Meet the three types of RSAs (Hint: two are bad)
Bob Muenkel, Director of Sales Education for Serta Simmons Bedding
Is there only one right way to do things?
Philosopher Friedrich Nietzsche would argue no, but veteran sales trainer Bob Muenkel might argue yes, at least in respect to RSAs.
What it takes to be a good RSA depends on concrete sales techniques, consumer psychology and knowledge of the mattress industry.
Muenkel says there are three types of RSAs, but there’s only one you should aspire to be:
1. Order takers (Bad!)
Muenkel says order takers do simply that: they make a quick sale of whatever the customer wants. They don’t try and connect with customers or find out what types of mattress might be best for them. Order takers do little work and try to speed up the process in order to make sales. In return, they reap the reward of a hollow sale, as the customer will be less inclined to come back or suggest the store to a friend.
2. Show up and throw up (Nope!)
These sales people list product specifications, construction materials and features in great detail. They are thorough in their delivery of information, but the overload often confuses customers. This confusion can cause the salesperson to lose a sale altogether.
3. True sales professional (That’s the ticket!)
A true sales professional, according to Muenkel, simplifies the differences in mattresses and points out key nuggets of information. They avoid product confusion and information overloads, lead the shopper to the right unit based on strategically asked questions and can step the customer up with great skill. Munkel says these salespeople are worth their weight in gold, and this is the salesperson you should aspire to be.
We could argue for years about if there is only one correct way to do things, but research, practice and implementation have shown that there is only one truly successful type of RSA.
Key takeaway: You should aspire to be an RSA who doesn’t want to make a quick sale, won’t give too much information, and will simplify the process while pointing out key nuggets of information.
Which type of RSA are you? (Hint: don’t say the first two). Comment below and let’s talk!
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