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Pardon the Interruption, but Don’t Interrupt

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Pardon the Interruption, but Don’t Interrupt

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.

Pardon the Interruption, but Don’t Interrupt
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.

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. 

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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!

 

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Wilkerson Testimonials | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

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Pardon the Interruption, but Don’t Interrupt

Published

on

Pardon the Interruption, but Don’t Interrupt

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.

Pardon the Interruption, but Don’t Interrupt
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 | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

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