Archive for the ‘Walgreens’ tag
“NEVER GIVE UP, NEVER SURRENDER” – A NECESSARY CREDO FOR NEW HOME SALES
I stopped by Walgreens with my wife this morning on our way home from breakfast as she needed hairspray. Upon entering the store I noticed a sign for cartons of Coke which advertised a sale @ 3 for $12.00 + a $5.00 coupon for my next purchase. But when I took my items to the register the clerk rang the coke up at $13.00. When I mentioned that there was an error in the pricing, the clerk’s response was “No, the price is $13.00.”
Having a low tolerance for both rudeness and stupidity, I walked over to the coke display, removed the sign which clearly stated that the price was $12.00 and handed it to the clerk. Instead of apologizing for her error she responded, “Why did you bring me the sign?” I then lost my patience and launched a monologue about both courtesy and the proper response to a customer explaining that her initial response should have been, “I am sorry but my register indicated the price was $13.00. If you would direct me to the sign I would be happy to check that for you and correct the overcharge.”
I am certain that my diatribe had little effect but nevertheless I will continue to try and educate the world on the correct way to deal with a customer. And that brings us to the topic of today’s blog.
It is tough out there today in the homebuilding business and especially tough in new home sales. With the tax credit now ended and new job formation proceeding at a snail’s pace, it is likely to remain tough for some time to come. We have to fight for every sale and that means that we can “never give up, never surrender”. We must intelligently, professionally and creatively work every visitor to create a prospect and then work every prospect to become a purchaser, continuing our efforts until that prospect “buys or dies”.
To achieve that goal we need to have trained salespeople who are experts in our community, our location, our homes and our company and the USP that we provide. Our sales staffs need to be trained in proper sales methodology and technique, how to create personal relationships with prospects and assist in creating purchaser motivation. And homebuilders and developers need to provide the supportive environments that will assist their sales staffs in those efforts. Read the rest of this entry »
