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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

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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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

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