retail sales | DMSRetail

An important but often overlooked aspect of the sales process, add-on’s are seen by most salespeople as a burden on the customer. In other cases, salespeople are either indifferent to or even scared of suggesting add-on’s because of the fear of losing the sale.

Contrary to that fear, the best time to suggest an add-on is right after the main sale is closed. The fact that the customer has already said yes indicates that s/he saw the value in your offering, chances of them changing their mind because of an add-on suggestion is slim. Far from it. in fact, studies show that in most cases, provided that the add-on conversation is designed and sold properly, the additional item has enriched the satisfaction they got out of their main purchase.

The benefit of add-on sales on store profitability is tremendous. That is the reason some retail experts suggest that UPT (units per transaction) should be a prime measurement of store productivity. We don’t want to get into a lengthy KPI discussion here, but everything else being equal, you can make a huge difference in your profitability and overall success by increasing your UPT. Most of the increase usually comes from successful add-on sales.

To recap:

1. Contrary to popular belief, immediately after the sale is the best time to sell add-on’s.

2. Increases profitability dramatically.

3.Extends the satisfaction value of the purchase.

4. Your customer will appreciate you for it.

So, make it an agenda item in your next sales meeting and discuss the add-on products, the sales process, the expectations from each staff member and count those extra profit dollars pouring in.

Do you think you’d be a good candidate to attend the upcoming Retail Management G.O.L.D. Workshops in Phoenix? Well, you can find out if you wish.

The first step is to answer these three questions.

1.) Are you tired of doing the same things over and over and expecting better results?
2.) Are you trying to figure out what actions are necessary to ensure next year will be a banner year?
3.) Are you ready to get 2012 off to a great start?

If you answered “yes” to one or more of the above, then you may be ready to attend, but please keep reading to find out, for sure, if it would make sense for you to attend; if you qualify, so to speak.

The customer’s experience in your stores and the resulting sales performance…good or bad…is a direct result of what’s going on in the business; a direct result of management abilities, decisions and actions. Unfortunately, the fact that so many customers have bad shopping experiences means…well, it means that many retailers need to pick things up a notch because a bad shopping experience is just the tip of the iceberg!

Frankly, consultants and retail management experts are somewhat puzzled as to why it is taking so long for the retail sector, more specifically, the management personnel operating in it, to identify the critical issues and take action. What is going on in some of those boardrooms, anyway?

Some just keep going along the same path, ignoring all of the signs until they’re forced to turn the lights out. Some just continue to throw good money after bad at things that ‘might’ be causing problems…at things that ‘might’ be the cause of unsatisfactory financial results… rather than address the things that ‘are most definitely’ causing the problems.

In our many years of experience, we find that there are quite a few retail management individuals who think they already know everything there is to know about the retail business. If that were true, we wouldn’t be seeing the problems that we see today. And the problems are nothing as simple as poor customer service or messy stores, etc.

No, when sales and profits are not what they should be, there are problems that run much deeper than that.

So, perhaps, many of the retail manager’s know the mechanics…but that’s just not enough.You have to admit that warrants some consideration.

We really hate to say this but it’s no secret that there are plenty of customers who are not that happy about going shopping in stores anymore. That’s one of the reasons on-line retailers are gaining a competitive advantage.

The reason we bring this up is to point out that there is evidence that there are still many things that retail management individuals need to do better – like manage for performance, lead people to create a loyal following, operate with integrity and principles, build and maintain a performance culture.

If this was all being done properly, most of the issues would simply disappear.

Some might say the retail industry is in a bit of a mess! Well, maybe, but it’s certainly not all doom and gloom. There is so much to be done!

If, after reading this, you think that you would qualify, join DMSRetail’s retail management experts for the Retail Management G.O.L.D. Workshops in Phoenix in January 2012 and find out just what it’s going to take to prosper in the future of retail. Hint…it’s way more than technology!

The future is bright – despite what’s going on – because there is so much opportunity for those willing to embrace it by attending the Retail Management G.O.L.D. Workshops.

The Retail District Management Workshop is being held on January 12 & 13, 2012

The Retail Operations Management Workshop is being held on January 9-10-11, 2012

Send an email to: training@dmsretail.com to request Program Outlines and find out about fees, group discounts, who should attend, what’s included, etc. Or, use these links:

The Retail District Management Workshop: http://www.dmsretail.com/districtworkshop.htm

The Retail Operations Management Workshop: http://www.dmsretail.com/retailtraining.htm

These workshops are not geared to the average person. They are hard hitting – tell it like it is – sessions that emphasize the importance of a performance culture and holding people accountable every step of the way.

If you’re on board, we look forward to meeting you in Phoenix.

All the Success!
DMSRetail Inc.

PS: As you may have gathered, we don’t believe the Retail Management G.O.L.D. Workshops are for everyone. If you think they’re for you and/or others in your organization, let us know and we’ll reserve your seat(s). But, please act very soon because class size is strictly limited for quality purposes. Send an email to: training@dmsretail.com

PPS: You should not consider attending the Retail Management G.O.L.D. Workshops unless you’re ready for something bold and new. If you are, here are those links again:

The Retail District Management Workshop: http://www.dmsretail.com/districtworkshop.htm

The Retail Operations Management Workshop: http://www.dmsretail.com/retailtraining.htm