Connect with us

Columns

Pardon the Interruption, but Don’t Interrupt

Published

on

Yes, I know it’s the holiday selling season. Yes, I know you’re extremely busy right now.  But here’s an important reminder that’s worth your time to read: Don’t interrupt clients when they’re talking.

Trace
Shelton



Editor-in-Chief
of INDESIGN Magazine and Contributing Editor of INSTORE.
Y

es, I know it’s the holiday selling season. Yes, I know you’re extremely busy right now.  But here’s an important reminder that’s worth your time to read: Don’t interrupt clients when they’re talking.

Advertisement

It seems like something we all know – and we probably do, in our minds – but as people, we have a difficult time letting someone finish speaking when thoughts and responses are already dying to jump out of our mouths. 

Studies show that doctors interrupt patients an average of 18 seconds after they’ve begun speaking about their maladies.  But why?  Why not let the patient feel good about the fact that they’ve explained all the symptoms before jumping in and making it seem like you may be jumping to a hasty conclusion?

The same principle goes for jewelry sales.  Never interrupt a customer while he or she is speaking.  Let them finish, no matter how long it takes.  They’ll feel you really care about why they’re in your store and what they’re looking for.

As marketer/researcher Doug Rice says on 12most.com, “The misconception is that good salespeople have the gift of gab. I don’t think that is entirely true. People are annoyed when they can’t get a word in. Customers, when confronted with a salesperson that won’t stop talking, are often too nice to interrupt the salesperson. As a result, the salesperson loses out on finding out what the customer wants. Great salespeople are great listeners and are able to get their customers to open up.”

No matter how many people you have to wait on in your store during the holidays, don’t short-change the person standing in front of you!

 

Advertisement


/* * * CONFIGURATION VARIABLES: EDIT BEFORE PASTING INTO YOUR WEBPAGE * * */
var disqus_shortname = ‘instoremag’; // required: replace example with your forum shortname

/* * * DON’T EDIT BELOW THIS LINE * * */
(function() {
var dsq = document.createElement(‘script’); dsq.type = ‘text/javascript’; dsq.async = true;
dsq.src = ‘http://’ + disqus_shortname + ‘.disqus.com/embed.js’;
(document.getElementsByTagName(‘head’)[0] || document.getElementsByTagName(‘body’)[0]).appendChild(dsq);
})();

Please enable JavaScript to view the comments powered by Disqus.
blog comments powered by Disqus

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Wilkerson Helped This Jeweler to Navigate His Retirement Sale Despite a Pandemic

Hosting a going-out-of-business sale when the coronavirus pandemic hit wasn’t a part of Bob Smith’s game plan for his retirement. Smith, the owner of E.M. Smith Jewelers in Chillicothe, Ohio, says the governor closed the state mid-way through. But Smith chose Wilkerson, and Wilkerson handled it like a champ, says Smith. And when it was time for the state to reopen, the sale continued like nothing had ever happened. “I’d recommend Wilkerson,” he says. “They do business the way we do business.”

Promoted Headlines

Most Popular