How to be a Great Salesperson
I was observing a salesperson in a store where I was doing consulting not too long ago. This young lady was a very talented salesperson. She was neat, smiling with an almost contagious positive attitude — and that’s just for starters. After all, if we don’t like the person we're doing business with, we'll very rarely buy from that person. This salesperson was likeable. She had mastered the skills of listening attentively and gave strategic compliments in the most sincere of ways. She seemed to have the most important parts of "The Retail Sales Bible: The Great Book of G.R.E.A.T. Selling" under control.
This salesperson greeted consumers by saying, “thanks for coming in,” which, not expecting such a positive greeting, took them by surprise. She engaged consumers in conversation and showed a truly seamless transition from the “G” — greeting — to the “R” — researching — by simply asking them questions to better understand their wants and needs.
Again, she was masterful in asking questions that helped to determine the consumer's needs, wants and even desires. She was able to even find out the price range the consumer was interested in. Consumers don’t always buy better merchandise; it depends on the priorities of the merchandise they're buying.
I noticed her name tag and saw her name was Sue. Sue asked more questions than most doctors do when they're diagnosing a rare disease. When it came time to move to the “E” — experimenting — or suggesting phase of the sale, Sue had more information and better understood the shopper. Therefore, her recommendations were right on target and she knew exactly the right outfit to offer the consumer. Turns out the consumer purchased the outfit and was so thrilled with the suggestions that Sue made that she picked up her cell phone to call her friends and told them to come right to the store and ask for Sue.