Congratulations! You made a sale! Everything went perfect.
You were polite and kind to your customer.
You answered every question they had to their satisfaction.
You pointed out all the great features and benefits of your product.
The customer was cordial towards you and was pleasant to deal with.
You accept their payment, say thank-you, please come back and shop with us again.
The customer thanks you for your help and goes on their merry way.
A text-book transaction.
It’s too bad you didn’t optimize your opportunity to create a loyal return customer!
That customer may come back or they may not come back. All that neat stuff you did for them was nothing special. It’s routine. They expect what you did as a minimum.
There is something you didn’t do, and most salespeople are guilty of it, that would have pretty much guaranteed the return of that customer.
When was the last time you said this to a customer before they left the store:
“If you have any questions or problems with your purchase, please contact me personally”. I want to make sure you are satisfied with your decision.
That is the most powerful question you can ever ask customers to gain their trust and loyalty.
Do you have the confidence and moxie to ask that question?