PHONE SALES

Say what you will, but the wireless phone salespeople know what they are doing.

I am not referring to the mall kiosk people; it’s the folks at the stand-alone stores that impress me.

Watching one of them work with a woman who was considering a popular model and the newest version which was just released last week, I saw the young salesman go the warehouse, bring out 2 boxes, and put the latest model in the hands of the customer first. The customer oooh’ed and ahhh’ed over the phone, then was visibly disappointed when the clerk placed the older model in her hands.

Guess which phone she purchased?

It reminded me of my first retail job selling cameras. We always tried to put at least a Nikon or Contax, if not a Leica, in the customer’s hands first, then we’d let them hold any other camera they were interested in. It should be no surprise that we sold a lot of Nikon, Contax and Leica.

Can you do the same? Is there any way to let the customer experience the top of the line model first before you let them check out the budget version? Can you provide a sample of first class service before you allow them a “coach” experience?

Follow the example of those in phone sales, and you will be able to sell more of your best products or service.