Neil McCauley
21-07-2008, 16:39
In retailing, I’ve known considerable success and considerable failure. Both of these down to my attitude and behaviour. I believe in personal accountability.
In a separate thread today, Marco has demonstrated considerable insight into the preferred attitude adopted by successful (even if they are currently struggling for survival) retailers. I salute him
I remind myself daily (well, almost) of the maxim I learned so many years ago and which I drilled into salespeople in other industries when I was obliged to work outside the industry. It’s this”
“Why did the man buy the 1/4” drill bit?”
“Because he wanted a 1/4” hole”
Err, what?
By this I mean it is all too easy to try and second-guess the customer. Thus I remember (as often as I can) that the visitor is here seeking help to give him the finest possible sound in his home given his economic and domestic circumstances.
My guess is that some retailers, even those who instinctively knew it, have forgotten it. I include myself in that group.
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In a separate thread today, Marco has demonstrated considerable insight into the preferred attitude adopted by successful (even if they are currently struggling for survival) retailers. I salute him
I remind myself daily (well, almost) of the maxim I learned so many years ago and which I drilled into salespeople in other industries when I was obliged to work outside the industry. It’s this”
“Why did the man buy the 1/4” drill bit?”
“Because he wanted a 1/4” hole”
Err, what?
By this I mean it is all too easy to try and second-guess the customer. Thus I remember (as often as I can) that the visitor is here seeking help to give him the finest possible sound in his home given his economic and domestic circumstances.
My guess is that some retailers, even those who instinctively knew it, have forgotten it. I include myself in that group.
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