09022015Wed
Last updateWed, 02 Sep 2015 12am

Brad Huisken

Your reputation matters!

Striving for impeccability is a hidden goal that produces massive results! How you run your business and how you interact with customers is very much like tossing a pebble in a quiet lake - the ripples reach farther than the eye can detect. 

Most obviously, Word of Mouth is effective advertising. If a customer visits your business and is greeted with an attractive display that is fresh and cared-for, that sends a message that your store-front is concerned with presenting the best products in a favorable manner. When the customer is greeted timely and enthusiastically, the message is that this business wants to be involved with its customers. 


No shortcut to the success counter

Most of us like to contemplate how life will be “when we hit the big time.” As soon as we begin to visualize “SUCCESS!”, we begin designing our life and life-style as it will be.

“Will I be a Bill Gates?” “Will I be a Kardashian?” “Shall I plan on buying a Bentley?” “How many swimming pools will I want?”

Be the expert that you want to be - and that your customers deserve

What motivates the retail professional? Is it the desire to serve the customer? Is it the ability to use a variety of sales techniques to showcase the product to its best advantage? Is it the need to be at the top of the competitive heap within an industry? Is it the opportunity to increase personal income through improving standards of excellence? Is it the contribution to the community at large by providing a quality resource?

Pay attention to the heart and the head and you’ll get what’s in the wallet

Often, we are so busy focusing on completing a sale that we forget the actual person who is in our store! We are so busy qualifying our buyer and planning which merchandise we want to show them that we overlook the human being who stands before us. As I have stated many times, the real goal of a sales presentation is to create Personal Trade, Repeat Business and customers that will proactively give referrals and recommendations to their friends, relatives and others.

It takes hard work!

Not every salesperson is blessed with the natural abilities that we would all love to have. Most of us have to be grinders and have to work for everything that we have. It is the grinders that, in the long run, make the best salespeople. Of course there are certain techniques that we all learn and different processes that we all have, but at its heart, selling is about work. If you are willing to work, then you can be a successful salesperson.

Actions vs. Results

Too many owners and managers work on correcting results, rather than working on correcting the actions that caused the results. To try to improve a result is pointless unless the actions that caused the results have been addressed and corrected. Supervisors often times talk to their people about not hitting their sales goals, add-on percentages, closing ratios, etc. Telling them that they have to make improvements or start making the numbers is similar to a sports coach telling their players that they need to score more points.

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