Growth Juice: How to Grow Your Sales by John A. Weber

Author:John A. Weber
Language: eng
Format: mobi
ISBN: 9780989500654
Publisher: John A. Weber
Published: 2013-08-04T14:00:00+00:00

Let’s hear Linda’s summary.

[Linda]:“So, it sounds like you’re telling me that your checkout system is inefficient and that your customers are dissatisfied becausethey have no choice but to use the one system you have in place – the cashier checkout. You feel you need too many cashiers to keep a reasonable number of your checkout lanes open. Furthermore, as your store hours expand, additional cashiers are needed. You feel that many customers get fed up with waiting in long lines – you’ve even witnessed some customers walk out – and you are concerned that some may not return. You believe that too much of your floor space is being taken up by checkout lanes, thereby causing a loss in a lot of prime, high-margin retail space at the front of the store. You also said that you are losing a lot of money each quarter due to cashier errors and outright theft by customers and employee because you don’t have a good way to carefully monitor all of the products that go through your cashier lanes. And, finally, you feel that because too many of your employees are wrapped up in the cashier checkout process, a number of your customers don’t get the assistance they need, which causes significant customer dissatisfaction.”

[Linda]: “Is that an accurate summary?”

[Roger]: “Wow! That was a mouthful! How’d you remember all that? You’ve got it exactly! You’ve really hit the nail on the head!”

Roger now thinks Linda is “brilliant!” Well, of course she is, because she listened attentively, took careful notes and repeated more or less exactly what Roger just told her! Brilliant indeed! Linda is now ready to move on to the next phase of vision building with Roger – building his anxiety about all the HD checkout problems he has just admitted. The next chapter will address this.

But first Brian has a question, which he asks Linda during a short break.

[Brian]: “Linda, it seems that you are biasing Roger’s perception of his problems specifically toward those causes for which we at SpeedyLane have the best solution. Do you feel right about that? Is that really in Roger’s and HD’s best interest?”

[Linda]: “Yes, I feel very right about biasing Roger’s perception of his problems toward those causes for which SpeedyLane has the best solution. That’s because we sincerely believe that SpeedyLane offers a better overall value for HD than any of our competitors.”

[Brian]: “That makes sense now. I just have to keep in mind that we have HD’s and Roger’s best interests in mind when purposefully steering Roger toward our SpeedyLane system. Good enough! I also can’t forget that we do offer a better overall value than anyone else in the market.”

[Linda]: “Well said! You are growing out of Grasshopper status a lot faster than I thought you would!”

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End of Chapter

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