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 cr_lester@hotmail.com

---

Quotations Tell... Proposals Sell!

The traditional "Quotation" was originally devised during the Industrial Revolution... Read More

Revenue Growth Through Alliances

Any company in today's global economy must eventually face the... Read More

5 Ways to Encourage Impulse Purchases

I just bought six square pieces of spongy fabric for... Read More

An Introduction to B2B Lead Generation

It is important that organizations find other companies to do... Read More

The Most Important Word in a Business Letter

What do you think it is? Many experts insist it's... Read More

Casual Networking

What comes to mind when you think of networking --... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many... Read More

Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained... Read More

Business is Great; I?m Just Not Selling Anything!

Awhile back you had a great idea. An idea that... Read More

Everyones Favorite Topic - 3 Tips for How To

I believe that everyone understands that no matter what business... Read More

How to Reach Purchasing Agents of Big Corporations

Now business owners and sales professionals can develop a Faster... Read More

Turn Your Wisdom Into a Workshop

The Technical Revolution has done a lot for us --... Read More

How to Make Sure You Sell More!

Make sure you target women. It's true for almost anything... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... Read More

Too Much Empathy Will Cost You Money

Ever have a prospect start out your sales call by... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

Increasing Short and Long Term Profits

"I was at your site for all of two minutes... Read More

Improve Your Sales Closing Ratio

Occasionally EGOPOWER readers send me questions or topic suggestions that... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up... Read More

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... Read More

Do You Want to Know the 8 Tips to Selling More Products?

So often sales men and woman are the very people... Read More

Do Your Words Betray You?

What do the words that you use say about you?... Read More

How Many Ways Do You Have To Justify Your Price?

If you were selling a mansion, and you were selling... Read More

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take... Read More

Lazy Man?s Way To Get Customers

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

It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and... Read More

What Successful Sellers Know - Others Dont ... The Subtle Art of Closing

Ask any salesperson, "At what point in the selling process... Read More

Letting Them Use Plastic

Obtaining merchant status will help to increase your sales. Consumers... Read More

Unique Selling Propositions

If you have competitors, then you should have at least... Read More

Store Owners - Five Ideas to Increase Sales

1. Animate your window display.How often do you change your... Read More

2 ½ Steps to Sales Success

You have just walked out of the office of a... Read More

Lock, Stock, and Barrel!

The other night I was watching a classic western from... Read More