Category Archives: Terrific Retail Insights

Do you have the Christmas spirit?

If so, are you dishing it out to your staff and are they poring it out plentifully to your customers? The reason this question is important is because we know that the 'science' of shopping is dwarfed by the 'emotion' of the buying experience.  Imagine being a customer out shopping for gifts, dreading the expenditure,…
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Turn Your Team into Successful Shoppers

Who do your staff have to buy for? Get them to share their lists. Get this done well before the Christmas rush. Help one another out with ideas. Have fun. Put up a chart where people have to mark off as they buy their gifts. Make it public. Let your customers know what is going…
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Role play using the “So what?” test to spell out the benefits

This is Part Four in our series on ‘Spelling out the Benefits’ for your customers. You can access the earlier posts by clicking on these links: Part One – Spelling out the benefits that matter to your customer Part Two – Creating a verbal bridge Part Three – Why bother to state the features if…
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Motivate Your Customers with a Gift Ideas Competition

Here’s an idea that has proved popular with our retail clients.  I’m sure it can work in your stores too. Create some simple, fun competitions for your customers.  For example, get them to list 5 gifts from your store, one for themselves and 4 for other people they have to buy for. It can be…
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This Christmas put your team in their customers shoes

Who do your staff have to buy for this Christmas? Have they even thought about it yet? Get them to share their lists now and send them out shopping. And make sure you do the same! Get this done well before the Christmas rush. Have them help one another out with ideas. Put a chart…
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Christmas – The November Question

By now you should be asking the November question, “Have you started your Christmas shopping yet?” Yes, I know that the reaction may well be a groan or a comment like “I don’t even want to think about it”. Great! This allows you to respond with “Sounds like you’ve got some people that are difficult…
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Putting the fun back into selling

While in a client’s furniture store I noticed on display a deluxe reclining outdoor chair, well suited to the local climate.  It was priced at $1,299 and written underneath was, ‘Reduced due to minor damage.’ Then there was a thick red line through the price with $699 in large red writing on the ticket which…
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Why bother to state the features if people buy on benefits?

This is Part Three in our series on ‘Spelling out the Benefits’ for your customers. You can access the earlier posts by clicking on these links: Part One – Spelling out the benefits that matter to your customer Part Two – Creating a verbal bridge Why bother to state the features if people buy on…
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Spelling out the Benefits Part Two: Creating a verbal bridge

In the recent Spelling out the Benefits Part One post, I explained that it is best to follow a feature with the statement “What this means to you is…” or “Which means…” This builds a verbal bridge between the feature and the benefit.  Other linking phrases that create this verbal bridge include: What will be…
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Spelling out the benefits that matter to your customers – Part One

When you know your business and its products and services really well you can easily fall into the trap of assuming that your customers will be just as impressed about them as you are. Don’t assume they will see the value in what you are offering. Spell it out to them in ‘Benefits’ language. To…
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