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Sales Truths: Make Quality Claims at the Right Time

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Published

15 years ago

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QUALITY CLAIMS, MADE TOO EARLY, NEVER IMPRESS. 
 
WHY IT’S TRUE: Customers expect your store and merchandise to be of quality or they wouldn’t be there in the first place. If you open by bragging about your store’s quality or making unsupported statements about your knowledge and expertise, you’ll bore the customer.  
 
 
PLAN OF ACTION: Greet the customer in an open friendly manner; find out what their needs, wants and passions are; and focus your presentation around them. Demonstrate your expertise by asking open-ended questions. Listen carefully to the customer’s answer and when appropriate, validate your answer with a quality claim. Customers come into your store because they need help. Enhance their perception of this buying experience and most of the quality questions will answer themselves.

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Wilkerson Testimonials

Wilkerson: “They Feel Like Family”

Newton’s Jewelers in Fort Smith, Ark., was a true institution. But after being at the helm for most of his life, owner (and descendent of the original founder) Kelly Newton decided it was time to retire. He chose Wilkerson to handle the sale. “I’ve known the owners of Wilkerson for a long, long time. I felt at home with them,” he says. The final retirement sale was just a “blast” and the Wilkerson sales team made it so very simple and straightforward, says Newton. Would he recommend Wilkerson to others? Absolutely. “They’ve done incredible work,” says Newton. “They feel like family.”

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Dave Richardson

Sales Truths: Make Quality Claims at the Right Time

mm

Published

15 years ago

on

QUALITY CLAIMS, MADE TOO EARLY, NEVER IMPRESS. 
 
WHY IT’S TRUE: Customers expect your store and merchandise to be of quality or they wouldn’t be there in the first place. If you open by bragging about your store’s quality or making unsupported statements about your knowledge and expertise, you’ll bore the customer.  
 
 
PLAN OF ACTION: Greet the customer in an open friendly manner; find out what their needs, wants and passions are; and focus your presentation around them. Demonstrate your expertise by asking open-ended questions. Listen carefully to the customer’s answer and when appropriate, validate your answer with a quality claim. Customers come into your store because they need help. Enhance their perception of this buying experience and most of the quality questions will answer themselves.

Related Topics:

click to Comment(Comment)
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Wilkerson: “They Feel Like Family”

Newton’s Jewelers in Fort Smith, Ark., was a true institution. But after being at the helm for most of his life, owner (and descendent of the original founder) Kelly Newton decided it was time to retire. He chose Wilkerson to handle the sale. “I’ve known the owners of Wilkerson for a long, long time. I felt at home with them,” he says. The final retirement sale was just a “blast” and the Wilkerson sales team made it so very simple and straightforward, says Newton. Would he recommend Wilkerson to others? Absolutely. “They’ve done incredible work,” says Newton. “They feel like family.”

Promoted Headlines

Most Popular