Your Purpose Statement

Your goal as a sales associate should be to assist and direct customers through the buying process. The method of gaining your customers' permission to discuss their wants and needs is called sharing your Purpose Statement.

This is where you sell yourself to your customers. If delivered correctly, your purpose statement will convince your customers that you have their best interests at heart and are fully qualified to assist them. The following are the four elements of a Purpose Statement:

• Show your enthusiasm to help. 
• Explain your reasons for wanting to help. 
• Sell the benefits of your assistance. 
• Ask permission to assist the customer.

One sales associate, after learning how to share her Purpose Statement said, "I rarely have anyone refuse to let me ask them some questions. In fact, they seem relieved at how willing to help I am. This idea, more than any other, helped me to be successful."

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