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NARDA NEWS

Selling in a Retail Store: Can You Be a Natural-Born Salesperson?


By Bob Phibbs, The Retail Doctor®

“He’s a natural-born salesman.” When I hear that phrase, it is often being used as a dig. It implies being a good salesperson is something you are born with, like being left-handed or double-jointed. It implies you either have it or you don’t, that selling is a talent, something you don’t have to work at.

Nothing could be further from the truth. Make no mistake. Selling in a retail store, especially when you are young and feel every slight as a personal betrayal to your soul, is something you have to grow into. My mom always said, “Your father had the gift of gab.” But that’s not really selling. That can just be the result of a big ego and of being so insecure that you have to dominate a conversation.

To be a great salesperson, you start with being curious about another human being. What makes them tick? How can I briefly get past their defenses and insecurities – along with my own – to get a story out of them?

That’s not natural. Humans are selfish. We want to do what we like. We want to talk about ourselves. We want to listen to what we want. That rarely allows someone else – especially a stranger – to come in. So we judge them and make up a story in a heartbeat about them and how we’re better, smarter or thinner.

When you are a salesperson, you live for a chance, however briefly, to become a magician and create magic. For example, yesterday when I was collecting my speaker’s badge at the registration desk for a running event in Austin, Texas, I merely asked a young woman why she had a gold anchor on the chain around her neck. She touched it, smiled and said she works on cruise ships. She heads group tours as they travel around the world and had just gotten back from the Amazon.

“I’ve never had anyone ask me about it,” she smiled. I told her I had just gotten back from Bogotá and how very different it was from New York. We shared a bit of pleasant conversation about the Amazon, gnats, malls and New York.

 

 Read the full article in the Members Only section


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RRetailers, Servicers, Suppliers: A Call for Industry Participation

For more than 75 years, the North American Retail Dealers Association has been the voice of independent appliance, electronics, bedding and furniture retailers. Through education, representation and a host of benefits, NARDA has worked diligently for all retailers.

Here’s how you can help both the industry and your own enterprise: NARDA is now moving forward into new areas and seeks volunteers that can give an hour or less each month to help guide the association. Please indicate your interest and you will be contacted and given more information.

Your name:

Contact number:

NARDA also is asking you to identify the areas in which it can assist you and your business. Whether it is legislation, education, legal services, publications, repair service or cloud-based services, please indicate which issues are most important to you. The very best suggestions will receive a $100 gift card.

Please express your willingness to volunteer and suggestions to bob.goldberg@sfnr.com.

                        
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