In "The Retail Sales Bible: The Great Book of G.R.E.A.T. Selling" (ISBN 1934683043), Rick Segel and Matthew Hudson, Ph.D., simplify the retail selling process into a user-friendly system and book with concepts that are memorable, easy to master and easy to use. They also claim that retailers, sales people and managers will be able to incorporate their techniques into their approach almost immediately.
Segel and Hudson turn the retail selling process into an easy to implement acronym, G.R.E.A.T, which stands for the five stages of selling: Greeting, Researching, Experimenting, Add-ons and Tethering the customer. By going through these necessary stages, Segel and Hudson explain that any retail store can see increases to all of their sales figures.
Along with their unique selling system, readers will be introduced to other ways to improve their store's bottom line. Segel and Hudson discuss ways to increase both the units per transaction (UTS) and the average transaction size (ATS). They analyze the different greetings and strategies that associates can use to achieve desired results. They also express the importance of connecting with customers on a more intimate level and keeping them shopping at your store instead of shopping on a computer from their home.
"The internet has had the biggest influence in moving the customer from the brick and mortar to the brick and click world of on-line shopping. With fewer customers coming into the stores retailers can no longer afford to lose selling opportunities," Segel says.
While management positions will find the most interest in their book, Segel and Hudson have written this book in such a user-friendly manner, they encourage owners to use it in a training setting with all levels of sales employees. The authors believe that their guide to selling in a retail setting will help businesses reach their goals and become the go-to selection for consumers.
"The Retail Sales Bible: The Great Book of G.R.E.A.T. Selling" is available for sale online at Amazon.com and other channels.
About the Authors
Rick Segel is a seasoned retailer of 25 years who owned one of the most successful women's specialty stores in New England. He is a founding member of the Retail Advisory Council for Johnson & Wales University, the director of retail training and founder of the Retailers Association of Massachusetts Awards of Excellence program. Segel has authored fourteen books on retailing, including "Retail Business Kit for Dummies," and has published various articles on the same topic.
Matthew Hudson, Ph.D., has experience in retail and sales training, is a Certified Training Professional and received his doctorate in Organizational Behavior. A recognized authority on organizational culture change and behavior, Matthew has been honored by the American Society for Training and Development and other organizations for his training innovations. He is a keynote speaker on the topics of organizational culture change and corporate universities.