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For Sales Associates #1
July 20, 2012
Some managers view retail sales associates as minor ingredients in the road to success, or worse ‘necessary evils'. Believe me...I've actually heard it said. The reality is, that at the very least they are the direct link between the company and the consumer; at the most the key element in success and growth for the company. In this series, I will identify some truths of which retail sales people should always keep sight. My hope is that managers will use these as catalysts for group discussions with their associates. I would love to hear back from readers that use this format for feedback.
NO ONE IS ‘JUST LOOKING'
How many times has each of us heard it, or said it? ‘No thanks, I'm just looking.' Years ago an old boss of mine liked to proclaim, ‘furniture stores are not museums'! I thought then that he was speaking metaphorically and saying that the furniture in the showroom was there to be sold not just looked at and appreciated for its aesthetic beauty. The larger meaning that relates to furniture sales associates is that nobody is really ‘just looking' when they say, ‘I'm just looking'; maybe not ‘nobody' but only a tiny percentage. Most folks with a few hours to kill will not spend the time in a furniture store. No...typically, people go to a furniture store for a reason. They are looking for merchandise for themselves. They may be looking for someone else. They may be there for design ideas. But they are there with a specific agenda and are definitely not just looking. It falls to the sales associate then, to discover the reason for their presence in the showroom if there is any hope for a sale. Managers might discuss various techniques and tactics to be used to uncover this vital information.
Posted by Jim Green on July 20, 2012 |
Comments (6)
January 7, 2013
In response to:
For Sales Associates #1Gusty commented:
Pick up a local phone book. There is a huge list of leads.Then do your job, SELL ! 99 no's for every yes is part of the game.You weren't hired to sell cars to people cnmiog to the lot intending to buy a car. They hire way more salesman than they need for that.Your job is to beat the bushes and find customers and bring them to your lot and sell them.Those other guys that work there ? They are your competition !New salesman are pressured to sell cars to friends & family and after those leads run out, many salesman cant sell enough cars and are let go.No dealer is going to pay you a wage after a month if you cant make more than that in commissions.References :
January 5, 2013
In response to:
For Sales Associates #1Annais commented:
Realistically, there are few options. you can send out necotis of your new position to former clients (people you sold other items to) and to members of any service or social organizations that you are a member of. You may also be able to purchase a small ad in your church's weekly bulletin (if you are a member of the church). Unless the people actually know you, even if they see your ads they will not ask for you if they come to the dealership, so most ads that you would pay for would actually be subsidizing the other salesmen. It will take a while to build a customer base. The best thing you can do is get in early and stay late. It takes a lot of hours (mostly sitting waiting for customers) to make it in the retail business A 70 hour week is normalReferences : 30 years in the auto business
August 23, 2012
In response to:
For Sales Associates #1New Horizon commented:
The article is very much informative. Thanks for sharing it. Furniture is a daily equipment to our family.
July 25, 2012
In response to:
For Sales Associates #1Mark commented:
The sales associate to me is a extension of my factory to the store and the public. I want them to feel like they are not only selling for the store and themselves but representing my products confidently as solutions to their customers needs
July 25, 2012
In response to:
For Sales Associates #1mfg. rep commented:
Jim, as a manufacturers representative the most important person in my life is the retail sales person. I am available 7 days a week to talk to sales people at the accounts I call on. My most important job is selling and training them on selling my lines.
July 20, 2012
In response to:
For Sales Associates #1store owner commented:
It's VERY refreshing to read an article on the furniture today website that isnt about a companies "bankruptcy" or some big company getting even bigger. I like your write ups very much. Keep them different than everything else. I also enjoy sales tips from other's exprience.
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