Adding To The Sale

Last week I visited the local mall in Columbia with my husband who was checking to see if he could get in to the barber shop for a hair cut.  Since the store wasn’t far from the entrance I waited in the car, but it was taking a bit too long for him to get back.  I parked the car and went in to find him with a box in his hand and a young lady with a Santa Claus hat on talking a mile a minute.  When I walked up to the kiosk in the center of the store where they were, she quickly turned her attention to me and I found myself taking his place.

So here I was holding a box of nail care products listening to someone who’s wearing a Santa Claus hat, wondering to myself how I got into this predicament.  As I listened to her talk all I could think of was asking her to work for us in the Call Center.  Her sales techniques grabbed my attention.  She didn’t just tell me about the product but she showed me exactly how easy it was to use.  She demonstrated how to use the product on my hand and nails so I could see for myself how wonderful the product was. 

Not only did she have me thinking that I wanted to purchase this item, but who else I could purchase it for. In the self storage business you can utilize these same sales techniques to up sell your customers on the products you sell inside of the store.  Although they may not have intended to purchase boxes when they came to rent their self storage unit, they could leave your store with boxes in hand. 

Her attitude and confidence level was great.  She smiled and kept a positive attitude and she didn’t let my rejections for the product stop her in her tracks.  She continued as if to say she hadn’t given me enough information to appropriately make an educated decision.  She responded to my concerns.  Not just one or two of them but all of them. And when it came to the money concern  she was able to give me a cut in price.  Not only once, but she cut the price twice with the approval of her supervisor.

So with product in hand and paid for, I walked away.  Only to walk back past her to get to my car and leave, she approached me again and introduced another product the same way she did the first time.  There I was going home happily with 2 products I didn’t even know I needed.

Written by Robin Turner, Call Center Co-Director

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.

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