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Tuesday, June 21, 2011

Are Your Salespeople Unforgettable?

Written by  Duane Bailey

The July issue of Consumer Reports includes the results of a nationwide survey listing the most annoying customer service problems. Among the top 5 problems are rude and pushy salespeople.

Think about the last time you shopped for a new car. Or maybe a new appliance. What was your experience like? What is it that you remember most about your salesperson?

If you’re like me and a good number of those who were surveyed, you’ve probably encountered your share of rude, pushy salespeople. I cycled through two salespeople (and dealerships) before finding one I felt comfortable enough to buy a new car from. What made the third truly unforgettable were the following behaviors:
• A helpful yet laid-back approach. He made it clear from the outset his goal was to help me find the car that was right for me, even if it meant not closing the sale on the first, second or third visit.
• A polite and welcoming attitude. Each time I visited, I was told to make myself comfortable and offered something to drink.
• Superior product knowledge. I learned something new every time I interacted with the salesperson and his colleagues at the dealership.

How do your salespeople compare? Are they interacting with your customers in a way that will make them unforgettable?

Duane Bailey

Duane Bailey

Duane Bailey is a regular contributor to The Chief Storyteller® online conversation. He has helped organizations of all sizes drive growth in revenues and market share through the development and delivery of key business messages that resonate with target audiences. He holds an MBA in International Business and a BS in Marketing. He brings 28 years of experience in marketing communications and high technology sales.

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