I learned a lot about this from my brother. It all makes sense, really; very few sales people sincerely care about you.
and that's a very big mistake that shitty salesmen make
the satisfaction + relative success of the customer is absolutely CRUCIAL to you.
The guy stepping in the store is paying your paycheck, the happier he is, the more money he will put in your wallet
not only do I take the time (sometimes 30+ minutes) to socialize with my customers, I do everything possible (IE writing guides on how to gain muscle size or strength) to make sure that he will succeed with his goals and will return to specifically me for all his supplement needs in the future.
I can't tell you how rewarding it is to sell somebody 180 dollars worth of products and then have them THANK you for it
, I do it routinely.
the other huge key I forgot to mention is to destroy the salesman - buyer relationship. I don't interact with my customers as salesman, I interact with them as my friends. People are so defensive when they first walk in the store that trying to sell them shit right away will nearly always result in an EXTREMELY defensive response. This makes selling MUCH more difficult
it's a interesting process.
Make friends with customer + Make a very strong, powerful sales pitch + High priced, but very high quality product that will make you a lot of money + Get customers the best deal you can possibly get + finish off the sale with a very satisfied customer who promises to return next time his supplements run out.