Veja como você pode navegar pelas possíveis armadilhas de confiar apenas no raciocínio lógico nas vendas no varejo.

In my Experience to avoid problems with using only logic in retail sales, combine clear facts with emotional understanding. Connect with customers by showing you care about their needs and feelings. Share stories that highlight how your products have helped others. This way, you make a stronger connection and better influence their buying decisions. Balancing facts and emotions leads to happier customers and more successful sales

No último treinamento de vendas que participei ouvi a frase " A VENDA é racional, a COMPRA é emocional". Para o vendedor ter sucesso na venda ele precisa agir com racionalidade, sabendo ouvir e interpretar as informações transmitidas pelo cliente sem deixar que as suas emoções comprometam o fechamento da venda, e agir com racionalidade nesse processo também significa entender os gatilhos emocionais pelos quais os clientes transmitem afim de tomar a decisão de compra. Saber criar conexão da maneira e na medida correta exige habilidade de conhecimento social e humano.

Understanding and connecting with our customers emotions not only builds trust but also fosters lasting relationships. By truly listening and empathizing, we can create tailored solutions that resonate deeply, turning transactions into meaningful interactions.

Making a connection and creating a great rapport is paramount to client building , asking open ended questions and listening closely to cues that will lead you to not only close the sale but making a client for life.

Absolutely agree with this statement, just as I mentioned earlier that listening closely to unveil information that will help to understand more about your client needs and concerns.

Active listening, in my opinion is to abstract to be actionable. The best tip I have had was: Listen to understand, in stead of listening to reply.

Active listening goes beyond just hearing words; it involves fully engaging with the customer to understand their needs and concerns. This approach builds trust and uncovers deeper insights. Strategies: Paraphrasing: Repeat back what the customer says to show understanding and confirm accuracy. Open-Ended Questions: Encourage customers to elaborate on their needs and preferences.

Concentration totale : Être entièrement présent lors des interactions avec les clients, sans distractions. Clarification : Poser des questions pour clarifier les besoins et préoccupations des clients. Feedback : Répéter ou reformuler ce que le client a dit pour montrer que vous avez bien compris. Réponse adaptée : Répondre de manière appropriée en fonction des informations obtenues par l'écoute active.

And it helps to make the customer understand everything, make sure the understanding is aligned with at the sametime. Because a customer will tell you now I understand until they that they understood their way not what you said.

The first impression will determine how comfortable the client/customer will feel around you, there is a silver lining on how to read their body language and approach them accordingly.

Non-verbal communication can provide valuable information that logical reasoning might overlook. Body language, facial expressions, and tone of voice can reveal a customer's true feelings. Strategies: Observation: Pay attention to non-verbal signals such as eye contact, posture, and gestures. Mirroring: Subtly mimic the customer's body language to build rapport and make them feel understood.

Observation attentive : Prêter attention aux gestes, expressions faciales et postures des clients pour mieux comprendre leurs sentiments. Concordance verbale et non verbale : S'assurer que votre communication verbale et non verbale est cohérente pour éviter les malentendus. Détection de l'inconfort : Repérer les signes de malaise ou de désintérêt pour ajuster votre approche. Utilisation des signaux positifs : Utiliser des gestes ouverts et des expressions faciales amicales pour mettre les clients à l'aise.

"I firmly think that nonverbal cues like body language and facial emotions are important in retail sales. These nonverbal clues frequently convey more about a customer's genuine emotions than do their words.We can demonstrate empathy and understanding by adjusting our approach in real-time by observing non-verbal signs. This not only fosters rapport This sensitivity, in my experience, not only helps to establish rapport but also gives clients a sense of value. This sensitivity, in my experience, can mean the difference between closing a deal and passing up a chance. Indeed, including nonverbal cues into our sales approach can greatly improve our capacity to establish a more meaningful connection with clients."

Body language is a straightforward indicator of whether someone is engaged or disengaged. Don't overthink it—consider it like road signs. You’re either on track or off track.

Sometimes, customers have unique needs that standard solutions cannot address. Creative problem-solving can differentiate your approach and meet customer expectations more effectively. Strategies: Brainstorming: Collaborate with your team to generate innovative ideas tailored to the customer's needs. Flexibility: Be willing to adapt and customize solutions rather than sticking rigidly to standard options.

Quick thinking and being approachable without being pushy or too cliche will attract people to open up to you. Basically back to the basics of treating people as you want to be treated.

Pensée hors des sentiers battus : Explorer des solutions innovantes pour répondre aux besoins des clients de manière unique. Adaptabilité : Être flexible et prêt à modifier les stratégies en fonction des situations spécifiques des clients. Brainstorming en équipe : Encourager les échanges d'idées au sein de l'équipe pour trouver des solutions collectives et variées. Propositions alternatives : Présenter plusieurs options aux clients pour leur donner le choix et montrer votre capacité à trouver des solutions sur mesure.

As soluções criativas são para casos fora do padrão, quando a solução usual não serve e a venda está indo embora. Nesse momento seja flexível, resolutivo e empático. Entenda que assim o relacionamento vai ser moldado, haverá vinculo, e uma vez solucionado de forma criativa, o que nos métodos convencionais não daria, o cliente enxerga o seu valor e você descobre que existia outro meio de resolver e replicar para outros clientes a mesma solução.

You can only be creative if you master the basics. Only then are you able to see the bigger picture and still have enough "headroom" to think outside the box. In my opinion, creativity is the ability to see the entire picture. You see what is actually there, and you fill in the blancs with past experiences. From there, you can find a creative solution.

Customers value personalized experiences that make them feel special and understood. Logical reasoning can lead to generic interactions, but personalization builds loyalty and satisfaction. Strategies: Customer Data: Use data to understand customer preferences and tailor your interactions accordingly. Personal Touches: Remember and use customers' names, preferences, and past interactions to create a more personalized experience.

Connaissance du client : Utiliser les données et informations recueillies pour personnaliser les interactions et les offres. Approche sur mesure : Adapter les recommandations et les services en fonction des préférences et besoins spécifiques des clients. Suivi proactif : Rester en contact avec les clients après la vente pour assurer leur satisfaction et anticiper leurs besoins futurs. Programme de fidélisation : Mettre en place des programmes de fidélité personnalisés pour récompenser et encourager les achats répétés.

Understanding unique consumer preferences and adjusting your approach appropriately are key components of creating a personalized shopping experience. While common sense may dictate a one-size-fits-all approach, true personalization necessitates a more sophisticated comprehension of various clientele groups. You may provide personalized product and service recommendations that genuinely connect with each consumer by fusing data-driven insights with human interaction. This will boost customer satisfaction and increase the possibility that they will make more purchases.

I remember as a kid at 16 when I started in retail , I was trained to always make sure your customer feels welcomed and seen. I worked in a diverse economic location, always knew the parents that were financially struggling by their outward demeanor and clothing. My focus became in making those customers feel just as important as my wealthier customer. Always showed them items that were at a reasonable price point but stylish enough that their kids would want them. Picking an focusing on items that fit all income brackets became my focus. It makes it more personal due to taking the time to learn and create a "buddle" of products that fit their needs and budget.

The retail landscape is constantly evolving, and continuous learning ensures you stay ahead of trends and customer expectations. This approach helps you refine your strategies and improve customer interactions. Strategies: Training: Regularly attend training sessions and workshops to enhance your skills and knowledge. Feedback: Seek feedback from customers and colleagues to identify areas for improvement and adjust your approach.

Continuous learning is the key to thriving in retail sales. By staying curious and committed to growth, we can adapt to changing trends, enhance our skills, and deliver unparalleled value to our customers.

Formation régulière : Participer à des formations et ateliers pour améliorer ses compétences et connaissances en vente. Retour d'expérience : Analyser les interactions passées pour identifier ce qui a bien fonctionné et ce qui peut être amélioré. Veille concurrentielle : Observer les pratiques de la concurrence pour s'inspirer et se différencier. Adaptation aux tendances : Se tenir informé des nouvelles tendances et technologies pour rester à jour et pertinent.

Chaque jour est une nouvelle aventure, progresser dans son approche, dans la recherche de nouveaux produits de nouvelles façon de faire ses courses , chaque matin venir avec la patate pour donner le meilleur

Learn the industry your in and learn your products. From new product launches, to continuing education, certifications. Learn about past and current trends, why its working and how it worked before or how did not. Key is to always try to learn the differences and similarities in brands and in your competitor. Being well versed in your products gives you an edge and a selling tool with your customers.

Éthique et transparence : Maintenir une communication honnête et transparente avec les clients pour bâtir une relation de confiance. Diversité et inclusion : Respecter et valoriser la diversité des clients en adaptant les approches pour répondre à leurs différents besoins. Gestion des conflits : Développer des compétences en résolution de conflits pour gérer les désaccords de manière constructive. Innovation continue : Encourager une culture d'innovation au sein de l'équipe pour constamment améliorer l'expérience client.

If we simplify every sales "technique" or philosophy or approach into one simple sentence: Be the salesperson, that you would like to buy something from.

Nothin is ever going to be the same you have to be on your toes all the time . Thinking quick being reactive to cues and building trust and relationship to want the customer to come back .

Eine zentrale Erkenntnis aus meiner Erfahrung im Einzelhandel ist: Menschen handeln nicht logisch. Sie denken das zwar und wenn sie ihre Entscheidungen vor sich selbst oder anderen begründen wollen, werden sie immer logische Erklärungen haben. Tatsächlich aber treffen sie ihre Kaufentscheidungen spontan, intuitiv und emotional getriggert. Mithin: unbewusst. Im Verkauf gilt es also, genau darauf zu zielen. Wie das im Einzelnen aussieht, hängt ganz von Produkt und Zielgruppe ab. Wer hochwertige Kleidung verkauft, muss anders agieren als ein Lebensmittel-Discounter. Entscheidend ist also: Kenne Deine Zielgruppe und ihre tatsächlichen Bedürfnisse. Triff Deine Entscheidungen darauf abgestimmt und logisch, damit Deine Kunden intuitiv entscheiden.