While I was looking for a lawn spreader, I asked the salesclerk, “Why should I buy this one?” He quickly answered, “Because it makes sense…” At that moment he confirmed my suspicions that he was an Analytical.
Last week, I shared my thoughts about the Amiable personality style. The day before I examined the Driver. Today, with their sensibile, fact-based approach, it’s the Analytical. Continue reading You Can’t Feel A Fact: The Analytical Sales Personality »
Jim Collin’s landmark book, Good to Great was first to draw attention to how necessary it was to get “the right people on the bus.” Many have taken that as hiring for attitude and teaching the job but I think it goes further.
In the last post I covered the Driver personality. This time we’re examining their polar opposite, the Amiable.
We’re finding more and more untrained Amiables on the retail sales floor who end up lurking behind the counters (or the castle as I like to call it) passively waiting for customers to approach them and say, “I’ll take it!” It’s not their fault… Continue reading Personality Test: Can You Make An Amiable A Top Salesperson? »
This retail sales training post expands on the four personalities presented here with an overview.
The Driver personality style is all about power and ego. External validation by applause, commission checks, status or atta-boys drives them to excel. Continue reading Retail Sales Training: Adjusting Your Driver Personality »
This is the continuation of yesterday’s post
It is almost laughable how training has devolved into greeters at the front of the store who tell you where the old, discountinued, shop worn, buy-one-get-one leftovers from who knows how many seasons ago are located. It can feel like having a tour guide to someone’s yard sale.
Thereby leaving the new goods to languish to repeat the same Continue reading You’re Not Apple, But Your Stores Could Be – Part 2 »
I was recently on MSNBC talking about the WSJ article, Secrets From Apple’s Genius Bar on Apple’s training for their retail stores. You can watch the full clip here.
That’s why I was surprised to read an article on the Computerworld blog entitled, “Why Apple sets a bad example” which posited that it is not a business model/method that is transferable.
To me, that negates the laser focus Apple has had since Steve Jobs came back and Continue reading You’re Not Apple, But You Could Be – Pt. 1 »
