Think Link - Part 2
Think Link - Part 2
According to a recent credit card survey, the average number of items on a retail sale invoice INCLUDING grocery sales was 3.3. Think about that, if the average grocery sale is, say 30-40 items, then there's a heck of a lot cameras out there without film or walkmans without batteries.
So how do we go about improving our sales satisfaction process? Well the first step is under standing that it's OK to want to help your customer get the most benefit from what they buy from you. Let's look at the camera scenario we described before. The customer walked into a camera shop and said, "I want to buy a good camera." The sales person would have asked several qualifying questions and got answers like:
- Good quality
- Easy to use
- Automatic focus
- Like it to be able to grow as my ability improves
- Must have a zoom lens
With today's technology nearly all cameras have a zoom lens as standard. If the sales person had probed a little deeper we might have discovered the real and immediate need was for a camera with a much longer than average zoom lens. After all, what the customer needed was a lens that would allow him/her to take great pictures of dangerous creatures from a safe distance where they didn't become a lion's lunch.
And by the way, what other opportunities would that scenario present for sturdy, waterproof carry bag, extra film, assorted accessories etc., but that's another story, about turning customers into raving fans!
According to a recent credit card survey, the average number of items on a retail sale invoice INCLUDING grocery sales was 3.3. Think about that, if the average grocery sale is, say 30-40 items, then there's a heck of a lot cameras out there without film or walkmans without batteries.
So how do we go about improving our sales satisfaction process? Well the first step is under standing that it's OK to want to help your customer get the most benefit from what they buy from you. Let's look at the camera scenario we described before. The customer walked into a camera shop and said, "I want to buy a good camera." The sales person would have asked several qualifying questions and got answers like:
- Good quality
- Easy to use
- Automatic focus
- Like it to be able to grow as my ability improves
- Must have a zoom lens
With today's technology nearly all cameras have a zoom lens as standard. If the sales person had probed a little deeper we might have discovered the real and immediate need was for a camera with a much longer than average zoom lens. After all, what the customer needed was a lens that would allow him/her to take great pictures of dangerous creatures from a safe distance where they didn't become a lion's lunch.
And by the way, what other opportunities would that scenario present for sturdy, waterproof carry bag, extra film, assorted accessories etc., but that's another story, about turning customers into raving fans!
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