Over-the-counter sales: how to improve in quantity and quality

Over-the-counter sales are full of particularities and, therefore, pose numerous challenges to salespeople and store managers.

Even though online sales and e-commerces currently have a large share of consumers, over-the-counter sales remain a strong modality, especially if we take into account the type of customer and product sold.

And, this is the case of most auto parts stores, which still find their greatest strength in face-to-face negotiations.

But, how to stand out in such a competitive market? And, how to keep a physical structure working, despite the preference of some consumers for online shopping?

Rest assured, because in this article we are going to present you with some important strategies to improve your sales at the counter, both in quantity and quality.

5 Tips to Improve Over-the-Counter Sales

1. Keep your store organized and attractive

A simple tip to improve sales at the counter is to take care of the physical structure of your business. After all, it’s not pleasant to walk into a disorganized, poorly lit or dirty store, right?

Valuing organization, it is much easier for you and your customer to find what they need between sections and shelves.

Here, the arrangement of items can also be a facilitator or a hindrance to purchases.

Therefore, position complementary or same-category accessories close to each other. This increases the possibility that your customer will remember that they want or need more things than they were thinking when they walked into the store.

In addition, good lighting and cleanliness offer an air of welcoming to the customer, who can feel comfortable to spend more time in your establishment and, who knows, buy more.

2. Ensure a good mix of products

An attractive store must be full of high quality products that meet the most varied needs of customers.

For this, it is necessary for the store to establish good partnerships with suppliers of accessories and parts.

Thus, it is necessary to invest in manufacturers that provide good negotiation conditions for the acquisition of products.

>> Robustec has a varied mix of truck straps and other road accessories. Download the catalog.

3. Offer personalized service

An over-the-counter sale offers far fewer barriers to physical contact than an online one. After all, the consumer stands in front of you and is impacted by your presence, expressions, tone of voice and availability.

In addition, it is very likely that, when looking for an in-person service, you value quality service, right? It is very difficult for us to return to an establishment where salespeople treat us rudely, in a hurry or inattentive.

And your client is no different.

So be considerate, treat the customer as if he were the only one, offer solutions to the demand he presents, show different products and, above all, don’t try to use formulas and sales jargon.

After all, each person has their own personality and, even if customers’ needs are similar, serving them calmly and in a personalized way is essential to captivate them and make them choose your company, among so many others on the market.

4. Conduct a competitor analysis

Looking around you is essential to promoting the quality and quantity of sales at the counter.

That’s because your product catalog and prices can’t stand out from the competition.

In addition, being aware of the main trends in the sector can put you ahead of other traders, always offering news and following the market.

5. Invest in your customers’ loyalty

When customers realize that the benefits offered by your store go beyond quality products, they are very likely to come back for new deals.

Or, who knows, recommend the establishment to more friends and acquaintances.

A good example of direct loyalty actions is the launch of promotions, discounts or accumulation of points for customers with whom you close sales at the counter.

Thus, this tip can be achieved, both with direct strategies for this purpose, and with the union of all the strategies mentioned above.

These were our tips for selling at the auto parts counter. If you liked this content and believe that Robustec can become the ideal partner for your business, download our catalog and learn about our solutions for your segment.

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