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Sales Truths: You Never Get a Second Chance To Form a First Impression

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WHY IT IS TRUE: Customers have a wealth of choices. It’s not necessarily what you know, or how much you know, but rather who you are and how much you really care. And there is always another store just around the corner where caring people will find solutions for busy customers.

PLAN OF ACTION: Rather than pontificating about your valuable thoughts and ideas in a weekly sales meeting, challenge people to understand what good first impressions really mean. As they patronize their favorite business, have them consciously notice the impression that the establishment as well as the staff makes upon them. Challenge them to be prepared to share their specific observations at the staff meeting next week. Ask questions, probe responses, get people to genuinely understand how first impressions impact sales.


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

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When Sales Beat Projections, You Know Wilkerson Did Its Job

There are no crystal balls when it comes to sales projections. But when Thomasville, Georgia jeweler Fran Lewis chose Wilkerson to run the retirement/going-out-of-business sale for Lewis Jewelers and More, she was pleasantly surprised to learn that even Wilkerson could one-up its own sales numbers. “Not only did we meet our goal, but we exceeded the goal that Wilkerson had given us by about 134%,” she says. After more than 40 years in the business, Lewis says she decided a few years ago to “move towards retirement.” And she was impressed by Wilkerson’s tenure in the industry. Overall, she’d recommend the company to anyone else who may be thinking it’s time to hang up their loupe. “As a full package, they’ve done a very good job and I’d definitely recommend Wilkerson.”

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Dave Richardson

Sales Truths: You Never Get a Second Chance To Form a First Impression

mm

Published

on

WHY IT IS TRUE: Customers have a wealth of choices. It’s not necessarily what you know, or how much you know, but rather who you are and how much you really care. And there is always another store just around the corner where caring people will find solutions for busy customers.

PLAN OF ACTION: Rather than pontificating about your valuable thoughts and ideas in a weekly sales meeting, challenge people to understand what good first impressions really mean. As they patronize their favorite business, have them consciously notice the impression that the establishment as well as the staff makes upon them. Challenge them to be prepared to share their specific observations at the staff meeting next week. Ask questions, probe responses, get people to genuinely understand how first impressions impact sales.


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

Advertisement

SPONSORED VIDEO

When Sales Beat Projections, You Know Wilkerson Did Its Job

There are no crystal balls when it comes to sales projections. But when Thomasville, Georgia jeweler Fran Lewis chose Wilkerson to run the retirement/going-out-of-business sale for Lewis Jewelers and More, she was pleasantly surprised to learn that even Wilkerson could one-up its own sales numbers. “Not only did we meet our goal, but we exceeded the goal that Wilkerson had given us by about 134%,” she says. After more than 40 years in the business, Lewis says she decided a few years ago to “move towards retirement.” And she was impressed by Wilkerson’s tenure in the industry. Overall, she’d recommend the company to anyone else who may be thinking it’s time to hang up their loupe. “As a full package, they’ve done a very good job and I’d definitely recommend Wilkerson.”

Promoted Headlines

Most Popular