Tuesday, July 28, 2009

A Sale is Made Every Time

Either you will sell a customer on why they should do business with you or they sell you on why they are not. Many factors go into this. Over the last few weeks, I have noticed a disturbing trend. I'm finding that salespeople/businesses fall into a few different categories:

1. Field of dreams. I built it, they will come. I deserve their hard earned money and don't have to make the experience memorable for them. Think about most major airlines and the service that you receive. (How's that working?!)

2. They will come get me if they want something. Have you ever had to interrupt two or more employees talking to each other to ask them a simple question? What a pain in the butt! Many people don't understand that it is the customer who writes their paycheck, not the company.

3. Trusted adviser. We had a great experience last night. Shelly and I were guests in a women's clothing store and were greeted by a fantastic associate named Lisa. "I just wanted to let you know that everything on this wall is on sale. What outfits can I help you find?" she asked. Guess who earned our business?

The woman described above was not pushy or over the top. She acted in a way that made us feel comfortable by telling us about a special and asking us a yes/yes question. Note that she didn't ask us if we needed help. (We weren't trying to change a flat tire for gosh sakes! It's amazing how many salespeople try to offer pity to their customers!) She simply assumed that we were going to do business there and wanted to help us.

Think about it.....
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