Defining the Sales Process

The sales process is not really about being friends but rather being friendly. I don't think you should be forcing your friendship on anyone. When a customer walks into a store you can read their body language and be be fully aware of what they are seeking. If they are looking around and not at your shelves and racks then perhaps they are looking for your assistance. I would then take the opportunity then to immediately assist them in a warm and friendly manner.

There are many customers who really don't want assistance but love browsing around and checking things out for themselves so approaching them too early could be a way of disturbing their shopping experience. I have seen many of annoyed customers because walking into a store with people circulating and asking if you needed help every two minutes can actually drive the customer away and into a store that has a more relaxed feel. That is what the shopping experience for the customer should be like. It is about keeping an open eye on what they initially want. It they are happy to browse, let them bask in their own joy of looking around checking out the merchandise.

Sales will occur if the customer is happy and satisfied with the item in mind and you can help them achieve this. However, customers are not as naive and can tell when a sales person is over doing it. Yes you can assist the customer with their every request and aid them getting the right size or product, you can be friendly and warm but at the end of the day you should not be making out that you are just interested in the sale. This can deter people from returning especially if their whole experience there was not pleasant and there was no room to breathe and think about their own purchase or purchases. Allowing the customer to think, instead of trying to think for them can work to your advantage as then it could be allowing for more time to make a second purchase.

People who want sales assistance will be asking for it and searching for it. Hence if they seem to be happy just to looking at your various goods, then the service can be wisely timed. No shopper loves a pushy sales person as they do not like the feeling of having to buy something because the sales assistant was over the top and almost making them feel bad if they didn't buy a particular product in their store. That should never be the case if you care about the business you enter.

Recently I walked past a store that always seems to be quiet in a busy department store. This seems odd but then you look at the sales person and you can almost see why. He seems almost desperate to make a sale, I mean people have not even placed their foot in his store and he is already running to their aid, his body language alone has perhaps deterred too many people. Where is the chance to enjoy having a look at his selection of goods when he does not allow the comfortable feeling to flow through his entire store?

These considerations in the sales process are crucial in assistant in the whole sales process. At the end of the day the customer can be even more satisfied knowing they made that selection or purchase on their own. The final stages of the process should allow the customer to even change their mind and be okay with it, if they indecisive this could mean they may need to come back in again. The customer may not come back if they feel they will be pressured into a sale. They are very aware of the sales persons job and how it all works so it is more better to not underestimate the customer and to be honest, kind and very helpful without appearing like you are harassing the customer. It may determine the sale and the return of the customer and their continues patronage.