Softer Approach Leads to Easier Sales
If store associates would do less selling, more customers would buy the products they have to offer.
Huh? “I thought the job of a sales associate was to sell. Now, you say don’t sell. What’s up with that?” you might ask.
Among the definitions of “sell” listed in the Encarta dictionary is to “make people want to buy something” and “persuade somebody to accept something for money.” That’s my problem with selling. If we approach our customers intelligently and let them be a partner in the process we shouldn’t have to make them buy or persuade them to accept our wares.