody down and make them buy something. It's just being warm and natural, just like you would be in your house. So today, listen for the noes from your shoppers and then stop doing those things that get those noes.
If you love what you heard on Retail Today, connect with Bob by visiting retaildoc.com or send a message to bob@retaildoc.com. Thanks for listening!