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

---

Closing the Sale - It Doesnt Have To Be Uncomfortable

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

Three Ways To Get A Prospect To Say Yes To Your Offer

Here are three proven ways that will increase your sales:1.... Read More

Bite Your Tongue

Most people don't realize how powerful a negotiating tool silence... Read More

Seven Critical Qualifying Questions

Training your salespeople to not waste time working unqualified accounts,... Read More

Increase Your Sales in 5 Minutes

Increase your sales-in five minutes. This article is the third... Read More

Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales

If you knew a few sure fire ideas that have... Read More

Really WINNING Over Customers

Three qualities are needed to sell anything in life. They... Read More

Getting People to Buy Without Selling

In my youth I landed a job selling encyclopedias door... Read More

Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales

A lot is written and talked about in regard to... Read More

Are You a Sales Professional?

Many sellers like to describe themselves as professionals, but what... Read More

Invite Questions to Boost Your Sales

Do you invite your prospective customers to ask questions ...or... Read More

Being Politically Correct When Selling Can Cost You Sales

In our culture it is basically un-American for a prospective... Read More

Increase Profits from Your Existing Customers

An area many businesses fail to recognise as a way... Read More

You Dont Need Health Insurance!

Seems almost every situation in our lives is centered on... 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

Do You Fold Like A Taco?

Have you ever eaten a soft taco? The shell isn't... Read More

The Five Most Common Mistakes Salespeople Make

Over the decades that I've been involved in sales, I've... Read More

Why Sales People Are Creating Their Own Objections

I'm about to reveal the biggest secret to growing any... Read More

10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't... 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

Increase Your Sales Without Spending Another Cent

Many home business owners lament they don't have enough cash... Read More

Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results?

Sales is still a must for any company who wishes... Read More

Sales Discipline: Five Steps To Recover From A Lost Sale

Ever lost a sale? Of course you have, we all... Read More

Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around

I was thinking about the statement:The Small Business Administration tells... Read More

Spend More Time Selling

On average a sales person spends less than two hours... Read More

The Top Five Traits of a Successful Salesperson

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

Ten Ways to Super Charge Your Sales

1. Add a no-fee interactive game to your web site.... Read More

Achieving Sales Goals Requires Drive & Motivation

How did you do this past year on your sales... Read More

Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch

Why are some sales pitches more persuasive than others? Are... Read More

Four Ways To Increase Your Sales Fast... In 2-4 Weeks?

You built a very good web site...You have a great... Read More

How To Give Your Sales Job A Strategic Tune-up

In happens every year in June.Six months down and six... Read More

The Choice between Yes and Yes: A Psychological Revelation

Three year old Kara was throwing a tantrum. She didn't... Read More

Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling

Cold calling may now be outdated. People have become defensive... Read More