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Sales Associates Must Earn Parents' Trust In Juvenile Industry
March 19, 2008
When it comes to baby products, some dads have opinions and some dads don't. Some dads are involved in every step of the process while others just pop in at the end to pay for something. Either way, dads perceive baby products in a way different than do moms. Dads feel that anyone in retail is just out to sell anything and everything... fair enough assumption, right? Moms, on the other hand, want to make sure (beyond all doubt!) that they have anything and everything that they may want or need for their baby. The maternal instinct kicks in and nesting begins.
With that said, when dad comes into a fully-stocked baby products store, he tends to want to run in the opposite direction. His instinct says, "She's going to want one of everything! Get me out of here!" while mom's instinct says, "Oh, my! I guess I am going to need one of everything! I'd better get started!" This is where the sales clerks come in.
We, on the sales team, are trained to maintain a balance between want and need and to build a trust with both mom and dad. It is my job, when assisting a couple, to insure that they have everything they need without selling useless or irrelevant products to them. This satisfies dad's need for practicality while allowing mom to insure that she is fully prepared for baby. This also shows my customer that I am not in the store just for a paycheck... I am there to help.
Posted by Kelly Nelson on March 19, 2008 | Comments (2)
