6 Attributes of the Best Salespeople Folks who work in specialty tend to eschew the moniker of salesperson. Many managers even re-title the staff to hide the truth. They call themselves specialists or experts, professionals or associates. Apple’s no stranger to such retail smoke and mirrors—their employees are deemed geniuses. Sheesh. Sort of pretentious, but pretty genius, too. Gulp. But make no mistake, every last one … Continue reading Doing it Right
Just Because You Want Change Doesn’t Mean You Will Change Retailers tell me all the time that they want to make ‘a big change’, but rarely do they know what this change looks like. Sure, they exclaim their readiness to rock the boat, but they are too far from water to set sail in the first place. Often folks think I’ll define this change for … Continue reading 4 Steps to Your Big Change
The 7 Steps of Quality Retail Training Before I worked in specialty retail, I was a classroom educator. Straight out of the military I took a job as a non-credentialed physical education teacher. I lined kids up like they were in basic training and had them shout a call-and-response while I guided them through stretches and calisthenics. They loved it, I loved it, but the … Continue reading Train Like a Classroom Teacher
Your Greeting Needs Intention (and Attention) I used to bank where employees were obviously required to punch every customer in the chest with a canned greeting. “Good morning/afternoon sir/ma’am, welcome to blah-blah bank. How can I be of assistance today?” Ugh. Each time I walked in I felt embarrassed for the employee on deck. Their sad face spouting a scripted and sullen hello, likely motivated by … Continue reading Yo, What Up?
What an Atlanta Airport Bathroom Visit Taught Me About Customer Service On Monday I had a layover in the Atlanta airport. I don’t usually fly through ATL—mostly because I am a Southwest loyalist—but when I do I am repeatedly impressed by the airport’s amenities. If I’m passing through in the evening, I’ll head over to terminal E and visit One Flew South—a classy joint for … Continue reading We Aim to Please
Offer Your Customers a Good Luck Charm I’d like to introduce a new word to the specialty retail lexicon—handseling. Ever heard of this word? Neither had I until I interviewed the owner of a local bookstore for an article I was writing. She used it when referring to her staff’s interaction with each customer. As in, “When handseling, staffers really need to make sure we … Continue reading New Retail Word: Handseling
Your Goal is Not to Sell – It’s to Connect “Stop selling stuff.” That’s what I tell retailers looking for a new, innovative way to approach the day. None think I am serious, but I am. I usually end up having to repeat myself. “No really,” I say. “Stop selling stuff. Just stop.” But my words are so far out in left field that folks … Continue reading Your Goal is Not to Sell
– Retail Archaeology: The Innate Passion of Discovery – My grandparents retired from their San Francisco jobs to a piece of property up north. Their hidden acre sat on the rocky slopes of an ancient volcano. The surrounding land was covered in shiny black glass—obsidian. Gramps told me if I’m patient and look closely at the ground, I might find an arrowhead. After scouring every … Continue reading Retail Archaeology
Using Whole-Team Collaboration to Take Your Team to the Next Level Recently I spoke to a room filled with some of the best retailers in the running industry. We did a brainstorming breakout during which small groups of folks bounced from one idea table to the next while jotting down thoughts on a particular topic. I encouraged everyone to refrain from self-editing. Which is to … Continue reading The Game-Changer
Tom Griffen 