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 [email protected]

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

Forbes

The Simple Formula To Closing More Sales In Your Business
Forbes
Any successful business has these two things in common: a great product and a stellar marketing/sales strategy. Most founders tend to focus on perfecting their product, but often forget to craft a strong sales plan. Yet, it's important to know how to ...


Nature.com

Customers put off electric cars … by electric-car sales staff
Nature.com
Sales in some places are booming. Figures from the Centre of Automotive Management in Gladbach, Germany, show that nearly half of the new vehicles registered in Norway during the first three months of this year were electric. During the same period, ...
China To Drive Electric Vehicles Sales SurgeOilPrice.com
Electric Vehicle Outlook 2018 | Bloomberg New Energy FinanceBloomberg New Energy Finance

all 27 news articles »

CNBC

Trump may reportedly lift US sales ban on ZTE
CNBC
Trump may reportedly lift US sales ban on ZTE. President Donald Trump will lift a ban on American firms selling to Chinese telecoms giant ZTE, according to the Wall Street Journal, if details of a deal in progress is confirmed. In return, the company ...
US, China nearing deal to remove US sales ban against ZTE: sourcesReuters
UPDATE 2-US, China nearing deal to remove US sales ban against ZTE -sourcesAgriculture.com
US, China Agree on Outline to Settle ZTE ControversyWall Street Journal

all 63 news articles »

Coindesk

China State TV: Token Sales Still 'Rampant' After Central Bank Ban
Coindesk
It also comes at a time when law enforcement agencies in China are beefing up efforts to crack down on schemes that use token sales to raise capital from the public. As reported by CoinDesk previously, organizers of two cryptocurrency-related projects ...


Bloomberg

These Six Chinese Cities Dominate Global Electric-Vehicle Sales
Bloomberg
The six Chinese cities that implemented gasoline-car restrictions accounted for 40 percent of the nation's electric-car sales of 579,000 last year -- and 21 percent of the world's EV sales, according to a report by Bloomberg New Energy Finance. Sales ...


USA TODAY

Your favorite stores are having amazing Memorial Day Weekend sales
USA TODAY
The long weekend also signifies the start of summer and barbecue season, and is filled with tons of sales. Typically, these discounts tend to be on big-ticket items like mattresses and home appliances, but there are plenty of other opportunities to ...


9to5Mac

US iPhone sales grew a record 16% in Q1 despite 11% drop across market – Counterpoint
9to5Mac
IDC figures showed that Apple managed to grow global iPhone sales in Q1 despite falling sales across the smartphone market as a whole, and new data from Counterpoint shows that the same was true in the US market – to a far more dramatic extent …

and more »

WiscNews

Sauk County home sales jump 13% in April
WiscNews
The Wisconsin Realtors Association reported 86 sales in the county last month, up 13 percent from 73 in April 2017. Statewide, home sales dipped 0.4 percent during that period, marking the second straight month sales fell on a year-over-year basis.

and more »

Forbes

New iPhone Sales Drive Record Profit But Tim Cook's Warning Signs Remain
Forbes
The latest edition of the Fortune 500 list has been released, and while Apple has dropped from #3 to #4 in the overall rankings, Tim Cook and his team will be happy with the listed numbers. Apple increased its annual sales by six percent, and profit on ...


New York Times

A Brief History of GE Asset Sales: DealBook Briefing
New York Times
Good Monday. Here's what we're watching: • Can investors now strike a trade war from their list of worries? • G.E. announced a big deal for a transportation unit. • Our take on the new Theranos book. • Banks are using military tricks to fight ...

and more »
Google News

Telling the Value Story

You arrived on time and completed your calculations. You worked... Read More

Use Pain To Get Commitments

Whenever I speak with new salesreps and entrepreneurs, I hear... Read More

A Pause For Thought

You can have your cake and eat it.What is it... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one... Read More

Dress as Though You Mean Business

Could casual Friday be undermining your leadership ability?One of the... Read More

Are You a Winner or Whiner?

I've found that winners say "I choose to." Whiners, on... Read More

Clear Up Blurry Communication

One of the top brewing companies in America is a... Read More

Do You Have Enough Prospects To Make Your Numbers?

Several years ago I worked with a CPA who wanted... Read More

How to Set Appointments

The Importance of setting appointments is crucial to running a... Read More

Open Your Introduction With A Firecracker Moment

The number one requirement, whether you are a business owner... Read More

7 Strategies for Writing Fundraising Letters

Writing fundraising letters can be an effective way to request... Read More

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just... Read More

Sales 101: Handling The Angry Customer

I am often reminded of the following true story whenever... Read More

The Power of Thank-You

When was the last time you thanked your customers?This often... Read More

How To Shorten The Selling Cycle And Reduce Buying Stalls

The main reason for buyer resistance and selling stalls boils... Read More

Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing

According to the Direct Marketing Association, in 2003 U.S. direct... Read More

To Sell Successfully, You Have to Be Willing to Be Different

We are complex. We confidently assert that we are independent... Read More

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

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

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or... Read More

Lazy Man?s Way To Get Customers

No matter how big or small your business is and... Read More

Are You Selling What They Want To Buy? Is It An Appropriate Solution?

Let me tell you about my friend Peter who has... Read More

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests... Read More