'Set the pace' in retail sales jobs
August 07, 2009It is important for people in retail sales jobs to be confident in setting the pace in meetings with potential customers.
That is the view of Hunting for Big Sales, which has recommended taking a proactive stance in pitches, rather than a "Dr No approach".
Tom Searcy, founder of the website, explained that simply getting customers to say yes to everything does not always result in deals getting closed.
He stated: "The top salespeople are not afraid of saying 'no' to requests and challenges from prospects and clients. But the best salespeople go further.
"They don't allow a client's requests to set the pace of the deal, for doing so may limit the salesperson's power in the deal. If the client is setting the pace, the salesperson is not in the best position to tell a client what he or she can't do, won't do or what is not in the client's best interest to do."
Hunting for Big Sales is proposing its own Olympics, to tap into the competitive nature of the industry.
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