Chapter 12. Be a person before being a Sales Ambassador
Selling is all about developing relationships, one at a time, one after the other. Throughout a selling day, as Sales Ambassadors meet customers for the first time, they find out about each person—who they are, what their tastes and interests are—going beyond the request to buy.
Even if someone has come in and has been very specific about what he wants to see, a Sales Ambassador still comes back to a personalized approach. They are, first of all, two human beings, sharing a moment together. So the Sales Ambassador finds out more about the person.
Far too often an error is made when a Sales Associate becomes too caught up in his or her role of being "the Seller," and immediately tags the people coming into the store as "the potential customer." First and foremost, you are a person.
Think of the places you go when you shop or seek services. Often, it is because the people who work there are sincerely interested in us, in who we are. They have connected with us as individuals. When we return, we feel pleasure in seeing each other again.
Establish person-to-person contact first, and then move into selling.
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