In 1995 I was 12 years old. I had just stared selling at my parents furniture store. My mom and I would always compete on the sales floor and she was never shy about letting me know that she was a better than me. I had a deep desire to beat her and to prove I was better but time and time again she would out sell me. Obviously, she wasn’t interested in telling me her tricks. After all, she wanted to win as bad as I did. I had no choice but to figure it out on my own. So, at the age of 12, I created a way to make myself better. To my surprise, I ended up getting me a lot of orders.
When the customer gave me a non-buying signal like, “Let us go home and think about it” or “I have to bring my spouse back in later”. I would take that opportunity to get better. I knew there was a reason that they weren’t saying yes and the only way to figure out why was to ask,
“Mr. Customer, I am so thankful that you stopped in today and gave me the opportunity to serve you. I feel like I should apologize though. I tried my hardest to help you find what you were looking for today and I feel as though I have failed. If you could, please let me know what I did wrong so that I can better serve my next customer”