Sales Tip #408 From The Sales Doctor

Make a Customer – Not a Sale!

Katherine Barchetti, a well-known upscale retailer, made this piece of advice a practice. And it’s one of my all-time favorite quotes from the world of sales. Back in my days at Nordstrom, this was something that I took to heart. When people came into the store, I didn’t look at them as though they were a number. All I did was stop, take an interest in who showed up, and ask myself, “How can I make her look, feel and be more confident?” All I did was help every single person I saw feel powerful and confident by providing personal service and high-quality merchandise. And that was it. When you look at a customer through that lens of service, it goes from, “Oh, how much money am I going to make off of this person” to “How can I make this person’s day by upgrading their wardrobe and making them feel special?” So it’s not about making a sale. It’s about making a customer for life.

Sales Tip #394 From The Sales Doctor

Activity Does Not Equal Productivity!

I have fond memories of going fishing with my dad and grandfather. When we arrived at our favorite fishing hole, my dad would say “This looks like a great place to fish.” If the fish were not biting we would move to another spot. During the course of the day, we may move many times and still not catch any fish.

Now we have fish finders that let us know exactly where to fish which greatly improves our chances of catching fish. So what’s the point?

You can spend a lot of time and energy with activity that will not generate any productivity.

Make sure you are fishing where your fish are.