50
power suit
power suit
Story by: John Bacon
power selling I
love shopping. I shop department stores all the time searching for that perfect item for any given occasion. One trip in particular taught me a huge lesson about the power of consultative selling. I went to a department store in search of a new suit to wear to a wedding. I didn’t have a clear idea about what kind of suit I wanted, and there were so many options to choose from that I almost gave up on my search. After picking a few items to try on, a sales clerk approached
me to ask if I was looking for something in particular. I told her I was trying to find a suit, but because I was satisfied so far with the items I picked up, I declined her help. After trying on everything, I found a suit I wasn’t in love with it but liked enough to purchase. As I walked out of the dressing room, the same sales clerk was standing by waiting for me, so I asked her if she liked my suit Her response: “No, it’s not my favorite.” I was taken aback!
Does she not want/need the commission? Isn’t the customer always right? She continued, “I’m going to pick out several suits for you to try on.” From her five suggestions, I found a suit I really liked. The wedding was a success, and several other guests complimented me on how well I was dressed. Since that experience, I’ve worked with the same sales clerk whenever I shop that department store. I had an epiphany. The sales
