Dec 162011

Tom Hopkins is a master salesman and here’s his advice on selling

There are thousands of different sales tips and techniques out there; some of them are very hard sell, some are focused primarily on specific sales areas like door to door or car sales.  One question I’m often asked by clients is “What sales techniques work?” and one of the best and most effective sales techniques I have come across that is useful in all areas of sales is by Tom Hopkins, which he covers in his book ‘Sell it today, sell it now’. Continue reading »

Dec 162011

Top tips on how to help the customer to make a purchase

The chances are that over 90% of the people who come into your store are looking to buy something so why not help them? Yes, the occasional visitor will just be sheltering from the rain or waiting for a bus to arrive but the majority will have a reason – however small – to be looking around your store.

Helping the customer to buy in the first place is the key hurdle to get over and the best way to do this is through the use of scripts for your sales team.  How many times have you been in a shop and the salesperson has come up to you and said “Can I help you?” and you’ve automatically replied “No thanks, I’m just looking”.  Even if you are looking for something that tends to be the automatic response to the closed question. End of conversation; opportunity to help them buy lost. Continue reading »

Dec 142011

Top tips for making the sale

Getting people through the door of your shop or on to your website is only half the battle; getting them to buy – converting them from prospects to customers is what adds money to our bottom line.

There are hundreds of ways of improving your conversion rates but I’ve chosen just three here to give you an idea of the sort of thing you can do to get you started. Continue reading »