strategy & tactics
The Fine Art of Selling Accessories Just a few simple strategies will help you master the fine art of selling accessories. The first step? Get to know your customer. WORDS BY VINCENT DE STEFANO
A long time ago I started to think about moving out of my folk’s home and getting an apartment of my own. It was really my parents’ idea—as in, “Vinnie, it’s time for you to go.” So, I started putting together a list of what I had and what I needed to set up my new digs. It occurred to me there was a huge gaping hole in my provisions. No stereo system! I love music and had almost blown my parents old combo console TV, turntable and radio many times listening to my tunes. That was part of the reason it was suggested that I find other accommodations—not just the blowing up part but mostly the tunes. The chances of me sneaking that beast out of the house without getting killed by my parents was slim to none. The only thing I had that even came close was a clock radio my mother had given me on my tenth birthday and it was not exactly “High Fidelity.”
50 Mobile Electronics September 2019
I started to think very hard about my lack of stereo problem and two other pressing issues entered my mind. First, I had no money to purchase a stereo. Second, I had no job. I’m certain you can see that long-term planning was not my strong suit at the time. So, I started looking for gainful employment. Rogersound Labs, the premier stereo establishment in Southern California at the time, was hiring! Voilà, all my problems solved in one shot. So, I donned my suit and tie went down to RSL and filled out an application. Lo and behold they actually hired me.
Embarking On a Career in Sales Suddenly, I found myself with a job I loved. I was working with a great bunch of people who, even though they appeared to know lots more about what we were selling than I did, welcomed me with open arms. However, the real icing on this employment cake is that on my
last interview my new boss told me that I could make as much as $25,000.00 a year! “You’re kidding!” I exclaimed. (Yes, it was a long time ago.) I loved my new job, so I really applied myself. I was the first to arrive every day and the last to leave. In my first week, I practically ran up to people when they walked in our door. I’d greet them, find out what they wanted, show them the item and then write it up as quickly as possible and move on to the next available customer. At the end of my first week, I realized I had been moving faster and writing more invoices than all those guys who knew more than me. I saw a very bright future ahead of me. When I showed up at the start of my second week, my boss approached me and asked to speak with me in his office. Of course, my first thought was he’d noticed my brilliance as his number one sales generating machine. My mind raced. Was it a promotion already? Was it some
