How we helped a leading Sports Retailer tailor its sales
The Challenge:
One of Sweden’s most well-known sports and outdoor stores wanted to improve its sales to their customers.
Their goal was to increase conversion by better understanding and adapting to their customers’ buying behaviours in the retail
environment. The challenge was to move from a general sales strategy to a more customer-profiled and targeted approach.
The Solution:
We designed and conducted a customized, full-day workshop for the store’s entire organization. The focus was
on giving the sales staff deeper insights into customer psychology, with a special emphasis on how people make purchasing
decisions.
As part of the solution:
- We developed customized sales strategies for the most common customer profiles. This gave the salespeople concrete tools to adapt their communication based on who they were talking to.
- We implemented a follow-up tool which allowed the salespeople to continuously report customer profiles, which in turn gave management valuable real-time insights into the store's customer base.
The Result: Our collaboration led to immediate and tangible improvements:
- A noticeably increased conversion rate thanks to the adapted sales strategies.
- An improved customer experience through more relevant and personalized interactions.
- The sales staff gained strengthened confidence as they now had new tools and deeper insights into their customers.
- Sustainable sales improvement through a follow-up system that ensured the lessons from the workshop continued to be implemented in daily work.
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