Brad Huisken

Pay Attention
September 1, 2007

I believe that customers will tell you everything that you need to know in order to develop a relationship, close the sale and sell additional merchandise if you just pay attention. In other words give your customers your complete, undivided attention. 

It amazes me how often customers have to deal with salespeople that are busy carrying on a personal conversation with a fellow salesperson ignoring customers. Talking on the phone not paying attention to what is going on around them, busy doing paperwork (or homework) or in general not giving their customers the attention that they need and, more importantly, deserve. There should be nothing more important to a salesperson at that given moment than the customer that they are, or should be dealing with. 

Companies spend a fortune in advertising, marketing, displays, point of purchase promotions etc in order to get potential customers to contact or come into their business. Yet, many salespeople turn customers away based on not giving them the attention that customers should be getting. You can always return a telephone call, there will always be time later to talk about your weekend, the last television show that you watched etc. But you can never get a customer back that feels that they haven't been given the attention that they needed. 

The only reason that we have salespeople, in any business, is to provide service to our customers, to turn potential shoppers into buyers, and to sell additional merchandise. All this needs to be done in a way that causes customers to want to come back for additional needs or purchases, and to sing our praises when they are talking about their purchase to their friends, neighbors and aquintances. Only through giving your complete, undivided attention will that become a reality.
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Posted by Brad Huisken on September 1, 2007 | Comments (0)