The Secret to Increasing Retail Sales, Even During Rocky Times

We've been going through tough times, and the latest news in retail sales is mixed. 

On the one hand, the SpendingPulse says we saw a "back-to-school" bounce this August, bringing total retail sales higher than they were last August. Plus, online sales rose by 7.2 percent since the same time.

On the other hand, many people are still reluctant to part with their money for luxury goods. Women's clothing sales were as low as they were in 2005, according to the research group. 

Some of you may be experiencing great sales. Others may be feeling the pinch of the economy. But this is not the time to get lazy or to be resigned. You need a positive attitude and a willingness to not only work harder, but to provide your visitors the experience that will win them over and keep them coming back .

We've all seen it before. Let's say a customer running her fingers along the fabric of an gorgeous designer skirt. She asks you a question, and you gladly provider her your assistance, but the conversation ends with "I'll have to think about it." 

When every sale counts so much, this kind of situation is disappointing. 

But what if there were a proven tactic to greatly increase your chances of making that sale? And in a way that not only leaves you with greater income, but that leaves your customer happy and you with a feeling of pride at the end of the day? 

Well, there is such a tactic, and I'm going to let you in on it. It's one of the most effective sales techniques there is, and its one that too many people seem to miss out on. 

Suggestions. 

Yes, you heard me right. One word. Suggestions. I believe strongly in the power of suggestion-driven approach. Throw out any notions you have that a high pressure sales approach works. You know what? People simply don't want to feel like they're being sold to. And if you pull it off every once in a while, you still won't enjoy the long-term benefit of a positive and effective approach to sales. (And will you be able to look at yourself in the mirror?) 

That's why I urge you to always think of ways you can use suggestions. You can't be afraid to step a bit outside of your comfort zone, and to think of ways to create fantastic experiences for your customers. When a customer is purchasing one item, go ahead and suggest something else they'll love. For some people, this kind of technique feels "pushy," but with the right approach, it will feel like second nature. 

For an in-depth look at how you can apply these principles to your store, Rick Segel is offering his powerful webinar "Effective Suggestive Selling." On Wednesday, September 22 at 4 p.m. Eastern time, you can follow along as Rick explains his secrets to achieving increased sales, even from customers that otherwise would have walked away. You'll learn what you need to know about the customers' mindset to win them over, while creating great experiences for you and your employees. 

With the right attitude, you'll notice over time that customers return and bring their friends, as well. In these times of economic uncertainty, you need a smart approach, especially if you sell luxury items. So don't be afraid to incorporate suggestions into your daily routine.