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Sales Truths: It Takes One To Know One

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Published

14 years ago

on

WHY IT’S TRUE
A customer leaves having engaged with a staff member but purchased nothing.

 

 

PLAN OF ACTION
To get in touch with the feelings of a customer, ask your sales staff to do this: Visit the one store they absolutely hate (non-restaurant or jewelry) and make note of three factors contributing to that. Visit a store they absolutely love and make note of three specific factors that encourage them to want to return to that store over and over again. Share these results during a store meeting, and then have them in groups of two, slowly walk the interior and exterior of your store carefully noting three customer turn-ons and three turnoffs. All of a sudden, fingerprints on the counter or small pieces of lint on the floor will become magnified, and the appearance of your store will dramatically change.

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Wilkerson Testimonials

Wilkerson: “They Feel Like Family”

Newton’s Jewelers in Fort Smith, Ark., was a true institution. But after being at the helm for most of his life, owner (and descendent of the original founder) Kelly Newton decided it was time to retire. He chose Wilkerson to handle the sale. “I’ve known the owners of Wilkerson for a long, long time. I felt at home with them,” he says. The final retirement sale was just a “blast” and the Wilkerson sales team made it so very simple and straightforward, says Newton. Would he recommend Wilkerson to others? Absolutely. “They’ve done incredible work,” says Newton. “They feel like family.”

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Dave Richardson

Sales Truths: It Takes One To Know One

mm

Published

14 years ago

on

WHY IT’S TRUE
A customer leaves having engaged with a staff member but purchased nothing.

 

 

PLAN OF ACTION
To get in touch with the feelings of a customer, ask your sales staff to do this: Visit the one store they absolutely hate (non-restaurant or jewelry) and make note of three factors contributing to that. Visit a store they absolutely love and make note of three specific factors that encourage them to want to return to that store over and over again. Share these results during a store meeting, and then have them in groups of two, slowly walk the interior and exterior of your store carefully noting three customer turn-ons and three turnoffs. All of a sudden, fingerprints on the counter or small pieces of lint on the floor will become magnified, and the appearance of your store will dramatically change.

Advertisement

Related Topics:

click to Comment(Comment)
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Wilkerson: “They Feel Like Family”

Newton’s Jewelers in Fort Smith, Ark., was a true institution. But after being at the helm for most of his life, owner (and descendent of the original founder) Kelly Newton decided it was time to retire. He chose Wilkerson to handle the sale. “I’ve known the owners of Wilkerson for a long, long time. I felt at home with them,” he says. The final retirement sale was just a “blast” and the Wilkerson sales team made it so very simple and straightforward, says Newton. Would he recommend Wilkerson to others? Absolutely. “They’ve done incredible work,” says Newton. “They feel like family.”

Promoted Headlines

Most Popular