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Sales Truths: Make Quality Claims at the Right Time

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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

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: Make Quality Claims at the Right Time

mm

Published

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.

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