I went shopping for baby stuff this weekend and had the worst and best sales experience in one store.
Let me explain…
Fast Value: Agents are afraid of being “salesy” and it costs them tons of money. When someone walks into your store (example, an open house), they expect to be sold. A salesperson’s job is to help customers make decisions. You do this by sharing your expertise.
My wife and I traveled to a baby store to look at furniture, strollers, and all the fun stuff.
If you’re anything like me, you prefer to buy online… but we didn’t know very much about this stuff, so we went to a store to learn more.
Walking in, we were a bit overwhelmed with the options and bumped into walls until a salesperson came up to help.
She was very nice and asked what we wanted. She proceeded to give us the worst demonstration I’ve ever seen. Struggling to fold a stroller for 10 minutes while explaining to us how easy it was.
It was clear she had no idea what she was doing.
Rather frustrated because we felt like we wasted a bunch of time, we decided to leave the store.
I’m thinking to myself, great, I’m going to be on YouTube all night researching this stuff…
… until another salesperson (obviously their best one) saw us leaving frustrated and jumped in.
She gave us a demo of one product. Actually showing us how to use it. Shared the reasons we might buy one or the other.
She walked us through everything that we were going to need. Things we didn’t even think about.
We spent another hour or so going through the store with her.
Was she being salesy?
NO.
She was being helpful. She saved us tons of hours of research.
The job of the salesperson is to help the consumer make the best decision. The salesperson should know way more than the consumer. In a short amount of time, they can transfer that knowledge. Which leads to the consumers (us in this example) to buy.
And buy a lot.
The moral of the story.
Know your stuff. Help your customers.
Share your knowledge.
Sell stuff.
Lots of it.