Don’t Give Up the Sale!
One thing I will never understand about sales professionals is how easy and fast they are willing to give up. Many times, all it takes is one negative response from a customer to discourage an associated from persuing the sale.
I was recently shopping the competition for one of my jewlery business clients when I started to watch a very professional salesperson sell a pair of diamond ear rings. He did everything right; asking questions, listening to the customer, having the customer put on the ear rings, selling store benefits instead of product features. But then, after about 20 minutes, it all went downhill … fast!
The sale fell apart when the customer said, "I’m not sure this is what I am looking for. I want to look around before making a decision." There were lots of things the sales professional could have done to continue the sale, but he didn't. He just gave up.