ASK THE EXPERT: YOU DON’T HAVE WHAT I’M LOOKING FOR

When a customer asks you if they have a particular product in your store, it can be beneficial to realize that the least effective answer is a clean “no.” It is rarely the case that a customer in your store is interested in what you can’t do for them. Not having what a customer needs specific to their question can lead to much better outcomes if you instead direct them to what you can, in fact, offer them. Our Expert, BJ Stringham of UWM Men’s Shop and Selling Is…, explains that customers asking what you have may not know what all you offer. What at first seems like a lost sale can, in fact, become a sales opportunity.