Acknowledge all of them, without losing your focus!

posted: Friday, November 15, 2013

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Over the past couple of weeks we have been focusing on the customers during the holiday season. We are going to continue that theme today, but we are going to shift the focus to the role of the salesperson. There’s no way to predict how customers are going to react during this busy time, but there are a few things you can do as a salesperson to make your life easier. The most important is making sure you are focusing on one customer at a time. That is not to say in some industries that you cannot double-up, just be sure you are using a verbal contact and giving each customer the attention that they deserve.

Additionally, from a security and a customer service standpoint, you cannot be totally buried in the customer in front of you. You have to have your head on a swivel while giving your undivided attention to the customer you are serving. If another customer comes in, and there is no one to help them, make eye-contact, let them know someone will be with them in a few minutes, and then complete the sale with the existing customer. Most customers will understand it is a busy time of year. There are more people and many more opportunities to complete sales, so it is only natural to want to get to as many customers as possible. The problem with that is if a salesperson is not giving the person right in front of them the attention they deserve, then it won’t matter how many customers they talk to.

One of the best things about the holiday season for salespeople is that there are many more customers coming in, and that represents many more opportunities to sell. It also means more opportunities to establish new relationships with new customers that will hopefully lead to a bigger repeat customer base.

  • Give every customer your full attention: Make sure you answer every question, show the customers whatever they want to see and see the sale through to the end. The customer came in to buy from you, give them the time to make sure they are completely satisfied.
  • Other customers will still be there: It’s tempting to try and hurry your customer along in an effort to get that the one that just entered the store; avoid the temptation. Acknowledge the new customer and then finish your work with the customer in front of you and then move on.

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