How We Sell - The shoe retailer

Jatinder Mohan

Walking in to buy a pair of shoes… I was amazed at the no. of people in the store. I love the idea of being in a store all by myself and when it is quite. But this was not going to be one of those days where I could shop in peace. I walked in any way for I needed a pair of sneakers for a trek.

I managed to get the attention of one of the sales staff and told him that I was looking for a sneaker and pointed to one of the shoes. He checked my size and disappeared for an age and I thought I had lost him. However he appeared after some time with that particular shoe and proceeded to get me to try the same. The shoe felt fine but then a little too dainty. The places I trek are rather rough with stones and loose debris all over. I also tend to climb a few hillocks in my favourite places around Bangalore and they are all strewn with rocks of all shapes and sizes.

I was not sure if that shoe though comfortable would be fine for that rough trek. The sales person sensed my hesitation and asked me if the shoe was fine. I told him that the shoe was fine and the price was fine too. But I was a little apprehensive about it lasting me for my kind of usage. Instead of trying to convince me as is normally the case he proceeded to ask me as to what my requirements were. I told him that I trekked once a week and that most times it was rather rough on my shoes and my feet. If the shoe was not tough enough it would tear off between treks, or if it was not firm at the toe and the ankles I would have rather pain full feet.

He told me that he had shoes just for that. He disappeared again for a while and then re-emerged with a fresh pair of shoes and asked me try them on. These shoes were really comfortable and had rubber extra thick soles with grooves. He proceeded to explain that these shoes would be better as they were tougher than the ones that I had seen and asked him to get earlier. The earlier shoes would be great for city walking but would not be able to take the rough terrain.

What thrilled me was the precise product knowledge the sales staff was able to give me and also recommend the right shoes after ascertaining my requirements. It took him time but once he knew them he was spot on. The best part was that the shoe he finally sold to me was Rs. 1000/- lesser than the one I had pointed to.

WOW!!