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Sales Truths: Discipline Behind Closed Doors

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WHY IT IS TRUE: A salesperson inadvertently leaves an expensive bracelet exposed on a counter pad, a staff member gets into a shouting contest with the customer, or any other violation of store procedure … Your instinct is to attack the problem right up front, your voice raised, your eyes blazing, because a serious infraction has just occurred.

PLAN OF ACTION: Rather than losing control and embarrassing yourself on the sales floor, take the offender into your office, close the door and privately deal with the situation. Ask the individual what happened, why it happened, and discuss in a calm professional manner the disciplinary action, if any, you plan to take. Be firm, but fair and respectful. Everyone makes mistakes, some more serious than others. The manner in which you deal with this situation will impact every individual in your store. — David Richardson

This article originally appeared in the May 2015 edition of INSTORE.

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Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

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Dave Richardson

Sales Truths: Discipline Behind Closed Doors

mm

Published

on

WHY IT IS TRUE: A salesperson inadvertently leaves an expensive bracelet exposed on a counter pad, a staff member gets into a shouting contest with the customer, or any other violation of store procedure … Your instinct is to attack the problem right up front, your voice raised, your eyes blazing, because a serious infraction has just occurred.

PLAN OF ACTION: Rather than losing control and embarrassing yourself on the sales floor, take the offender into your office, close the door and privately deal with the situation. Ask the individual what happened, why it happened, and discuss in a calm professional manner the disciplinary action, if any, you plan to take. Be firm, but fair and respectful. Everyone makes mistakes, some more serious than others. The manner in which you deal with this situation will impact every individual in your store. — David Richardson

This article originally appeared in the May 2015 edition of INSTORE.

Advertisement

Continue Reading
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Retirement Made Easy with Wilkerson

The store was a landmark in Topeka, Kansas, but after 80 years in business, it was time for Briman’s Leading Jewelers to close up shop. Third generation jeweler and owner Rob Briman says the decision wasn’t easy, but the sale that followed was — all thanks to Wilkerson. Briman had decided a year prior to the summer 2020 sale that he wanted to retire. With a pandemic in full force, he had plenty of questions and concerns. “We had no real way to know if we were going to be successful or have a failure on our hands,” says Briman. “We didn’t know what to expect.” But with Wilkerson in charge, the experience was “fantastic” and now there’s plenty of time for relaxing and enjoying a more secure retirement. “I would recommend Wilkerson to any retailer considering a going-out-of-business sale,” says Briman. “They’ll help you reach your financial goal. Our experience was a tremendous success.”

Promoted Headlines

Most Popular