Retail sales reps and salespeople who sell in customers' homes usually have a brief time to establish customer engagement. In the retail environment, customers get distracted, realize other priorities, or leave the premises. When selling in the home, the sales representative is on the prospect's home turf, so she can exercise very little control over the meeting.
In selling, sometimes small tidbits can create wonderful results. Sharing a sincere compliment with your prospect is one of those tidbits.
Although some individuals need recognition more than others, any human being loves to be recognized, and a compliment is a small way to recognize the value of another. I'm not suggesting fake compliments, wherein a salesperson shares a compliment in a sleazy manner to try to manipulate the prospect. I'm suggesting sincerity here.
There are some interesting gender and sexual-preference dynamics in the realm of complimenting customers. Sometimes women can compliment other women in a way that men can't. I've seen gay men interact with female customers in a way a straight man probably couldn't do successfully, and vice versa. Women salespeople sometimes need to adjust compliments to men customers if the men customers' wives are with them. It can be easier for a woman salesperson to compliment a woman customer than it is a male salesperson to compliment a male customer, so sometimes male sales reps have to work extra hard at complimenting effectively and inoffensively.
Here are compliments for you to ponder. Some of these are appropriate for retail settings, while others are appropriate for selling in the customer's home, yet others will work for office meetings. To engage your customer better, compliment better:
I love your glasses! Where did you get them?
You have the best laugh!
What a lovely purse!
Oh, what a beautiful baby! What's her name?
You have the most wonderful kitchen countertop. What is it?
This floor looks so exotic. I love it!
What a gorgeous family portrait - you have a beautiful family!
You look like you're relaxed and ready for the weekend.
You two make an adorable couple.
I love how you parent your little one. We see such poor parenting here sometimes; it's nice to see someone who sets boundaries for their kids.
I love looking at men's ties and I think yours is great!
I can see how much your wife means to you.
Oh my gosh, may I ask where you got those amazing SHOES?
What cool sunglasses you have on! They're stunning!
I could sit and listen to your accent all day! Where'd you get that?
Looks like you're bright-eyed and raring to go this morning!
If you like this post (or don't) please leave a comment. Skip Anderson is the Founder and President of Selling to Consumers Sales Training. He works with companies and individuals who sell to consumers in B2C, retail, in-home selling, and the financial, real estate, and insurance markets.
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