A reader asks, “My fellow salesperson scarfs up my customers between the time I initially properly greet and pass by them (with a prop) and the short time in which I once again approach the customer. I have spoken with him to no avail. What would you suggest I do and say to the customer to ensure they remain my customer?”
In a perfect retail environment employees receive retail sales training that ensures all sales staff work together as a sales team to increase the retail store’s sales and bottom line.
Unfortunately, in a store where commissions or sales bonuses are awarded, this perfect retail environment does not exist; it is a culture of competition between salespeople. The upside for many luxury retailers is that it directly rewards employees for their sales performance. That’s the system I was able to thrive within for many years.
If you don’t have a commission system, bonus program or other incentive you never have to deal with this – that’s too bad because more than likely, no one is trying to be a superstar by exceeding sales goals.
With a commission system culture of competition, the manager often is dragged into those she took my sale conversations. There was a time I had a snake on the sales floor who knew exactly what he was doing – he’d keep a keen eye on every person who walked in the store and when he spotted the least inclination to pick up an item would pounce. Continue reading Commission Retail Sales: What To Do When Someone Steals Your Sale »