My weekly blog shares with you dynamic techniques to improve your sales, aftersales, customer satisfaction, repeat sales and referrals.
Get the conversation flowing to build the yes strand in the prospect’s mind.
What level of service would you expect if you were buying a £10,000 watch?
In today’s marketplace, the whole emphasis seems to be, ‘web, web, web!’ but this time I’d like to talk about how the showroom experience is being neglected; focusing on the bottom of the ‘sales funnel’ – the point where prospects arrive in our showroom.
“Seriously, who cares?” is a question I am often asked, when I mention profiling the personalities in the sales team.
Unless you live in a cave, you will know we live in a fast-changing retail world. Although I specialise in the motor industry, I find it both commercially and creatively helpful to have a few clients from other sectors and sales disciplines.They include one who sells hot tubs, another who deals in £100k garden cinema rooms, civil engineers and even solicitors.
When people arrive in your showroom, they have a limited agenda and it is generally accepted that they are now further down the ‘buying journey’ than in pre-internet days. However, we should focus more on what prospects want, than where we think they are in the process.
“The customer isn’t always right!”
That can’t be the case – can it? Surely, the customer IS always right?
!Well, yes and no.
