Like most people, if the items I bring into a dressing room don’t work for me, I am highly unlikely to get re-dressed, walk back to the racks, find an associate to let me into the dressing room again, get undressed and start the process all over.
I worked at Banana Republic in high school and my manager, Diana, gave me one of my first lessons in making it easy for the customer to buy. She taught me to grab the clothes and start a dressing room as soon as someone starting picking items out. Then I’d say, “While you’re looking around, I’m going to find some things that I think you would like.”
Diana also taught me not to let them leave for more items once they were in the dressing room. I’d bring different sizes, items that matched, and coordinating accessories. I didn’t ask for permission either, I just did it.
Diana even taught me something about objections. If someone said, “I already own a shirt that goes with this skirt,” then I’d say, “Great, let me bring one in another color so you can see what it looks like.”
Some customers would never ask for help and even turn me down when I offered (“Would you like me to bring that in another size?). But if I said, “Stay here, I’m going to bring you another size,” they always appreciated the help and attention. Often, they’d come back asking for me. I enjoyed making it easy for people to leave with great-looking outfits. Folding all of those clothes was just part of the deal.
What can you learn about new home sales from this lesson from retail sales? Do you catch yourself asking permission to help your prospects? In what ways could you make it easier for your prospects to buy?
P.S. Learn about our new home sales training programs.
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