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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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Wilkerson Testimonials

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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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

Wilkerson Testimonials

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

Promoted Headlines

Most Popular