By JOE CONNOLLY
“Here’s how to get around the ‘Heisman Trophy block’ — the move customers use when they put their hands up like running football players and say, ‘No, I don’t want help. I’m just looking.’
These customers seem to have a chip on their shoulder, and you, the store owner, can feel rejected and insulted, says Jerold McGlothlin, president of JGMI Business Solutions, a consulting company in Spanaway, Wash. When this happens, the relationship is not headed in the direction of a sale.
To turn a ‘no’ into a sale, Mr. McGlothlin suggests giving customers a verbal map of your store or services. Say, ‘OK, fine.’ But then add, ‘We have some nice gifts over there, and some items on sale are over there, and some good products for kids are over there.'”
– There is some good advice here. When I say this to a sales person I usually mean that I want to look at something on my own, without interference. Giving a verbal map of your store works perfectly here. It lets me know where what I am looking for really is. If have have questions then I will usually go back to the original sales person who asked me if I needed help so it pays for that person to be as polite and initally helpful as possible. -ed.