Give the Customer a Chance to Say Yes: Otherwise, You Might Lose a Sale
In this case my husband's birthday was coming and, for once, I had a gift I could buy for him without dragging him into the process. I have a good working knowledge of cameras and a friend who is a professional who can advise me.
I'd done my research and had my list in hand. There were two cameras that fit all my criteria. I also had a list of possible add-ons. I got to the store and went to the camera department. I ask a salesman if they had the two models I'd decided were possibilities. That was the last time I got to say a word for the next fifteen minutes. Every time I tried to cut in and tell him I was ready to buy he talked right over me. Finally I said, "I'll think about it." and hustled for the exit.
When working sales it is always a good idea to give a customer a chance to say yes right upfront. Some may feel that this gives too good a chance for the customer to say no as well. This is a possibility. A good way around this problem is to present things in such a way the customer can choose between yes and maybe. Maybe is a lot easier to change to a yes than no is.
Another area I find salespeople sometimes cost themselves a sale is customer recognition. If someone appears to be shopping greet them and ask if you can help them. If you are already waiting on a customer or talking on the phone acknowledge their existence. You don't have to quit waiting on the other customer or stop talking on the phone, making eye contact and a nod is frequently enough to keep a buyer waiting until you can find out their needs.
So, if sales is what you are doing for a living keep the following in mind.
Greet the customer.
Give the customer a chance to say yes.
If you can't take care of the customer right away at least acknowledge you are aware of them.
Following these simple steps may do a lot to increase your sales. A lot of people who are "shopping" actually want to buy. Give them a chance to make the purchase.
Published by Elizabeth J. Baldwin
I trained people to handle horses and other animals for several decades. My book Horses is for ages 9-12. The ISBN is 978-0778737759. Other books are available at http://shop.hollylisle.com/jamaffiliates/... View profile
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