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What are the best techniques for building consensus with retail clients?

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Building consensus with retail clients is a crucial skill for any retail sales professional. It means finding common ground, creating value, and overcoming objections in a way that satisfies both parties. Consensus building can help you close more sales, increase customer loyalty, and reduce conflicts. In this article, we will share some of the best techniques for building consensus with retail clients, based on proven principles of persuasion, communication, and negotiation.

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1 Understand their needs

The first step to building consensus with retail clients is to understand their needs, goals, and preferences. You can do this by asking open-ended questions, listening actively, and summarizing their key points. This will help you establish rapport, trust, and empathy with your clients, as well as identify their pain points , motivations, and expectations. By understanding their needs, you can tailor your solutions and recommendations to match their desired outcomes.

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Cheryl Santucci

Beauty Retail Expert I Brand Strategist I Bespoke Launch Strategies I Brand Ambassador at LAGOS
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In the world of beauty there are several options and most consumers have likely experienced many brands and have visited many beauty establishments. It is most important, and even critical, for the professional to differentiate themselves as an authority who truly cares to work with the client over time. The end goal is to gain a client for life, or at least one who becomes a repeat client. In the end, success is not dependent on the size of today's sale. What is critical is creating an experience that the guest keeps coming back.

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Kurosh Rezaei

Head of confectionery marketing
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One the mistake of young salseforce is only sale to customers and achieve the targets, but it may damage the relationship with customers. To have a loyal customer, needs to be more patient to not only find their needs but be a proactive advicer , also be flexible with their requests.

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2 Show them the benefits

The next step to building consensus with retail clients is to show them the benefits of your products or services. You can do this by using features, advantages, and benefits (FAB) statements, testimonials, and demonstrations. FAB statements explain how your products or services can solve their problems, improve their situation, or fulfill their desires. Testimonials and demonstrations provide social proof and evidence of your value proposition. By showing them the benefits, you can appeal to their logic, emotions, and interests.

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Kurosh Rezaei

Head of confectionery marketing
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Although sharing the product / service FAB with the customers and solving their problems are the fundamental of a long journey , in the tight competition market we have to offer differentiated ideas .

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3 Handle their objections

The third step to building consensus with retail clients is to handle their objections. You can do this by using the feel, felt, found (FFF) technique, the LAER model, or the Sandler pain funnel. The FFF technique acknowledges their concerns, relates to their feelings, and provides a positive alternative. The LAER model stands for listen, acknowledge, explore, and respond, and it helps you address their issues without being defensive or argumentative. The Sandler pain funnel is a series of questions that help you uncover the root cause of their resistance and guide them to a solution. By handling their objections, you can overcome their doubts, fears, and barriers.

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Kurosh Rezaei

Head of confectionery marketing
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Being a good listener and having enough knowledge and skills make us an trusable advisor that can be a good choice for handling customers objections.

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4 Ask for their agreement

The final step to building consensus with retail clients is to ask for their agreement. You can do this by using trial closes, assumptive closes, or alternative closes. Trial closes are questions that test the temperature of your clients and gauge their readiness to buy. Assumptive closes are statements that imply that the sale is already done and that you only need to finalize the details. Alternative closes are questions that offer your clients a choice between two options, both of which lead to a sale. By asking for their agreement, you can confirm their commitment, create urgency, and seal the deal.

Building consensus with retail clients is not a one-time event, but a continuous process that requires skill, patience, and flexibility. By using these techniques, you can improve your sales performance, customer satisfaction, and long-term relationships.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What are the best techniques for building consensus with retail clients?

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3

4

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1 Understand their needs

2 Show them the benefits

3 Handle their objections

4 Ask for their agreement

5 Here’s what else to consider

Retail Operations

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