By Moe Lastfogel Director of Sales and Marketing for The Retail Observer ![]() What’s your customer really looking for? The quick-and-dirty way to find out is to ask how you can help, then trot out the standard solution and make a quick one-shot sale. But if your goal is to create a long-term relationship, you’ll need to take the next step. While traveling around the world, I’ve identified three sales approaches that deliver increasing levels of success First is the Yes Guy. “Yes, we have that, let me ring it up for you. ”They might offer the customer an extended warranty, but “yes and thank you” is about as far as their imagination will take them. What’s to discuss? A sale is a sale. Second is the Method Guy. He’ll invite the customer to look at various options and accessories that might add value. Maybe he’ll mention delivery and installation and ask if there’s anything else he can help with. It’s a step in the right direction, but how far has “working the sale” really taken Mr. Method toward letting the customer know he’s on their side? The big winner when it comes to sustained, long-term sales success is the third sales approach: the Customer’s Friend. He’s genuinely interested in learning about their needs. He’ll ask how they’ll be using the product, and whether they’ve owned previous models, and if they were satisfied. Maybe they came in because they’re really desperate for advice. Maybe they’ve heard good words about you, and maybe they want to avoid the big, impersonal warehouse outlet. Maybe they’ve heard that you’re an expert who takes a genuine interest in your customers. In sales, nothing is more satisfying, and fun, than making repeat customers. And it isn’t complicated or hard – all you have to do is genuinely care and let them know it. Happy Retailing, Moe Lastfogel [email protected]
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By Moe Lastfogel Director of Sales and Marketing for The Retail Observer ![]() “It's not easy being green.” ~Kermit the Frog Last month we celebrated Earth Day, and we can still do good while receiving feel- good and financial benefits for ourselves and our communities throughout the year. Do you have old, damaged or unused electronics, furniture, displays and/or appliances taking up space in your warehouse? When you discard them, recycle them. Many trade-in and trade-up programs invite you and your customers to exchange old products for gift cards, or for credit to shop in your store. Many manufacturers support these programs with special incentives for participating retailers. Recycling companies then make sure the products are disposed of responsibly – it’s a win-win for everyone. If you simply want to earn a little extra green, think about selling your used, damaged or outdated inventory – Amazon, Craigslist, Offer-up and eBay are great places to look for buyers. Or consider donating products in good working condition to a charity, so those less fortunate can benefit. Consider these organizations:
No matter which organization you choose to donate to, it’s easy to keep your inventory clear of clutter and make a little extra cash or receive a write-off while performing a good deed and doing your part for the environment. Happy Retailing, Moe Lastfogel [email protected] |
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December 2021
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