WIIFM?
Whenever asked to do something, most people filter the request through “WIIFM” which stands for “What’s in it For Me?” Unless there’s good answer to that question it many times will not be done. This is true both in parenting as in managing salespeople.

Do it For the Customer
Too often salespeople that want to sell more are thinking more of themselves than their customers. The customer will benefit more from the sale than anyone else. When a sale is made, there are a lot of people who benefit; the salesperson, the store or company, the vendor, the landlord, plus the state and country. All of these benefits are monetary. What the customer gets out of the deal will last longer than the money will last for any of the others.

“Mine, No Mine!”
One of the worst things that can happen in sales is salespeople arguing over whose sale it is. Whenever I am asked to referee one of those arguments, I ask, “Who did the customer give the money to?” When you get good service in a restaurant you don’t drop your tip on any old table on your way out.

Teamwork Works!
Those that work together get more done. Here’s a good rule to keep in mind; “The commission on any one sale is never more important than your relationship with your co-worker.” If you make this and the “Customer First” a part of your being, you will succeed more than the selfish people who get it turned backwards.

This entry was posted on Friday, February 5th, 2010 at 11:29 am and is filed under Retail Selling, Success. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.