A
great sales presentation isn’t about what you can tell the customer, but what
you can get the customer to tell you. That’s why asking the right
questions is critical to your ability to successfully move the sale toward the
cash wrap.
Brad Huisken, principal of IAS Training, offered insights
on the Seven Essential Questions to
get the maximum amount of information from a customer at his JA New York Winter
Show seminar, “‘If I’m Just Looking is the Answer,’ It’s Time to Change the
Question!”
Huisken
said these are some dead-end questions or phrases jewelry retailers should
avoid to keep the sales presentation thriving:
- Can I help you?-- Regardless of whether or not it’s true, it is sure to lead to an “I’m just looking.”
- Will that be all?–- Is likely to end the conversation, even if the customer is open to looking further.
- To tell you the truth… -- Let’s customers fill in the negative blanks (you mean you weren’t telling the truth before?)
- Avoid presentations that are jargon-heavy.These confuse customers and cause them to leave empty handed.
Take
The Tip:
Find
out more about IAS Training by visiting www.iastraining.com
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