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The Art of Closing the Sale and More Questions for July and August

Don’t miss: How to set attainable goals and offload older merchandise.

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I keep hearing contradictory advice: Set goals or don’t set them. What’s your take?

There are three main arguments against setting goals: One, they lead people to focus on the wrong things or cut ethical corners; two, they demotivate when it appears they can’t be reached; and three, they emphasize the future at the expense of the present. The secret is to set goals in a way that addresses these problem areas. That means:

1. Set challenging goals but don’t make a big deal of it if you fall short.
2. Set goals that focus on behaviors, so your people are learning and improving rather than wildly chasing a financial goal.
3. Be specific. Setting vague goals can produce higher rates of success with motivated staff, but if your employees are normal human beings, being specific will prevent procrastination.
4. Make the first couple of milestones easy so that people can build momentum toward the major goal.
5. It’s not a death march; make it fun.

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How can I get my salespeople to sell the older merchandise in the store?

Start by appealing to their belief in the possible, something all good salespeople should possess. And remind them there’s no accounting for taste. “Remember that somebody at the manufacturer was inspired enough by the idea of the product to create it. And somebody else in your company liked it enough to buy it,” says sales trainer Harry Friedman. That makes at least two professionals who believe in this particular product, he says. It also means that even though this piece may make them shake their heads, there’s a reasonable chance there’s a customer out there who will like it too. If that doesn’t do the trick, opt for an aggressive commission, says David Geller. “The commission many stores pay usually isn’t enough to get people excited,” he says. “If you normally pay a salary plus 3 percent, pay 9 percent on old items. It won’t cost that much, relatively speaking!”

What’s the best way to tell a customer you’d rather not take their AMEX?

There are reasons to wish they just would leave home without it. AMEX’s extra charges and reputation for slow payment are annoying but once you make it clear through store signage that you accept all major cards you don’t have much choice. “Don’t ever, ever, ever, ask ‘Oh, do you have another card?’ In terms of customer service, that’s just plain lame,” says Rick Segel, author of Customer Service For Dummies. Remember, your customer might be saving up points for a reward, or be close to their limit on their other card, and your hesitancy to take their AMEX puts them in an awkward position, he says. Try to take comfort in the fact that American Express targets a wealthier clientele.

What’s an appropriate policy for funeral leave?

A funeral leave policy should cover which employees are entitled to it, which family relationships qualify, how much time is permitted, and what provisions exist for extending time, with or without pay, says Suzanne DeVries, president of Diamond Staffing Solutions Inc. She suggests these guidelines: full-time employees should be entitled to at least three days’ absence with pay in the event of death in the immediate family (spouse, children, parents and siblings). For part-time employees, leave should be based on scheduled workdays, while funeral leave pay should not be granted to employees attending a funeral during periods when they are not at work for other reasons, such as vacation or illness. According to Devries, leaves to attend funerals of other relatives or friends should be granted at the discretion of the employee’s supervisor, and this condition should be stated in the handbook. You can also state that supervisors may ask for proof of a death, i.e., a funeral card or a death notice. This is rarely necessary, but including it will keep your policy from being abused. “Be sure to send a card and flowers, and express condolences,” says Devries. “These gestures assure employees of the good will your policy has put in place, and their loyalty is worth your effort.”

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