How Mike Morris Increased the Sale by 80%
Did you ever have a sales experience that took you by surprise?
Here is one that surprised me:
On a warm summer day last year, my friend Tom and I walked into the Travel Gear store at a local shopping mall. We intended to purchase just one specific product. The store manager, Mike Morris, greeted us with a smile and what happened after that was . . . well, you be the judge.
I don’t know about you, but I love watching a talented, enthusiastic sales person in action. On that day, I saw what was intended to be a $19.95 purchase, increase to a $168.50 sale. Mike did it so effortlessly, it seemed perfectly natural.
In most retail stores, you walk in, ask for – or pick up – the product you need, walk over to the cash register and pay for it. That’s it. End of transaction. Not this time. Not on this day, and not with Mike Morris.
Enthusiasm Works
As we put the product on the counter and began counting out our money, Mike said (in a friendly voice): “Did you see our purchase-with-purchase sale? It is really terrific.” Then he pulled a very attractive canvas duffle bag from the top of a pile of colorful Samsonite duffle bags and showed it to us.
Mike said: “The last customer in here bought 15 of these for birthday gifts for her children and grandchildren. Here’s what she liked about it.” He then showed us the bag as it came packaged: flat.
Features, Facts and Benefits.
“What she liked was that you can take this on vacation with you – flat – and then when you buy gifts or souvenirs, you can fill up the bag and take it back home with you.”
He continued: “Look at the inside – it’s vinyl so you can put wet bathing suits inside, or you can put cold cans of soda inside without fear of the soda spilling and ruining your clothing.”
After he saw that we were interested, he went right to the close.
More Benefits and an Easy Close
He showed us the price tag: $30.00.
Then he said it was on sale for $19.95 – BUT the “purchase-with- purchase” price was only $9.95.
That was it. We were sold. We each bought one.
Then he said (enthusiastically) “these bags are great gifts for anyone – children, adults, men, women – anyone can use one of these.”
“If you are ever in a situation where you’ve forgotten someone’s birthday, this is the perfect gift. You don’t have to run out to the store and spend a fortune on a quick gift. You already have this and it has only cost you $10.00! And look how many different colors you can get!”
Mike Increased the Sale by more than 80 Percent
We bought more bags. Mike’s product knowledge and enthusiasm increased the original sale from $19.95 to a final total of $168.50. He was not pushy, just enthusiastic. We were happy; we felt like we had some real bargains.
Mike was happy; he increased the sale by more than 80 percent. It was a win-win situation for everyone.
Do you know an enthusiastic, successful sales person? Share your story in the Comment section below. I would love to hear from you!
About The Author
Ann Barr is a telesales marketing success coach with a passion for teaching. She loves helping people who are starting out in new telesales careers and working with experienced sales reps who are looking for new ideas and tips. In addition to presenting monthly e-classes, she writes and edits direct-mail marketing letters and emails for clients. Sign up today for Ann’s free Weekly Sales Tips and get marketing tips and ideas to increase your sales!
4 Responses to “How Mike Morris Increased the Sale by 80%”
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It seems that Mike Morris loves this job,
but as a past Staples Manager that’s not the norm. I’ve bin in the office supply
and office equipment business for 40 years, 20 years in retail and apst owner.Retail is now, just a revolving door, and that a shame. We would love to have Mike work for us ! The average order value (AOV) is so important to a
retail store. I think I will call Mike today, and offer him a new career in the office equipment business…….
Sincerely, George Brown
Yes, this was a rare and very nice experience. It is amazing what happens when someone with a positive attitude loves his or her job. I know people like Mike in the office equipment and supplies business and they are so happy where they are, that they would not think of leaving to work somewhere else. It starts with the owner and/or manager and how employees are motivated, not only financially, but with recognition.
Thank you, George, for taking the time to post your comment!
Ann
I have to say from the bottom of my heart, you done well with this post, very useful stuff.
Thank you for your comment. I thought you would probably appreciate this, being in the sports bag business.