Buoyancy

Buoyancy is what keeps the salesman from getting themselves down. I know when I worked in retail it would get me down sometimes when I failed a sale or said something I shouldn’t have. I will use the three elements in the future to ensure I can remain on my toes and positive.

Interrogative Self Talk:

Often my sales self talk ends up bringing me down instead of encouraging me, but that is because it is centered on my specific actions instead of the broader sense of what needs to happen. I need to ask more how and what questions, not why questions, they come after the sales process.

Positivity Ratio:

In retail sales the this concept mostly falls on the sellers part. In my outlet mall experience customers have two negative things to say for every positive thing most of the time. It is important to have a balance in the statements you give them, but you will probably need some self motivation in the before and after stages of the sales process.

Explanatory Style:

Debriefing myself after a sales attempt was something I was good at, and something you have to be good at for retail. You get shut down and verbally attacked every day, and if you can’t turn around and put a smile back on your face then it is not for you. Be honest if what went wrong was your fault or if the customer just wanted something the couldn’t have. The latter will put you at ease, and the former will enable you to learn from your mistakes.