Brad Huisken

Scouting Your Store!

We just finished the holidays and the busiest shopping time of the year and so many things are running through the mind of a professional salesperson.  They may be thinking about their product lines or what kind of specials are going to take place after the holidays to attract customers.  All of these are very important to a salesperson but there is one technique that is not used nearly enough and should be.

Seeing your store or your showroom as others see it is so important.  We often compare the field of sales to sports and this is no different.  Sure coaches, particularly football coaches, scout their opponents but the great ones also scout themselves.  I know there are a number of teams in the NFL that employ two or three coaches just to scout their own team.  In other words, they are looking at their team as if they were going to play themselves.  Why do they do this?  It is simple; if you are aware of your own weakness then you can take the necessary steps to correct them.

Take the time to walk through your store and see it as your customers are going to see it.  Chances are if you do not like the placement of a particular product, then your customers probably will not like it either.  If you are walking through an aisle that seems narrow, then it probably is and customers have experienced that as well.  The bottom line is this, if you are able to see your store and its weaknesses then you have the ability to correct them before they affect your sales.

Every salesperson should prepare for the obvious.  The professional salesperson takes their preparation to the next level so that they will really prosper.  By scouting your store and walking through it as a customer would, you are taking a step that many of your competitors are not.  This is only one example of going the, extra mile, so to speak.  The salesperson, who pays attention to every detail, is the one who will reap the rewards.
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Posted by Brad Huisken on February 5, 2010 | Comments (0)