3 Reasons Why Honesty Matters In Retail
What comes to mind first when you think of a salesperson?
Is it the unctuous way they greet you and ask about your needs?
Is it the inevitable sales spiel?
Is it the worry that they’re just telling you what you want to hear, or that they’re pushing something you really don’t need to make their commission?
As you can see, sales has a bad rap, and all too often, it’s deserved.
The reason is this – honesty is missing in most instances.
It matters a great deal to your sales process, and overall business success.
No Honesty? No Trust
Today, you need your customers to trust you.
They need to trust that what you’re offering is not only what they need, but of the quality they expect.
That applies whether you’re selling a toaster or a vacation for four to the Bahamas.
You cannot build trust if there is no honesty in your sales process.
Little lies can creep in, and when they’re inevitably discovered by the customer, your relationship is ruined.
This is more important today than ever before thanks to the rise of the Internet and the ability to find actual customer reviews on pretty much anything.
A customer dissatisfied because you weren’t completely honest in your sales process can easily take to the World Wide Web and cost you an untold number of potential customers.
It Erodes Belief
In order to be successful in retail, your customers need to believe in you and the products that you sell.
However, if there’s a lack of honesty in the process, it will ultimately bite you.
Think about it this way.
Suppose you hire a tax accountant.
Everything is fine for a while, but then you realise there are some shady things going on, and the accountant is defrauding the government.
You might not feel strongly one way or another about that, but if they’re willing to defraud the government, what else might they be willing to do?
What if their dishonesty ultimately affected your financial situation?
The same concept applies to your business.
If customers perceive you to be dishonest in any aspect of the sales process, they’ll inevitably question what else you’re being dishonest about.
It’s a long, slippery slope and will eventually erode the customer’s trust in your company and your products.
Overselling Costs You Repeat Business
Overselling, or hyping, is pretty common in many retail stores.
It’s almost a given.
However, suppose you slightly oversell a product, and the customer buys it.
They take it home and put it to use, only to find that your claims are only true to a certain point.
They might be OK with the purchase, but you can bet that they won’t be back.
You’ve just cost yourself a potential repeat customer.
As you can see, honesty is an incredibly important consideration in the sales process for any retail operation, no matter what industry or niche you serve.
If you can’t be honest with your customers, it might be time for a change.
The Retail Sales Academy Team