Mind Mapping to increase the sales

Challenge

I am working in a retail store, as a store manager. I am having a challenge at hand is - our sales  are not as per the benchmark, as compared to other similar stores, of the same retail format.  Wanted to discover the reasons for low sales of the store.

Selection

Have chosen Mind Mapping tools, as it easy to put all the thought process and steps on the  chart, so that it can be seen by others too. We can then validate the steps and take corrective  measures. It will be easy to explain to other staffs where we are going well and where we are  lacking.

Application

We put all the sales process/flows on the paper and tried to look at each of them closely. We  took example of last customer who bought from our store. We checked if the selling steps was  properly followed – Greeting, Discovering Needs, Demonstration, Assume close, handling  objections and completing the sales.

Are we using upselling and cross selling techniques to increase average selling price per  customer. This will help in increasing our top and bottom line.

Insight

After careful analysis with the team, we identified some areas that we could have pitched some  add-on/complementary products, that customer will need to make full use of the parent product  purchased. Eg: Selling Home Theatre to customer buying Television. This will increase overall  average sales amount per customer, although marginally. It is easier for any customer to  increase their purchase by 10-20% that they were made realise that they will need them.

In some place few staffs were not having enough knowledge of the product and hence not  looking confident to the customer. Many customer were left without someone attending them.

Approach

As Mind mapping tools is simple and easy to understand at the store staff level, I would take this  Mind mapping chart and discuss with each of the staffs and shall ask for your opinion on how we  can increase the sales of our store. Noting their feedback and resolving their grievance if any.

I may also review this in team meeting with this same Mind mapping chart and check where we  stand now – How much points we have started covering and what is the result we have  achieved.



