Archive Monthly Archives: September 2008

Are Retailers Missing the Boat?

On a recent trip to Nelson in New Zealand I decided I wanted to buy a present for my grand daughter. It was a Saturday and from all accounts the busiest shopping day of the week.

The day was sunny and lots of people were out and about in town. I had lunch at the local Turkish restaurant where the Coffee is excellent and the mezza even better.

Opposite I spied the colorful sign of a children’s store by the name of Crackerjacks. It was 2.30pm and I quickly finished my coffee and headed over to Crackerjacks with the purpose of finding a suitable present for the adorable Poppy.

 

Well, what a surprise, the door was ajar but when I entered a woman looked at me and shouted “We are closed.”

“What” I replied, in this economy how on earth can you be closed at 2.30pm on the busiest day of the week!

All I got was a smile and “Sorry”.

 

Now looking back at this I am still in shock, and disappointed I was turned away from what was going to become a certain sale. Maybe a toy store only makes simple sales but it is also possible they carry high end costly toys that require a little more thought before a prospective buyer makes a purchase.

Regardless it was obvious that Crackerjacks was prepared to pass up business of any kind and without doubt in a current economy where most retailers are moaning and bleating.

 

If you own a retail business I strongly urge you to look at your trading hours, make certain you are open as advertised and make sure you have capable staff employed to secure any type of sale, whether a major sale or a simple sale.

 

Take a look at when the public actually do their shopping and open accordingly.

 

If you are making major sales, IE: A sale that normally requires more than one interview with a prospect, make certain your staff are well skilled in the process.

 

If you are in business and making any kind of sales how serious are you?

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Up Selling or Thinking Big

My thoughts over the last few days have just reconfirmed a few things about making major sales. I have been looking at cars and speaking to a number of sales people involved in the vehicle sales profession.

Even though price selling may be easier and faster, you will be the loser because of under selling and more than likely earning less income.

Many customers like me have a strong reluctance to purchase poor quality, and some who do so will regret and quite often cancel later.

If you are involved in making major sales or in fact any kind of sales you make a grave error with either extreme.

A: Concentrating your sales effort on quick selling only.

OR

B: Overselling or forcing your customer too hard.

You must determine your customer needs, I do not know how many times this week I have given car sales people a brief on what I was looking for. Price was NOT the motivating factor in my case, yet this brief went over most heads. In nearly every case they tried to sell me something I had no interest in.

There are two reasons for selling a better or upmarket product. The obvious one is too increase your earnings or profitability, and the second is to serve your customer better. A customer frequently will make a buying decision on price alone, unaware that a far better product or service, more keeping with his or her needs, would cost comparatively little more.

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Review Delayed

The review I have spoken about in the last post has been delayed. Believe it or not I am trying to buy a car at this time. The process is stretching my patience as it is daunting dealing with car salespeople who know nothing about selling. Most of those I have spoken with so far just talk and very few ask questions.

In fact it is rather interesting as I am a cash buyer with no trade in and in fact I want to purchase two vehicles. What an opportunity in such a tough market. Any sales person worth their salt should be able to uncover what I am after by asking the correct questions and no doubt could make some dollars!

Anyway, the review will come but I need transport sorted first.

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