I’ve been meaning to tell you: Being a problem solver behooves your business better than being an order taker. Especially in our inventory-always-changing, dynamic resale/ consignment/ thrift industry!
You don’t have to be a mind reader: all you have to do is care about learning what problem your customer wants to solve and finding a substitution.
Substitute selling involves suggesting an alternative product in place of something the customer has asked for which isn’t available. It’s about being interested in the customer’s needs and then using your product knowledge to find another solution to their problem.
It’s like selling a black satin skirt and a silky top to someone who asked “Is that all the party dresses you have?” or suggesting the matched pair of armchairs to the customer who came in looking for a love seat which you didn’t have.
Find out what problem they want to solve…dress to impress? Fill a small den with comfy reading furniture? …and show them what merchandise you have that might work. No go? Suggest (or even call over there for them) your resale peers as another possibility.
Read more I’ve been meaning to tell you posts.
Auntie Kate The Resale Expert 