Sales Tips for the Brick and Mortars

Friday, May 23, 2008 by Mistlee

Can't see any images? - !

Click to Play

Is Your Website Effective?
In this interview with Mike McDonald at the 25th Annual ACCM, Larry Becker of the Rimm-Kaufman Group defines website effectiveness as a website meeting...

Recent Articles

Ratings And Reviews Now For B2B Marketing
We've all seen ratings and reviews online, starting way back when Amazon first introduced them. Over the years, they've become a staple of e-Commerce, with online retailers catching on to their impact on conversion rates.

But what about B2B marketers? Why isn't there more usage of reviews in business-to-business marketing? If you've wondered why B2B marketers seem so much less inclined to show reviews on their sites than their consumer-facing brethren, so have I. Let's explore what the reasons might be.

Sure, there are some B2B companies that place ratings and reviews on their Web sites...

Selling Remnant Ad Inventory
ESPN recently decided to stop selling remnant ad inventory via automated ad networks / exchanges. "We're heading down a path where it no longer suits our business needs to work with ad networks," said...

B2B Marketers Start Measuring Cost-per-opportunity
A reader asked me to explain why fewer leads are better and why "cost-per-lead" budgets fail. These are two great questions that have the same fundamental answer: quality first then quantity. The truth is that sales...

Ten Ways To Convert Your Clicks
Won't it be just wonderful that every click that we get on our sites would turns into a customer. Afterall we work hard only to get more customers. Every visitor is...

Getting Sales From Forms
In the first installment of this series on Forms, I talked about the critical role of usability testing in the development of good Form processes on the web. Even after a Forms process roles out, a lot of the focus...


Sales Tips for the Brick and Mortars

By Chris Crum

Obviously sales are the cornerstone of any successful business. After all, if nobody's buying from you, you're not going to be in business for very long.

However, there is such a thing as your sales team working too hard. What I mean by this is that they might be pushing the customers too hard to get them to buy.

iEntry director of sales and overall wise person Susan Coppersmith says, "If you act hungry, you will starve." If your sales team is acting too desperate for a sale, the customer is likely to get turned off and not buy. Twisting arms generally doesn't work.

It is possible that this "arm-twisting" could produce a sale, but then there is a good chance you are looking at buyers' remorse. This means that if the customer was talked into buying something that they were on the fence about, they might just get home and realize that they really didn't need or want that product after all, and then you have a return and that sale is canceled out anyway.

Customer Comfort

You want your customers to feel comfortable. Comfortable in your store, and comfortable with their purchases.

Being comfortable in a store means not having salespeople constantly breathing down your neck. As I write this, I am reminded of a certain electronics store (that shall remain nameless) where I can't walk 3 feet without salespeople getting in my face, when all I want to do is look at some DVDs. Not only does this figure into my "customer annoyance" philosophy, but it's made it to where I hardly want to even go in their store anymore.

Get Listed on Google, Yahoo, and Other
Search Engines in 48 Hours Guaranteed!

Letting a customer be comfortable in their purchase-making decisions means giving them time. Don't rush them into a sale. Be there for them if they need you, but give them some breathing room.

More to Sales Than Salespeople

A local car dealership near where I live advertises that at their place, "price sells cars". There is definitely something to that. Price sells. Quality also sells. If you can manage to provide these things well, it should cut down on how hard your sales team has to push anyway. Another strategy to try and boost sales would be product repositioning. Try different arrangements of your goods.

Approach Matters

In my opinion, when dealing with customers, a salesperson should simply listen to them and try to feel out each particular customer's needs. That includes the need to be left alone to shop. Don't have only one personality. Change it to correspond with what each customer needs you to be. I realize that that this is easier said than done, but if you can keep this kind of mentality, then your customers are likely to be happier, and happy customers tend to buy more.

Pushing sales may seem like the logical thing to do to earn more business, but if you push too hard, it may actually cost you business. Do you agree with this approach?

About the Author:
Chris is a content coordinator and staff writer for SmallBusinessNewz and the iEntry Network. Subscribe to SmallBusinessNewz RSS Feeds.

About SalesNewz
SalesNewz is a collection of articles, commentary and news designed to provide our subscribers with the tools and information needed to develop and maintain good sales practices. Business success starts with sales.

SalesNewz is brought to you by:

-- SalesNewz is an iEntry, Inc. publication --
iEntry, Inc. 2549 Richmond Rd. Lexington KY, 40509
2008 iEntry, Inc. All Rights Reserved | Privacy Policy | Legal | Contact

archives | advertising info | news headlines | free newsletters | comments/feedback | submit article

Unsubscribe from SalesNewz.
To unsubscribe from SalesNewz or any other iEntry publication, simply send an email request to:
SalesNewz Home Page About Article Archive News Downloads WebProWorld Forums Jayde iEntry Advertise Contact WebProWorld Forum Business Success Starts With Sales SalesNewz News Archives About Us Feedback