WIS school

[mamas]

Okay Guys, heres an interesting question for you.. if you were to devise a new study program for all the watch shop sales staff.. what would you include.

One of my pet hates is that sales staff dont know their product, on saleswoman refused to believe me tha omega made a white dialled GMT watch, and i had to ask her to bring an omega catalogue so that she could see white dial SMP GMT. another thought that a speedy pro was broken, as it did not start when she was shaking it around.. didn't realise that a speedy pro is manual wind and not automatic
so what would you teach in your WIS school?
mamas

[atomic]

Mamas, the list is too long for a forum. But I think some passion for what they're selling would lead to them actually reading the sales material and going to the product info sessions would be a good start.

Sadly, most watch sales people are just jewellry sales people who sell watches on the side. Not too many ADs actually have folks who are certifiable WISs.

[mike]

I agree with Johnny on this one.
If ADs hire people with a passion for the product most of the problems incurred would take care of themselves.

I have found the smaller stores where the owner/employee is an enthusiast/collector to be by far the best.

[Sam]

Just like any other job...If people love what they do, they will acquire the knowledge voluntarily. I think Johnny hit the nail on the head when he said most watch sales people are just jewellry sales people who sell watches on the side.

I still remember the 20ish year old girl at one of the larger stores in Dallas who tried to explain to me what co-axial is. What's funny is that I didn't even ask her....she volunteered this inaccurate information.

[Adam]

More than anything, I just wish they had a love for watches, most people I have dealt with could care less about them, they just want to sell diamonds.

I dont even care if they know all of the details about every watch an how it works as long as you could feel that they were actually interested in the products.

Thats why a watch store is always better than a jewelery store.

[MartynJC (UK)]

In defence - My AD is called Watches of Switzerland here in the UK. They only sell watches at their branch. They have been very knowledgeable and helpful and am now giving me discounts of 20% becuase of good patronage. My only gripe is they may not know the latest versions that are just coming to market, but they do stock a wide range of quality product. But they will always make enquires with the OEM.

Others are complete pants and I agree with comments made about being extensions to jewellery stores - they store their auto's with the winders pulled out for display and shake them (hard) to start them up which makes my eyes water. They have little knowledge except to ask it you "like gold colour on your watch (Sir)".

So send them to the school where WOS staff go - they are good

[atomic]

The two Rolex ADs in my city (how sad is that) both have dedicated watch staff. Both are jewellry stores where the bulk of their business is gold/silver/stones, but both have dedicated and well trained watch 'experts' who not only have passion for the brands they sell but for watches in general.

However in Toronto, where I used to live, most ADs had staff who don't know a crown from a coronet.

[maccars]

Guys -

This is a topic near and dear to my heart.

As someone who is engaged in the selling of expensive products, I really appreciate a professional salesperson wherever I shop - be it Best Buy, Tiffany's, or McDonalds. Unfortunately, I seldom see one. This past weekend, Laurie and I were driving around checking out the open houses (we're in the market). Of the dozen or so homes we visited, only one "salesperson" even met the literal definition of the word.

A true salesperson is one who has vested him-, or her-, self with an abundance of knowledge about the product sold, has developed sufficient confidence in himself and his product, and has enough sense to follow his customer's lead - providing enough information for the customer to make a purchasing decision.

This definition seems so simple, but in my 10 years in the automobile business, I've only seen a handful of folks that meet the bill. Selling is something one becomes good at only after doing it for enough time to figure the above definition out for himself - and then applying himself to accomplishing those traits.

Sure the stores need to provide training - and good training, but I would just be happy if the stores hired some real, honest to goodness sales folks. We would all be happier.

[choppersdad]

At a minimum, a watch Salesperson should have a somewhat complete knowledge of watch terminology and be able to explain it. At least a full basic working knowledge of both automatic and quartz watches. Should be very familiar with the watches that their store sells and at least that much knowledge about watches that compete directly against the ones that they sell and be able to make comparisons that make sense... other than that they don't even really have to know how to wipe their a_ _...
A study program would start with watch terminology.
Then to hands on with the various types.
Then specific product knowledge about the product they are selling, with stat sheets and pictures.
Then specific product knowledge about the watches that they don't sell but are similar, with stat sheets and pictures.
Then, should shadow the firms best salesman and keep their mouth shut while learning.
Practice in a mirror looking down their nose at a customer that mentions a competing a product...

[MartynJC (UK)]

choppersdad said:

Practice in a mirror looking down their nose at a customer that mentions a competing a product...