Chapter 38. Analyze the sale you made

"What was the last sale you made?" It is an easy question for a Sales Ambassador to answer. A more complex one is "Why do you think the customer made the purchase?" The answer to this question reveals a great deal about a Sales Ambassador's ability to understand and analyze a sale, as well as the customer's buying habits. People buy things for a variety of reasons.

Sometimes an object will sell itself. The customer simply wanted to possess the popular item:

  • "She came in, asked to see the model, and that was all there was to it."

A lack of time can also trigger a sale. A person only has an hour at lunch to find a gift for someone that same evening. Here, the honest answer from the Sales Ambassador would be:

  • "He was in a hurry. After I showed him the first item, he asked if it could be gift wrapped quickly. When I said 'Yes,' he took out his credit card."

In both cases, the Sales Ambassadors played their roles and adapted to the needs of the customers. Even in these quick sale situations, they still are aware of the opportunity of the contact and use the moment to establish the beginning of a relationship.

Of course, most sales are not as simple as these examples. In some cases, a customer will come back several times before deciding to purchase. Here, a different set of skills is called on in order to succeed. Selling in this situation can be very rewarding:

  • "I didn't give up. He came in three times to see the creation. This morning, he came in and ...

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