I WENT TO BUY A SHIRT AND CAME BACK WITH SALES LESSON- Santanu Mukherjee (Joy)

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Yesterday evening, I went to Shoppers Stop to buy a blue formal shirt for myself. Color was decided, category was decided and fit was decided (comfort). To some extent the Brand was also decided as I usually choose between 2 -3 brands that suits me better.

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There I met a sales guy in the counter whom I gave a very compact brief on my requirement.

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The guy was very cordial in his behavior and picked out the right kind of shirt for me.

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I was confident about my size and hence I was about to proceed to the billing counter.

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The guy stopped me and politely requested to give a trial. I said I am confident about the size but he said it will be still advisable just to check the fit. I liked his concern and I changed my route towards the trial room.

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The guy guided me there and as I was about to enter he handed over a trouser to me and said since I am already using the trail room I should make best use of the opportunity and try both.

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I had no intention to buy trousers but I liked his suggestion.

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I tried both and liked the combination.

The guy requested me after I wear both I should show him once.

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I came out wearing the new shirt and trouser and he gave me a very careful look (just like a family member will look at you when you come out of a trial room).

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He said, "I always thought this trouser will go so well with this shirt. You can check yourself and decide."

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The decision was done. I am going for 1 formal shirt and one trouser.

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We came back to the counter and he placed the shirt and the trouser side by side when I called my wife to tell her I am in Shoppers Stop and may be late.

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I didn't realize that my call was like an unmindful nick while a fielder was standing at the silly point.

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He picked up the ball which was in the air and whispered, "why don't you show her the shirt and the trousers over a whatsapp video call."

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I again liked his idea (by that time I have started liking this guy) and went for the video call.

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While I was showing my wife the shirt and trousers which I chose for myself the guy played his another trump card. In a pretention of arranging the shirts, he placed few more color options within the camera zone.

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The trick worked. My wife said, "try that check shirt"

I picked it up to ask her, "this one?"

Now that was the right moment for any sales person.

"We have only one piece", he said. "Take it you won't regret." In one ear he was creating the sense of urgency while in my other ear my wife was playing the role of an influencer.

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"Ok, add this shirt as well" was my reply ..

I disconnected the phone and he was calculating the price of two shirts and one trousers for me. He showed me the total and then said, "you just missed an offer by a margin."

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Inquisitive me asked him, "what is the offer?""?He said, if you add another shirt or a trouser you will get a flat Rs X off. So practically you will get that product at a huge discount.

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By then I was completely sold to his sales skill. I added another shirt and after that without wasting any further time or giving me time to think and reconsider my decision, he gave the packet to the billing counter.

I went to buy 1 blue, formal shirt , comfort fit and ended up buying 3 shirts and 1 trouser.

At night I was analyzing what made me buy these extra items. I realized they were:

1.???The behavior of the sales person

2.???He didn't try to push and sale but he created situations which made me purchase

3.???He waited for the right time to pitch. For example, if he would have shown me the trousers in the counter I would not have gone for the trial. He gave me the trousers just when I was about to enter the trial room and explained me the benefit of taking the opportunity of availing the trail room.

4.???He found an influencer (my wife in this case) and placed the options at the right moment and right place.

5.???He created a sense of urgency when my wife advised ne to take the check shirt by telling me that it was the last piece left with them.

6.???He told me about the discount at the last step.?We often use this as a first weapon of closure which is wrong.

7.???Once his quota was done he didn't allow me to think further. He immediately did the billing.

I am in Sales for last so many years but I was impressed how the young guy engineered my mind.

I ended up paying 4x more than what I initially budgeted for but apart from those extra shirts and trousers I got a real time display of sales skill which is applicable everywhere.

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Thought of sharing with you all.

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