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Did You Impress Them?
July 1st, 2013
by Bill Boyajian

One of my retail friends has an interesting way of evaluating new sales staff. He watches how they interact with a customer and often sits down with them to discuss the conversation. If a customer walks (and they most often do, unfortunately), he asks a simple question: Did you impress them? This simple question really makes his salesperson think.

You won’t make every sale to every customer, but if you can convert just 10% more “lookers” into buyers, your sales will increase significantly. This works in any selling situation, so a review of each customer interaction is important to know what you did right, and what you did wrong. Discovering why you “lost” a potential customer is key to closing more sales.

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When you can impress a customer with your knowledge, experience, personality and/or sincerity, you have a much better chance of making a sale. So the next time a customer walks, ask yourself, “Did I impress them?”



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Managing Partner,
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Birmingham, AL

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