Selling Techniques for Retail Stores


A small business retailer must use a variety of selling techniques to move merchandise out the door. If you open a brick-and-mortar store, you need to use marketing strategies to get customers into your shop and good sales tactics and customer service to sell your wares. Change your operation in small ways in order to make larger profits.

Improve Sales Image

  • A retail store benefits by improving the image of sales personnel, says the University of Maine Cooperative Extension. This may require that employees dress professionally and maintain strict grooming standards. Train employees in body language and speech patterns that resonate well with customers. With a highly professional sales staff, customers will be more likely to believe what sales people say and to make purchases.

Impress With Product Knowledge

  • In addition to friendly personalities and professional appearances, sales personnel need to impress customers with their product knowledge, according to the University of Maine Cooperative Extension. Consumers will make educated decisions and purchase products when your sales staff can successfully explain the advantages and disadvantages of each item. Informed sales personnel also help consumers choose among similar products. Provide training and information so that employees increase their product knowledge throughout the year. Ask for free training materials and presentations from your suppliers.

Alternative Outlets

  • If you have a small business, use alternative places to sell your products in addition to the showroom. For example, explains that listing wares on eBay is a good way to boost income when in-store sales are slow. You also can sell your products through or your company website (see the Resources section).

Customer Support

  • Sell more with excellent customer service. This process includes following up with customers to ensure that they are happy with their purchases. Make it easy for customers to contact your store, such as by printing the store's address and phone number on every sales receipt. Give training to your staff on how to resolve customer complaints and offer store exchanges and refunds according to a standard policy.

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