Acquired Expertise: Attitude and Confidence

"I recommend the 5.8 GHz Digital Phone, because it suits your needs well, provides adequate service for your area, and has the additional capabilities you requested." The sales clerk spoke with confidence, implicating she knew this to be true, and bringing the client into focus with her needs. Her attitude of confidence presented the product well, and the sale completed.

As the client agreed to the purchase, the clerk smiled, offered other services, recommended the service package with the product, and completed the sale, earnestly convincing the client she was meeting her need. At the check out, because the clerk had quoted regular pricing, discount pricing was available so the client saved an additional significant amount of money on this product.

Another client enters the store, met by another sales clerk. The client describes his need and the clerk says, "I think this 5.8 GHz Digital Phone will do what you're asking. It says here on the box that it works everywhere, stops interference, and has places to store your important numbers." The client responds, picking up another box and reading the side of it. None of them promise significantly different promises from any other, and the clerk appears unsure of his product. The client finds a cheaper 5.8GHz phone and purchases it, refusing the last minute offer of a service package, and walks out of the store feeling let down.

Two days later, he comes back to the store, the phone not out of the package and returns it, saying he isn't sure its what he wants, and leaves with the phone the first clerk attempted to sell, but after talking to a different clerk. The more confident clerk also sold him the service package and the second handset.

The client leaves happy, knowing he got the deal he wanted because the clerk he spoke with was an "expert" on phones. The place is Radio Shack, both clerks received the same sales training, had the same knowledge behind them, and had a good solid understanding of the way all cordless phones work, and which areas of the community work best with specific phones. It does make a difference, because various phones have power variations making them work better under specific conditions.

Both clerks knew this. One portrayed confidence, understanding of her product, and solid knowledge of the area, presenting all information in a way that led the client to believe she knew what she was talking about. The other clerk counted on the product packaging to sell the product for him.

All things being equal (though we know they are not), knowledge, confidence, and attitude bring a sense of power to the person resulting in expertise projected to others. In the words of the Assistant Manager of a local Radio Shack, Brenna VerHoeff, "It's all in those two little words 'I recommend', a customer will buy what you recommend, if you present the product in a manner that tells them you know what you are talking about. I make a point of knowing my products, knowing the value of any additional products the customer needs to meet their needs, and listening to the customers so I understand their needs."

Brenna, a college student, has moved up steadily since her employment at Radio Shack nearly a year ago, because she listens to the sales training offered, presents her product to her clients with confidence, and is willing to go the extra distance to meet the customers needs offering additional Radio Shack services.

Jan Verhoeff combines 27 years of service in the Free Enterprise domain and a lifetime of education in business development to bring expertise and understanding of basic business principles to new business owners. An expert in the field of business development, Jan presents conceptual information through publications, live presentations, and Power Launch, a weekly live conference chat for business developers. For more information see her site at: http://wahopportunity.blogspot.com

---

How to Make Training and Development a Power Agent for Change

Does this sound familiar? With high expectations, you sent your... Read More

How to Master the Art of Salesmanship

I put together this little article because, although basic, we... Read More

Are You Doing What It Takes To Win More Sales

What does it take to be a WINNER during these... Read More

Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects

A "Call To Action" is an invitation for your prospective... Read More

Seven Keys To Closing More Sales During The Second Half Of 2006

It's not too early to start planning for the sales... Read More

Successful Sales Strategies: Winning the Close Ones

The "Three Cs" in building customer relationships are a key... Read More

If You Respect Them, They Will Buy -- Closing the Sale

We've all had the unfortunate experience of being convinced by... Read More

Grrr! Why Arent I Making SALES?!

Selling online can be very difficult, more difficult than in... Read More

Putting Benefits Before Features

Having spent so many years in retail, I always enjoy... Read More

Sales and the Law of Attraction

I'm about to challenge your belief system, or at least... Read More

Shout At Your Customers - Theyre Hard of Hearing!

Some people say we live in the Information Age.I call... Read More

7 Safety Tips Every Realtor and Door-to-Door Sales Professional Need to Practice

These are the top 7 safety tips that criminals don't... Read More

Elearning Is Dead - Long Live Blended Learning!

There is little doubt that eLearning has not achieved the... Read More

In Sales - Heres News You Can Use

Here's an idea on how to make reading the daily... Read More

Get More Clients Now!

Although David has been a graphic designer for a decade,... Read More

A Simple Sales Strategy: Talk to Yourself!

You are about to speak to a potential client, go... Read More

Mortgage Leads Are Like a Box of Chocolates

Mortgage leads are like a box of chocolates, you never... Read More

Equal Chance of Winning The Sale? Bah!

Are you going to win this deal? With just less... Read More

The Clock is Ticking on Your Leads

Every day is critical when you are in the business... Read More

The 7 Deaths of a Salesman

In sales, you can work one of two ways. You... Read More

Curiosity and How It Effects Your Business Proposition

The first 15 seconds of your approach are the most... Read More

How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!

Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More

10 Blockbuster Ways To Ignite Your Sales

1. Sign-up to win web site awards. When you win,... Read More

3 Hot Ways To Crank Up Your Sales

1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with... Read More

Get Over Your Resistance to Sales

I have found that there are two best ways to... Read More

7 Phrases You Cant Say in Sales

7 Phrases You Can't Say in Sales (Because They Will... Read More

Method to the Madness of Training Seminars

I arrive with about 350 other guys. We smile at... Read More

10 Boundless Ways To Anchor Down More Sales

1. Multiply your marketing and advertising efforts on the Internet.... Read More

11 Secrets to Leadership in Sales

In his classic book, "Think and Grow Rich", Napoleon Hill... Read More

Sales: The Secrets Of Super Salesmanship Exposed

Most people tremble when they hear the word "sales".This explains... Read More

Marketing Vs. Sales

Marketing and sales co-exist and work in tandem beautifully if... Read More

Closing the Sale - It Doesnt Have To Be Uncomfortable

"The Close" is sales jargon for the bit where you... Read More

The Top Five Traits of a Successful Salesperson

If you're looking for a successful salesperson to hire, a... Read More