Even in today’s knowledge rich society, the ongoing goal of how to increase sales still results in “sharky sales behavior.” We all know about this type of sales behavior.  The salesperson circles around you, comes up, attempt to take a bite under the disguise “May I help you?” and then resumes circling. Just waiting for that moment. Can you hear the music of Jaws in the background?

Credit www.sxc.hu

Sharky sales behavior appears to be ingrained in the sales training at least for one national wireless company.  Every time I enter one local wireless retail store, I am immediately approached by a salesperson who utters the four word baited question “May I help you?” I politely tell him or her no and all I am doing is paying my bill.

Then the person circles checking in every couple of moments “Are you having any problems?” or “Did you know you can pay your bill quicker over here?”

When I am paying a bill, I like my privacy.  I do not want to pay a bill in the center of the salesroom with a plethora of people coming and going. Of course the center of the room is nearer all those new products so that maybe you as the customer may be interested in the latest new mobile smart device. And this is more important to the store than your financial privacy.

Years ago when retail clothing stores had sales people as compared to checkout clerks, there was a lot of sharky sales behavior especially for those salespersons on commission.  Today that behavior can still be found at many retail outlets from electronics to new car sales.  Even those engaged in business to business (B2B) sales sometimes also demonstrate this type of sales behavior.

Unless you want your customers to be reminded of Jaws or heavens forbid pushy sales people as in Glenngarry GlenRoss movie where the ABC of always be closing  of sales training is immortalized, then maybe it is time to reconsider how to increase sales.

Sales Cartoon

Credit www.funnysalescartoons.com

Sales Quotation

“You need to point out what additional value you offer. It’s not just price point. If that was the case, we’d all be driving Yugos and eating at McDonald’s.” Leanne Hoagland-Smith as quoted in the New York Times, Shortcuts column.