It’s All About Trust
Make the Trust Sale First
When most customers first see a salesperson, all they see is someone wanting their money. Trust of you or your store is not automatic.
Your customers know nothing about your background, education, values or morals; they just see a salesperson. The sooner you start “selling” the quicker that suspicion becomes validated.
Start With Safe and Honest Questions
Many well meaning salespeople start off with a “small talk” question, assuming that they are relaxing the customer; NOT! If a stranger in the mall stopped and asked you, “How are you doing today?” what would you think?
Once you have greeted your customer, ask a “safe” question like, “Do you live close by?” and/or “Have you been in the store before?” These are “safe” and “honest” questions that are not likely to get you an answer you don’t want to hear.
You can then segue into telling the customers the 4 “W’s” about your store.
Tell your customers:
WHO you are…
WHAT you are…
WHAT you sell…
WHERE it is in the store…
Sell your company and store before you start selling your merchandise. You will be trusted sooner and sell more.
September 2nd, 2010 at 10:30 pm
Great selling advice! I like to hear those questions and informative tidbits upon entering a shop for the first time, opposed to “Are you finding everything alright?” or “Let me know if you need any help.”
September 6th, 2010 at 9:16 am
My company has no office or retail space attached to it, so i get blind phone calls instead of a face to face meeting. I start off with “are you familiar with our company” kind of question, and then focus keenly on how i can best help them. Often times, i never hear back from them, as my business is very competitive, and i know that i left a superb impression on them. They know i am honest, resourceful, helpful and concerned more with their happiness than my own. That is not to say that i give up and throw in the towel everytime, or fail to make something click, i certainly do my best to make something happen.