Honesty First to Grow Clientele
In preparation for getting ready to move, I brought an old treasure into an antique consignment store to see if they might like to sell it for me and split the proceeds. Lois’ face lit up as she loved the vase. It was a great start until she asked, “How much do you expect to get?”
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Lois’s question immediately turned into a game changer as I turned the question around to ask, “What do you believe it will sell for?” She refused to answer unwilling to even provide a ballpark figure as a starting point. Lois’ last remark was that I needed to do my research first and then return with the item. I heeded her advice.
Two days later I returned to the shop. Lois was happy to see me walk in with the vase and to hear I did my research. BUT upon hearing I researched online to find a similar vase and its price, Lois became visibly angry. She claimed she couldn’t sell it for that amount and was even angrier that I dared to compare her retail shop with online sales.
The bottom line was Lois admitted business was bad and that she could only sell at a minimal amount, not making it worthwhile for me. She could have saved me time and frustration by telling me that upfront. Had she been honest, I would have held respect for her, but in this instance, I walked out unhappy with her lack of customer care.
As a corporate sales person, a job seeker on an interview, or an entrepreneur, there is never any use in hiding the truth. When a difficult question is asked upfront, be certain you understand the entire meaning and then answer to the best of your ability. Even if your answer is not what the other person wants to hear, they will appreciate your honesty. While the first time might not be right for a “Yes”, you will have opportunity for hearing it later on plus enjoy receipt of testimonials and referrals.
Honesty and customer care are what hand you the Smooth Sale!
Read Addtional Strategies and Techniques:
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
