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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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She Wanted to Spend More Time with Her Kids. She Called Wilkerson.

Your children are precious. More precious than gold? Absolutely! Just ask Lesley Ann Davis, owner of Lesley Ann Jewels, an independent jewelry store that — until the end of 2023 — had quite a following in Houston, Texas. To spend more time with her four sons, all in high school, she decided to close her store. Luckily, she was familiar with Wilkerson and called them as soon as she knew she wanted to move on to bigger, better and more family-focused things. Was she happy with her decision? Yes, she was. Says Davis, “Any owner looking to make that life change, looking to retire, looking to close, looking for a pause in their career, I would recommend Wilkerson. Hands down!”

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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.

Advertisement

SPONSORED VIDEO

She Wanted to Spend More Time with Her Kids. She Called Wilkerson.

Your children are precious. More precious than gold? Absolutely! Just ask Lesley Ann Davis, owner of Lesley Ann Jewels, an independent jewelry store that — until the end of 2023 — had quite a following in Houston, Texas. To spend more time with her four sons, all in high school, she decided to close her store. Luckily, she was familiar with Wilkerson and called them as soon as she knew she wanted to move on to bigger, better and more family-focused things. Was she happy with her decision? Yes, she was. Says Davis, “Any owner looking to make that life change, looking to retire, looking to close, looking for a pause in their career, I would recommend Wilkerson. Hands down!”

Promoted Headlines

Most Popular