1. Retail Selling Being ProactiveAnthony@AMCoaching.com | LinkedIn | www.amcoaching.com

2. About Anthony Magro Business Coach and Keynote SpeakerAnthony is an experienced Business Coach andSpeaker with a track record in developing anddelivering professional development and salesoptimization programs.He is an inspiring, dynamic and humorous coach whois committed to helping his clients achieve what isimportant to them. Whether he is coaching one on oneor in a workshop, he is able to actively engagesparticipants in the learning process by encouraginglearners to reflect on their current skills, knowledgeand attitudes while supporting and challenging them todevelop new ways of thinking and working. Fun Facts Eldest of 7 brothers Studied Theatre at University Worked with 2 of the Big 4 Australian financial institutes Appointed 18th Player by the Canterbury Bulldogs Grew up in rural New South Wales Anthony@AMCoaching.com | LinkedIn | www.amcoaching.com | 2

3. Customer Service Vs. SalesIn traditional retail environments it is quite common for the role to be perceived ascustomer service work where you attend to the needs of customers that approachyour stand.The major difference between retail service and retail sales is that sales mainobjective is to proactively seek contacts in order to present the benefits of ourproduct.Proactively seeking new customers means positioning yourself in prime locations toincrease the opportunity to engage with more transitional traffic and subsequentlyinitiate more conversations with potential customers.Seizing all engagement opportunities is key to increasing sales, as an example: 77% of all contacts result in a presentation; and 80% of all presentations result in a sale. Therefore the more conversations initiated, the greater the chance of achieving asale Anthony@AMCoaching.com | LinkedIn | www.amcoaching.com | 3

4. Attitude CheckFirstly, it is important that we perform a quick attitude check before we seeeach customer. If you approach some customers without being fully switchedon, you can easily end up with nothing.If you get into the habit of asking yourself the following question, you will besure to never miss an opportunity due to negativity or simply being onautopilot. Am I in a useful state of mind? YES NO Anthony@AMCoaching.com | LinkedIn | www.amcoaching.com | 4

5. Internal RepresentationsOften our attitude towards something can be formed from the stories we tellourselves and pictures we create in our minds; also known as our internalrepresentations.When working in retail has stopped being fun and hasstarted to become a job, it is easy to tell yourself that: This is boring! What time will this end I dont want to be here right nowAs effective salespeople we need to learn how to make our representationspositive and useful. Anthony@AMCoaching.com | LinkedIn | www.amcoaching.com | 5

6. Internal Representations Negative Positive Im so glad the centre has finally slowed down, The shopping centre is empty and this gives me an opportunity to call my leads, were getting no contacts. clean the site and start building relationships with the other retailers in the centre. Now that the product has changed this will attract Damn! The product has changed a new fresh set of customers that were again. previously not attracted to our service. The great thing about retail is that people canThe Internet has a better offer at the actually see, hear, smell and/or touch my product, moment as opposed to the Internet, where you have to take their word for it and the customer cannot The good news is that the other staff have Im in the worst location. worked this location to its full capacity, so here is my chance to shine!Today is dragging on for ages! Thank Time is money. I only have a few hours to goodness its home time soon! go and make as many sales as I can to get my productivity bonus! Whats your example? Anthony@AMCoaching.com | LinkedIn | www.amcoaching.com | 6

7. Change Your PhysiologyAnother way to change your state of mind is by changing the way your bodyfeels. It is proven that your mind and your body have an inseparable link so itsimportant to notice how you can remain in a peak state of mind.You can influence the way you feel in the moment by; Taking a short walk Plugging in headphones and listen to some music (step aside from the kiosk) Have something to eat (step aside from the kiosk) Have something to drink Wash your hands and/or face Converse with someone about a non-work related topic Play a light game on your phone/tablet (step aside from the kiosk) What else can you think of? Anthony@AMCoaching.com | LinkedIn | www.amcoaching.com | 7

8. Observations Eyes UpNow that our mind is in a useful state, we need to be streetwise and makesome observations before approaching potential customers.We should observe our surroundings and gather any information that will helpus build rapport with the customer.Things to lookout for are; Traffic flow of shoppers The customer; What state are they in: happy, angry, in a rush, window shopping etc? How are they dressed: formal, laid back etc? Occupation Interests (shopping) Anthony@AMCoaching.com | LinkedIn | www.amcoaching.com | 8

9. Observations Eyes UpAt anytime you maybe contacted or required to complete a task usingtechnology i.e. Computer, Phone or Mobiles.It is a minimum expectation that you be eyes up and fully aware of yoursurroundings, engaging with customers through both eye contact or verbalacknowledgement.This means; Limiting the time spent on technologies, especially during high contact times Completing non-sales related tasks outside of peak periods Not using technologies as a way to kill boredom i.e. Facebook, YouTubeThe most successful sales people use technology as a support tool to achievetheir desired outcome. Anthony@AMCoaching.com | LinkedIn | www.amcoaching.com | 9

10. Where Am I? THE GOLDEN RULE: The most important thing is to be out from behind the counter, approaching people as they walk past. We need to make sure we are doing everything we can to capture the traffic as it passes our stand. How would you use your environment to your advantage?Anthony@AMCoaching.com | LinkedIn | www.amcoaching.com | 10

11. Stopping TrafficNot every customer will walk up to your site and sign up with minimal effort.Most of the time we need to be proactive in generating our contacts.To maximise our opportunities we can encourage conversations by; Eye contact with prospective customers Greeting customers Maintaining open body language Appropriate hands positioning Positioning yourself in high traffic locations Not sitting on the seat Anthony@AMCoaching.com | LinkedIn | www.amcoaching.com | 11

12. Stopping TrafficThe most important aspect of attracting customers is our body language andfacial expressions.It is considered a minimum requirement of your role to make eye contact andacknowledge everybody who approaches your site.Think about how you feel when you walk into a store and the salesperson hastheir head down over a computer screen or is talking to another staffmemberit makes it feel harder to approach them, doesnt it?So dont put your potential customers in that position. By maintaining positivebody language, making eye contact, smiling and looking interested, you willspeak to more people and therefore make more sales. Anthony@AMCoaching.com | LinkedIn | www.amcoaching.com | 12

13. Being ProactiveOther strategies to make the most of the traffic are; Making eye contact with people as they approach Handing out brochures, balloons etc Use visual merchandise Giveaways Live demonstrations Product samplesIMPORTANT: We need to make sure that we do not look like those pushysalespeople that customers rush passed and avoid eye contact with. We needto use tact and maintain a professional manner. Anthony@AMCoaching.com | LinkedIn | www.amcoaching.com | 13

14. Now Lets Set Some Sales Goals Anthony@AMCoaching.com | LinkedIn | www.amcoaching.com | 14

15. Thank YouFind out what Anthony Magro can do for you and connect through; au.linkedin.com/in/anthonymagro @AnthonyMagro Anthony@AMCoaching.com | LinkedIn | www.amcoaching.com | 15