Customers want salespeople who provide genuine assistance in the buying decision not those trying to impress with their “expertise” or knowledge. This phenomenon is not limited to retail sales. In hundreds of interviews, we’ve heard average and low-producers content, “You give me a good customer and I’ll make the sale every time.”
Persuading the prospect to buy is not, in their view, their responsibility. Average producers genuinely believe high-producers are “lucky” or are the boss’s favorites who get all the “good leads.”
Two of the most effective salespeople we’ve encountered are on commission and provided us with expert assistance. In less than five minutes, one moved us away from higher-priced merchandise that did not suit our needs. We are delighted with our purchase and gladly refer this commissioned salesperson to our friends.
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