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There is such a thing as your sales team working too hard. What I mean by this is that they might be pushing the customers too hard to get them to buy.
iEntry director of sales and overall wise person Susan Coppersmith says, "If you act hungry, you will starve." If your sales team is acting too desperate for a sale, the customer is likely to get turned off and not buy. Twisting arms generally doesn't work.
It is possible that this "arm-twisting" could produce a sale, but then there is a good chance you are looking at buyers' remorse. This means that if the customer was talked into buying something that they were on the fence about, they might just get home and realize that they really didn't need or want that product after all, and then you have a return and that sale is canceled out anyway. View full story...
iEntry director of sales and overall wise person Susan Coppersmith says, "If you act hungry, you will starve." If your sales team is acting too desperate for a sale, the customer is likely to get turned off and not buy. Twisting arms generally doesn't work.
It is possible that this "arm-twisting" could produce a sale, but then there is a good chance you are looking at buyers' remorse. This means that if the customer was talked into buying something that they were on the fence about, they might just get home and realize that they really didn't need or want that product after all, and then you have a return and that sale is canceled out anyway. View full story...
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Good article that I wish more retail stores would read.