How did Linda at Glasgow Airport get a sale when I had little time and no real inclination to buy? Well, she was patient at the right time… and “salesy” at the right time.
25 years after buying my first pair, l have new Ray Bans. Wayfarers again, but with a twist: Wayfarer Reverse.
These don’t have the Pantoscopic tilt of the originals, which never fit properly and made my nose look big… or bigger.
I wasn’t on the lookout for new shades and in a hurry to get an almond croissant before boarding, so it’s worth reviewing how Linda got my wallet out:
- There is a cornucopia of choice these days on the Ray Ban wall and Linda stayed away, letting me browse and try for five minutes. No pressure.
- But Linda is in sales so as I was about to leave, she pounced. Or more accurately asked if she could help. If she hadn’t the sale would have been lost and I’d be in Pret. A little pressure.
- I said I wasn’t intending buying today, but would go to the loo and have a think because my five quid specials were on their last legs. A lens had popped out.(Note: this made me think of the dozens of cheap sunglasses I’ve bought since l got the still useable Wayfarer originals.)
- She directed me to the facilities, which luckily were just round the corner. If they had been a distance away I might not have come back. Every sale contains an element of luck.
- Linda listened to my Wayfarer story- the original pair l bought in Toronto were a bit tired and don’t fit but I still have them- and from then never tried to sell me anything but Wayfarers. She focused on what I wanted.
- Linda knew her stuff- that’s where I got the Panoscopic tilt story about the originals- and we quickly got down to two pairs out of the 20 that had both a bit of emotional ballast in them and were the right fit. Knowledge is sexy.
- Price was a factor, but they’re no more expensive in other airports I will be in soon enough. Linda did some small talk as I hummed and hawed, then suggested I take pics of both pairs so I knew what I liked. Cool, not desperate.
- l took the Wayfarer Reverse… and may get the other pair next time I’m passing (Sunday). Well, I have a nice pic of them and they are 20% off.
PS
After Linda completed the sale she offered me a further 20% off anything l bought that day… very naughty.
Those other sunspex and various other items hove into view… but it really was time to get to the gate.
Russell Wardrop
CEO