Put "Just Looking"? Customers to Work

Put "Just Looking" Customers to Work

Anyone who steps into your store has a reason to be there and is a potential “wants to buy” purchaser. Some are more likely than others: there’s been many times when a ‘just looking’ browser made a purchase, and times when a browser made it clear their partner was in another store and they entered our store out of sheer boredom. In the latter case, when the chances of a purchase are nearly zero, there’s an Protection Plan best practice you can put to use:

Role Play your PROTECTION PLAN with them.

Do you feel uncomfortable explaining what your Protection covers? Or the fine print of your Ts&Cs? Or simply why someone should buy the Protection Plan? Co-opt your ‘Just Looker’ into a role play by testing out your presentation! For example, start your conversation like this:

“Let me tell you something different about our store. We offer a great ?Protection Plan that protects you from what you might do to your purchase when using it!”

“As long as you’re here, did you know we have a great Protection Plan? Unlike many Plans our Protection Plan includes all the fine print necessary to back up our promises to you.”

“By the way, many new visitors come to our store to replace merchandise they’ve broken. I’ve seen it all! That’s one of the reasons we offer our great Protection Plan.”

The wonderful thing about role playing with your Just Lookers is that your mistakes are free! It gives you the liberty to perfect your Protection Plan presentation time and again, so that when you’re with a buying guest you’ll have a perfect presentation when it really counts. And at the very least you end up with a Just Looker who leaves with the knowledge that your Protection Plan is a great reason to shop at your store (even though your presentation was a little clunky).

Instruct your team this week to role play their Just Lookers on the Protection Plan or any other areas they need to work on. Practice makes perfect, and this practice will help you to…Make It Happen!

要查看或添加评论,请登录

Dan Deans的更多文章

  • Give It a Try

    Give It a Try

    Deep read (2 mins) Quick read (scroll down) We love having new employees who are very engaged and excited about joining…

    2 条评论
  • Win The 1st Hour

    Win The 1st Hour

    Deep read (2 mins) Quick read (scroll down) Sometimes Protection Plan goals can be intimidating. We’ve all been there…

    2 条评论
  • Permission to Sell

    Permission to Sell

    Deep read (2 mins) Quick read (scroll down) Throughout your customer’s journey they’ll often tell you why they’re…

    1 条评论
  • No Merit Badge!

    No Merit Badge!

    Deep read (2 mins) Quick read (scroll down) We all work very hard to take care of our customers and offer everyone our…

  • Protection Plan Goals: A Cycle!

    Protection Plan Goals: A Cycle!

    Deep read (3 mins) Quick read (scroll down) It’s clearly a good thing for us to have goals that we want to achieve. We…

    1 条评论
  • Check Your Boxes!

    Check Your Boxes!

    Deep read (2 mins) Quick read (scroll down) If you find that your team isn’t hitting the Protection Plan attachment…

  • Neither Do I

    Neither Do I

    Deep read (3 mins) Quick read (scroll down) Why is it so hard to get some customers to even consider your Protection…

  • The Retirement Gift

    The Retirement Gift

    Deep read (2 mins) Quick read (scroll down) How’s your ‘Inner Critic’ treating you these days? That’s the self-critical…

    1 条评论
  • Trophy Room

    Trophy Room

    I am competitive. When I was a sales person I knew that if I fully informed my customer about the item they were…

    1 条评论
  • Salience Bias

    Salience Bias

    Deep read (2 mins) Quick read (scroll down) There’s a Protection Plan Top Performer who asks customers “Do your items…

社区洞察

其他会员也浏览了