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Some Will, Some Won’t, So What? Next!

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Going back through some old notes and found a nice thought from Bob Phibbs (“The Retail Doctor”) on his philosophy of sales.

The secret is about being consistent in what you do. Not pre-judging. Not turning the charm on every once in a while. Not skimping when you’re tired. Just doing your best, every day, to make a connection with every customer who appears in front of you.

His mental approach: Some Will, Some Won’t, So What? Next!

Which means: Some customers will buy and some won’t. It doesn’t matter — if you make a real connection with every person who comes into your store, sales will follow.

That’s the secret. Here’s my favorite chunk of the piece:

“Yes, you can find out at the register their daughter goes to the same school as you. But that’s too late. Yes, you can share an amusing tale of putting together your own kids’ bicycle for their birthday while they sign the credit-card slip. But that’s too late. Yes, you can follow up with a handwritten thank-you note. But if you didn’t establish trust with your attention to them at the beginning, it rings hollow and is a waste.”

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Words to remember! Start by making a connection, and let the rest flow from there.

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Thinking of Liquidating? Think: Wilkerson

When Peter Reines, owner of Reines Jewelers in Charlottesville, VA, decided it was time to turn over the “reins” of his 45-year-old business to Jessica and Kevin Rogers, he chose Wilkerson to run his liquidation sale. It was, he says, the best way to maximize the return on his decades-long investment in fine jewelry. Now, with new owners at the helm, Reines can relax knowing that the sale was a success, and his new life is financially secure. And he’s glad he partnered with Wilkerson for this once-in-a-lifetime opportunity. “There’s just no way one person or company could run a sale the way we did,” he says.

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Brainstorms

Some Will, Some Won’t, So What? Next!

mm

Published

on

Going back through some old notes and found a nice thought from Bob Phibbs (“The Retail Doctor”) on his philosophy of sales.

The secret is about being consistent in what you do. Not pre-judging. Not turning the charm on every once in a while. Not skimping when you’re tired. Just doing your best, every day, to make a connection with every customer who appears in front of you.

His mental approach: Some Will, Some Won’t, So What? Next!

Which means: Some customers will buy and some won’t. It doesn’t matter — if you make a real connection with every person who comes into your store, sales will follow.

That’s the secret. Here’s my favorite chunk of the piece:

Advertisement

“Yes, you can find out at the register their daughter goes to the same school as you. But that’s too late. Yes, you can share an amusing tale of putting together your own kids’ bicycle for their birthday while they sign the credit-card slip. But that’s too late. Yes, you can follow up with a handwritten thank-you note. But if you didn’t establish trust with your attention to them at the beginning, it rings hollow and is a waste.”

Words to remember! Start by making a connection, and let the rest flow from there.

Advertisement

SPONSORED VIDEO

Thinking of Liquidating? Think: Wilkerson

When Peter Reines, owner of Reines Jewelers in Charlottesville, VA, decided it was time to turn over the “reins” of his 45-year-old business to Jessica and Kevin Rogers, he chose Wilkerson to run his liquidation sale. It was, he says, the best way to maximize the return on his decades-long investment in fine jewelry. Now, with new owners at the helm, Reines can relax knowing that the sale was a success, and his new life is financially secure. And he’s glad he partnered with Wilkerson for this once-in-a-lifetime opportunity. “There’s just no way one person or company could run a sale the way we did,” he says.

Promoted Headlines

Most Popular