Customer Service Revival

Value is in the Eye of the Beholder

Sales today is filled with stereotypes. The "sleazy car salesman", the "annoying telemarketer", and the ever-present "pushy commission salesman". And in the sales profession, we may not realize it ? but we do think of other people in our profession this way sometimes. Now, this may not be because of our vision of them ? it may, in fact, be because of their vision of us as customers, and their knowledge of the sales process.

We all know that the profession of sales has a stigma attached to it. If you're a salesperson, you are pushy, rude, overbearing, and only want money ? at least, that is the common misconception. And although you may not want to hear it, this is true of some. Those obnoxious, pretentious and sometimes even nauseating individuals, who are the primary reason for a bad outlook on salespeople. They are not doing this intentionally, though. They just do not know sales the way they should know sales.

Think of this. You are struggling your way through aisles upon aisles of items, arms full, and have forgotten a basket. You see an employee walk by, and look. One of two things could happen.

The uneducated sales person would continue to walk by, never to be seen again as they hunt for a more "worthy" prospect. However, the educated salesperson would handle this differently.

You would see them walk by, and think nothing of it. All of a sudden, a friendly voice comes from behind you "Here you go. You looked like you could use some help."

The employee hands you a basket with a smile. They take a look at the items in your basket, and ask if you have any questions. You tell them that you were wondering which cleaner is better on your flooring. The salesperson responds with a smile, and proceeds to give you information on each floor cleaning product. You thank them, and with another smile, the salesperson informs you of where you can find someone to answer any other questions, and continues down the aisle.

Which person helped the customer more? Which person just made a sale, however small, where the other hadn't seen one?

The more important question to ask yourself though, is which salesperson are you.

This may or may not be a situation you can relate to. But if you have been helped in this way, you will surely remember it. And you will probably go back there again, hoping for the same great experience. But at least one of your customers can relate to this experience, and look back with a smile. Shouldn't all of them?

It should be every salesperson's goal to genuinely help their customers. Instead of being the uneducated salesperson, try this. Rather than recommending a certain product, or completely ignoring a browsing customer, try to figure out what they really need. Use a random act of kindness as an icebreaker ? in this case, a basket to someone who needed it. Ask if they need assistance with anything. Give them information on all products they might be interested in. Answer any other questions, tell them where you will be, and politely leave them to their decision. This might seem simple, but you will be amazed at the response. Higher customer satisfaction, more return customers, more referrals, and more sales. Just from a smile, a question, and leaving them be.

Cherilyn Lester is an accomplished sales professional and is currently involved in sales training for retail establishments. Most training is done at a distance, providing an easy resource for companies around the globe on a contract basis. You can reach her at cr_lester@hotmail.com

---

6 Steps on How to Install Confidence Into Your Clients

What methods can we use to install confidence into your... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More

Mindset Over Materials: The Secret Weapon of Sustainable Sales Success

Long-term sales success has less to do with skills or... Read More

Business is Great; I?m Just Not Selling Anything!

Awhile back you had a great idea. An idea that... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

Where to Find Mannequins for Sale

Any time a clothing store opens or expands, they must... Read More

Peak Performance ? What You See Is What You Get!

Would you like an easy way to track the performance... Read More

How To Get Face To Face Over The Phone

One disadvantage of selling by telephone is the lack of... Read More

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

Freebies

Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More

Its Better When They Tell Them

You know that word of mouth can grow your business.... Read More

Three Ways to Get More Referrals

When you are in the business of sales, among the... Read More

Program Your Biocomputer For Sales Success

Selling isn't something you do to people, it's something you... Read More

The Basic Secrets of A Million Dollar Sales Letter

"Accepting the consequences, good or bad, will free you; take... Read More

Using Emotion for Persuasion

The other day, I received the last issue of a... Read More

The Relationship Between Colour & Sales

Make no mistake that emotions are the driving force behind... Read More

Color Psychology Will Make Or Break Your Sales Success

Color psychology is the biggest question I receive on a... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to... Read More

An Ideal Selling Situation

The largest sale that I ever closed was negotiated over... Read More

Things You Need to Know Before Joining a Direct Sales Company

A lot of people are very intrigued by the idea... Read More

10 Incredible Ways To Sell Your Products Now

1. Make your reader visualize they have already bought your... Read More

Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to... Read More

Asking The Right Questions

On an introductory call, how do you gather all of... Read More

Dead Silence From Your Prospect: The Worst Sound Of All

Could this be the worst moment in your selling cycle?You've... Read More

Your Voice is Your Instrument

On an introductory call, your voice is your instrument. During... Read More

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80%... Read More

Everything Follows the Pitch

If you asked me to point to the heart and... Read More

Caring - The Secret Sales Strategy

Sales information resource Just Sell, calls caring "sales love". Here's... Read More

Smooth Sailing (Selling) In The Second Half of The Year

You can make a difference in the second half! You... Read More

Selling Abilities - Part 1

Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

Lance Has What It Takes

Lance has what it takes and then some.Did you know... Read More