personal shopping to increase sales: presented by: lisa langas director of sales sport haley, inc....
TRANSCRIPT
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Personal Shopping Personal Shopping to Increase Sales:to Increase Sales:
Presented by:Presented by:
Lisa LangasLisa LangasDirector of SalesDirector of SalesSport Haley, Inc.Sport Haley, Inc.Sport Haley, Ben Sport Haley, Ben Hogan, Bette & Hogan, Bette &
CourtCourtAGM Education AGM Education
TeamTeamAll AGM educational materials are protected by U.S. Copyright and All AGM educational materials are protected by U.S. Copyright and
cannot be reprinted or used without the expressed written consent cannot be reprinted or used without the expressed written consent of the Association of Golf Merchandisersof the Association of Golf Merchandisers
Patti ShynePatti ShynePersonal Stylist and Personal Stylist and Image ConsultantImage Consultant
You’ve Been You’ve Been Shyned!Shyned!
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Personal Shopping Personal Shopping
We’re not selling them; We’re SERVING We’re not selling them; We’re SERVING them:them:
S – Sincerely GreetS – Sincerely Greet
E – Establish NeedsE – Establish Needs
R – Relate ProductsR – Relate Products
V – Validate NeedsV – Validate Needs
E – Exceed ExpectationsE – Exceed Expectations
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Personal Shopping Personal Shopping
AgendaAgenda Develop a personal shopping Develop a personal shopping
program:program: Set customer service standardsSet customer service standards Increase SalesIncrease Sales Improve loyaltyImprove loyalty
Program fundamentalsProgram fundamentals Staff trainingStaff training Customer informationCustomer information Program basicsProgram basics
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Personal Shopping Personal Shopping
““Many times people buy from you Many times people buy from you not because they believe and not because they believe and understand everything you say understand everything you say about what you’re selling, but about what you’re selling, but because because you understand them, care you understand them, care about them and want to solve their about them and want to solve their problemproblem.”.”
Dr. Hugh RussettDr. Hugh Russett
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Customer Service StandardsCustomer Service Standards
Multi-Tiered and ConsistentMulti-Tiered and Consistent GreetingGreeting Retail space and mindsetRetail space and mindset Employee and customer Employee and customer
interactioninteraction Guide the processesGuide the processes Close the saleClose the sale Follow up after the saleFollow up after the sale
Personal Shopping Personal Shopping
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GreetingGreeting
IMMEDIATE AND FRIENDLY!IMMEDIATE AND FRIENDLY! Hello, how are you todayHello, how are you today Weather commentWeather comment Great to see youGreat to see you Reference event or activity you know they were doingReference event or activity you know they were doing Do not ask questions which require only a Yes or No Do not ask questions which require only a Yes or No
answeranswer Set the expectation for the interaction as friendly and Set the expectation for the interaction as friendly and
conversationalconversational
Personal Shopping Personal Shopping
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Retail Space and MindsetRetail Space and Mindset
Need to set the stage for sales to occur, not just to Need to set the stage for sales to occur, not just to check in for a round of golfcheck in for a round of golf
Physical and mental transition into the golf shopPhysical and mental transition into the golf shop Floor layout and display practicesFloor layout and display practices Product assortment and store identityProduct assortment and store identity Remove counter as barrier to interactionRemove counter as barrier to interaction Create an inviting space where customers want to Create an inviting space where customers want to
stay and participate stay and participate Items needed to service a personal shopping Items needed to service a personal shopping
experience – set the stageexperience – set the stage
Personal Shopping Personal Shopping
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Employee and Customer InteractionEmployee and Customer Interaction
Product KnowledgeProduct Knowledge You have to be the expert to build trust in the sales processYou have to be the expert to build trust in the sales process Cannot show them what they want if you do not know what Cannot show them what they want if you do not know what
you have available to sell now and in the futureyou have available to sell now and in the future Note if you consistently miss sales due to lack of product or Note if you consistently miss sales due to lack of product or
brandbrand Know taste level of customer to match what you are Know taste level of customer to match what you are
offeringoffering Buy with customers in mind to ensure a quick sell thruBuy with customers in mind to ensure a quick sell thru
Personal Shopping Personal Shopping
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Employee and Customer InteractionEmployee and Customer Interaction
Customer KnowledgeCustomer Knowledge Listen, listen, listen!Listen, listen, listen! Be animated, friendly, and complimentaryBe animated, friendly, and complimentary Ask questions to clarify what they are telling you to ensure Ask questions to clarify what they are telling you to ensure
you are offering them solutionsyou are offering them solutions For apparel know what works best of different body typesFor apparel know what works best of different body types Watch what they are wearing and equipment they are usingWatch what they are wearing and equipment they are using Pre-sell before they come in to golfPre-sell before they come in to golf
Personal Shopping Personal Shopping
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Employee and Customer InteractionEmployee and Customer Interaction
Customer card – all staff need to keep updatedCustomer card – all staff need to keep updated Basic informationBasic information
Size, color, brand for apparelSize, color, brand for apparel Shoe, glove, golf ball, and equipment informationShoe, glove, golf ball, and equipment information Birthday, anniversaryBirthday, anniversary Spouse/partner name and detailsSpouse/partner name and details Previous purchases detailsPrevious purchases details Groups they belong to at the clubGroups they belong to at the club Discount/loyalty programs that they receiveDiscount/loyalty programs that they receive
Personal Shopping Personal Shopping
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Guide and Control the Sales ProcessGuide and Control the Sales Process
Service the Sale – Selling to WomenService the Sale – Selling to Women Women have a lot of choices in shoppingWomen have a lot of choices in shopping You need to give them compelling reasons to shop You need to give them compelling reasons to shop
with you beyond convenience and a few displayswith you beyond convenience and a few displays Men selling to women need to find a comfort level and Men selling to women need to find a comfort level and
use personal female relationships to make connectionuse personal female relationships to make connection Women selling to women need to be able to relate Women selling to women need to be able to relate
directly to them and share benefits of productsdirectly to them and share benefits of products Look at the customer card prior to arrival for golfing to Look at the customer card prior to arrival for golfing to
pull items together in advancepull items together in advance Focus on investment purchasing which provides a Focus on investment purchasing which provides a
higher return per wear/usehigher return per wear/use
Personal Shopping Personal Shopping
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Guide and Control the Sales ProcessGuide and Control the Sales Process
Service the Sale – Selling to MenService the Sale – Selling to Men Men shop for convenience. Huge advantage for golf shopMen shop for convenience. Huge advantage for golf shop Capitalize on their desire to buy the experienceCapitalize on their desire to buy the experience Men selling to men - easier process if comfortable with Men selling to men - easier process if comfortable with
the relationship. Find common ground to set tone for the the relationship. Find common ground to set tone for the salesale
Women selling to men usually more successful for Women selling to men usually more successful for apparel. Be honest, yet flatter and compliment. apparel. Be honest, yet flatter and compliment.
Look at the customer card prior to arrival for golfing to Look at the customer card prior to arrival for golfing to pull items together in advancepull items together in advance
Focus on investment purchasing which provides a higher Focus on investment purchasing which provides a higher return per wear/usereturn per wear/use
Personal Shopping Personal Shopping
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Guide and Control the Sales ProcessGuide and Control the Sales Process
Service the fantasy/lifestyle they are looking to buyService the fantasy/lifestyle they are looking to buy Start to pull items and show them how they work together.Start to pull items and show them how they work together. Take time to explain why you are showing them an item Take time to explain why you are showing them an item
and the benefits they will receive by purchasing.and the benefits they will receive by purchasing. Work 2-3 items at a time and adjust accordingly to their Work 2-3 items at a time and adjust accordingly to their
responses. Add or offer other suggestions.responses. Add or offer other suggestions. Keep listening and watching their response during the Keep listening and watching their response during the
process.process. Close the sale by being a solution provider, not a pushy Close the sale by being a solution provider, not a pushy
sales person.sales person.
Personal Shopping Personal Shopping
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Close the SaleClose the Sale
Close the sale by being a solution provider, not a pushy Close the sale by being a solution provider, not a pushy sales person.sales person.
Confirm with them the decision to purchase is right.Confirm with them the decision to purchase is right. Remind them of the benefits of what they are purchasing Remind them of the benefits of what they are purchasing
and how it fits their needs.and how it fits their needs. Talk about how it works back to what they have Talk about how it works back to what they have
purchased previously. purchased previously. Give them options for closing, i.e. ringing it up and Give them options for closing, i.e. ringing it up and
putting it in their locker. Do they need it shipped? Put it putting it in their locker. Do they need it shipped? Put it in their car. Pick up after their round.in their car. Pick up after their round.
Note the purchase on the customer cardNote the purchase on the customer card
Personal Shopping Personal Shopping
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Service After the SaleService After the Sale
Thank you letterThank you letter Confirm that they are happy with their purchaseConfirm that they are happy with their purchase Take pictures of complimentary merchandise which would Take pictures of complimentary merchandise which would
go with what they have already purchased and e-mail it to go with what they have already purchased and e-mail it to them them
Ask them to meet sales reps to preview productAsk them to meet sales reps to preview product Use them as references to other customers Use them as references to other customers
Personal Shopping Personal Shopping
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Selling ResourcesSelling Resources
Zig Ziglar - Zig Ziglar - Secrets of Closing the SaleSecrets of Closing the Sale Ron Willingham - Ron Willingham - The Best SellerThe Best Seller Ron Willingham - Ron Willingham - The CustomerThe Customer T. Scott Gross - T. Scott Gross - Outrageous! Unforgettable Service….Guilt-Outrageous! Unforgettable Service….Guilt-
Free SellingFree Selling Ken Blanchard & Sheldon Bowles - Ken Blanchard & Sheldon Bowles - Raving FansRaving Fans
Personal Shopping Personal Shopping
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Increase SalesIncrease Sales Personal Shopping EventsPersonal Shopping Events
Trunk showsTrunk shows Fashion showsFashion shows Personal stylist Personal stylist
Ensure these events are well thought out to be Ensure these events are well thought out to be successfulsuccessful
Meet additional product needs beyond what is carried Meet additional product needs beyond what is carried in the golf shopin the golf shop
Opportunity to make customers feel specialOpportunity to make customers feel special Keep them simple and easy for customers to Keep them simple and easy for customers to
participateparticipate
Personal Shopping Personal Shopping
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Increase LoyaltyIncrease Loyalty
Train all employees in the process of servicing salesTrain all employees in the process of servicing sales Be consistent with the experience in the golf shopBe consistent with the experience in the golf shop Show how you meet needs consistently and efficientlyShow how you meet needs consistently and efficiently Create a shopping experience that they are proud of and Create a shopping experience that they are proud of and
want to share with their guestswant to share with their guests
Personal Shopping Personal Shopping
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Program FundamentalsProgram Fundamentals
SoftgoodsSoftgoods Body typesBody types Current style and fabrication trendsCurrent style and fabrication trends Additional services, i.e. alterationsAdditional services, i.e. alterations Recommendations for other retailers Recommendations for other retailers
HardgoodsHardgoods Staff expertsStaff experts Access needs and provide solutionAccess needs and provide solution Technology information as applied to customer needsTechnology information as applied to customer needs Pricing and service standardsPricing and service standards
Personal Shopping Personal Shopping
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Body TypesBody Types
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Program FundamentalsProgram Fundamentals
Additional servicesAdditional services Alterations on site or refer to other businessesAlterations on site or refer to other businesses Dry cleaning servicesDry cleaning services Car washingCar washing Club conciergeClub concierge Value added services Value added services Retail referralsRetail referrals
Personal Shopping Personal Shopping
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Program FundamentalsProgram Fundamentals
Current Style and Fabrication TrendsCurrent Style and Fabrication Trends Main stream retailMain stream retail
Where do your customers shopWhere do your customers shop Street wear taste levelStreet wear taste level How do you incorporate into golf shop product How do you incorporate into golf shop product
selectionselection Complimentary products to add value for your Complimentary products to add value for your
customercustomer Keep shop current and relevant to your customerKeep shop current and relevant to your customer Price and quality comparisonsPrice and quality comparisons
Personal Shopping Personal Shopping
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Program FundamentalsProgram Fundamentals
Hardgoods Hardgoods Staff expertsStaff experts
Vendor staff programsVendor staff programs Be representative of staff and customer baseBe representative of staff and customer base
Access needs and provide solutionAccess needs and provide solution Lessons, video analysis, demo daysLessons, video analysis, demo days
Technology information as applied to customer needsTechnology information as applied to customer needs Keep current with latest information Keep current with latest information What is relevant to their gameWhat is relevant to their game
Pricing and service standardsPricing and service standards Be prepared for price objections Be prepared for price objections Online retailersOnline retailers Big box competitorsBig box competitors
Personal Shopping Personal Shopping
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Personal Shopping Personal Shopping
““People do not buy what you’ve told them. They People do not buy what you’ve told them. They do not buy what you’ve showed them. They buy do not buy what you’ve showed them. They buy what you’ve told them and showed them and what you’ve told them and showed them and what they’ve what they’ve BELIEVEDBELIEVED. Your sincerity, honesty, . Your sincerity, honesty, and integrity are the most important parts of the and integrity are the most important parts of the selling process. Start with Trust. End with Trust.” selling process. Start with Trust. End with Trust.”
Zig ZiglarZig Ziglar
You Are Here To You Are Here To
S.E.R.V.E.S.E.R.V.E.
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ResourcesResources Patty ShynePatty Shyne
You’ve Been Shyned!You’ve Been Shyned! 720-331-5926720-331-5926
[email protected]@gmail.com www.pattishyne.comwww.pattishyne.com
Lisa LangasLisa LangasDirector of SalesDirector of SalesSport Haley, Inc.Sport Haley, Inc.Sport Haley, Ben Hogan, Bette & CourtSport Haley, Ben Hogan, Bette & CourtOffice 303-320-8815Office 303-320-8815Cell 303-859-2998Cell [email protected]@sporthaley.com
Association of Golf Merchandisers - AGMAssociation of Golf Merchandisers - AGMDesane Blaney. Executive DirectorDesane Blaney. Executive DirectorPO Box 7247, Phoenix, AZ 85011-7247PO Box 7247, Phoenix, AZ 85011-7247Phone: 602-604-8256 – Fax: 602-604-8251Phone: 602-604-8256 – Fax: 602-604-8251Email: [email protected] - www.agmgolf.orgEmail: [email protected] - www.agmgolf.org