The Little Things

As pertaining to selling, the little things may overtake everything.  Every salesperson is trying to please their customer.  In my experience it pays to remember. Literally.  You can deliver everything you promise, provide excellent transition, and information about your product or service and it won't matter.  In the mind of your customer you are only doing your job.  There is nothing considerably special about how you treated your guest of honor, the person giving you money.  The only thing the customer may remember from the buying experience with you is that you were knowledgeable, polite and efficient.  Not how I want to be remembered. 

Try This.  Go all out with your customer, seriously, he is putting your kids through college after all, deliver an experience to your customer that they will be raving about, and never forget.  It works better if that is a positive experience not negative.  If its negative you'll be out of business soon.  Nordstroms once accepted a customers return of four tires even though they never sold tires. It pays to go above and beyond.  Remember first names, if they have kids, what hobbies they enjoy.  Then go out of your way to make some one feel special.  Send them a thank you card.

You may be surprised at how many salespeople DON'T think of any of this.  It can be downright scary, and we wonder why salesmen get a bad rap, its usually a stereotype brought on by selfish motives and unethical people.  Case in point, what is the first thing you think of when you hear me say; Used Car Salesman?  Watch your wallet right,  well maybe, its a tough job, commission only but those who have integrity will find ways to make their monthly sales numbers without crucifying their ethics.  I am good friends with a few used car salesmen, their great people who have been doing it for many years, they are honest and ethical.  They treat their customers in a way that the customer wants to be treated.  They remember that and come back.

That's how you do it.  Deliver that WOW experience.

You won't regret it.