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Tallahassee, FL—In our last installment, we discussed the importance of maintaining your levels of passion and energy. Today I am going to help you create a show time experience for your customers while you are selling them.

Take a moment and think about this idea. We all know the customer has evolved over the years and they demand something unique and different. They’re tired of the same old greeting and sales tricks. Those who have read my book know the modern customer responds better to things like passion and energy, serving while selling, kindness, and compliments. Success comes when you give the modern day customer something that benefits them and creates a positive environment.

When I got into commissioned sales, I realized the secret to success was a selling style that is unique and different. So I decided to would create a show that would capture their hearts and set me apart from every other sales associate they met. My show would be scripted to put their needs first and give them an amazing experience that would keep them coming back for more. I was not going to just bombard them with super selling skills, product knowledge or sales tactics. I was going to give them a show time experience while I was selling them.

How did I do it? I thought about movies I’d seen over the years, and dissected them to design my show with the past success. Have you ever watched a movie and could not wait to go see it again? Was there ever a scene or moment in a movie that stuck in your mind forever? This is what I desired to create within my customers and it has been the foundation of my selling success.

Whenever you watch a movie you usually know if it is going be any good within the first few minutes. Have you ever watched a movie that started out with a bang? From the start you realized that you were about to watch something spectacular. The anticipation of knowing what was going to happen next had you swept up in the moment.

The moment you meet your customer is critical to capturing his or her attention. It is this moment that you create with your customer as soon as they enter your store. I use my passion and energy to create this moment. I am excited to see my customers and have a sense of urgency to get to work for them. If done with good body language, a genuine smile and perfect eye contact, your customer will be tuned into what you are showing.

The next area I examined was finding out what mood your customer was in and delivering a show catered just for them. Many customers often like the comedy routine because they like to be entertained. Knowing how to make them laugh and smile creates an environment that is fun and memorable. Others may be going through a difficult stretch in life and a soothing experience of understanding and listening is what they need. So I give them what meets their specific needs. The paths and avenues are endless in creating an amazing show designed specifically for your customer.

I encourage you to examine the value of giving your customers an entertaining shopping experience. Make sure that what you offer your customer is unique and different from anything they have experienced before. This is what will set you apart from the standard style of selling and lead you to greatness. For more insight on creating a show time experience I recommend reading my book Modern Day Selling. 

Our next and final installment in this series features sales truth number seven, “Signs of an Elite Sales Professional." A major key to lasting success comes when you take what is good and make it great.

Modern Day Selling offers the freshest new insight in jewelry sales training designed to help sales associatse achieve greater success. As a yearly million-dollar-plus sales associate for the past eight years, Brian Barfield practices what he preaches on finding success based on the core principles of trust, honest and integrity. He is a two time published author whose insight is being recognized around the world. For more information or in-store training, visit his website or email brian@moderndayselling.com.