Sales Tips to Move More Merchandise 

Regardless what type of apparel you carry, it takes special knowledge and understanding to successfully inspire customers to buy. This is the first in a series of articles presenting tips for clothing stores. Your sales people are the human element in your store, so in this article we will consider the art of selling.

These 5 tips for clothing stores are sure to boost sales:

Sales Tip #1

Your store makes an impression and so do you as a salesperson – how you present yourself in appearance, word and deed. Dress in a way that reflects your merchandise. In doing so, you’re subtly reinforcing your customer’s choice of clothing style, and at the same time, you can serve as a live “mannequin” by showing off items actually for sale in your store.

Sales Tip #2

Body language matters, too. Be friendly. Smile. Greet each customer as they enter, but don’t accost them. Not everyone wants to engage with you, especially at first, so let them know you’re available to help. Then back off. Stalking customers around the store or hovering over their shoulder makes them uncomfortable and guarantees they will cut short their visit. Instead, give them time to look around a bit, and then offer specific help based on the apparel they’re browsing.

Sales Tip #3

That’s where questions come in. But never ask, “Can I help you?” Yes-or-no questions are conversation-enders. You want to ask open-ended questions that will help uncover what might pique their interest. Most often customers are there because they want or need something, so you’ll sell more by serving as their guide rather than trying to push particular items. If they really are there simply to browse, offer to show them something that just came in, or something that would look great with the outfit they have on.

Sales Tip #4

Remember, it’s the benefits of an article of clothing that matter, not the features. How will this color shirt help them look better? How will this fabric save them money by avoiding dry cleaning? Training is critical. The more salespeople know about your merchandise, the better-equipped they are to explain the benefits to customers and help them find the best selections. Personalize your suggestions – “I have this jacket (scarf, suit, shirt…) and it’s amazingly versatile.”

Sales Tip #5

Don’t wait until customers are at the checkout counter to promote accessories or that extra blouse or pair of socks. But do strategically display last-minute impulse items that sell themselves visually on or next to your cash wrap.

When you come across as genuinely interested and you help customers find that “something extra” they didn’t even have in mind, you’re giving them the kind of experience that makes them want to return. But it takes more than outstanding people for your store to sell successfully. In our upcoming blogs with tips for clothing stores, we‘ll explore ways you can use display, lighting, and signage techniques to sell your store and your merchandise.

Palmer Retail Solutions strives to offer our clients the absolute best combination of innovation, quality, service, and value for our diversified custom store fixtures and merchandising displays. For more information about our designs, retail fixtures, cash wraps, kiosks, or point of purchase displays, visit our website at: http://www.palmerretailsolutions.com.