Upmarket Magazine

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Good, Better or Best — How Do You Answer? Posted: 23 Sep 2012 07:00 AM PDT There are always three kinds of answers you can give as a salesperson:  Good, better or best. A good answer gives the facts, "Yes, we have that in stock." A better answer gives the facts and makes the intuitive leap: "Yes, we have that in stock. Was there a particular color, size or model you were interested in?" And the best answer gives the facts, makes the intuitive leap, and then proactively moves forward: "Yes, we have that in stock. Was there a particular color, size or model you were interested in? (Walking towards the display case or stock room) "Let me get that out of the case for you to look at." The kind of answers that make loyal, repeat customers are the ones that say, "I care about you more than I care about making this sale." When customers know they matter, that they're more than a number on a sales receipt or a line item on your register at the end of the day, they come back. Practice making your good better and your better, best. "Good, better, best. Never let it rest until your good is better and your better is best." St. Jerome Image credit: Hamed Saber

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