{"id":2498,"date":"2024-02-07T09:59:42","date_gmt":"2024-02-07T08:59:42","guid":{"rendered":"https:\/\/www.capkelenn.com\/2024\/02\/07\/sales-retail-coaching-8cs-in-action\/"},"modified":"2026-07-27T12:21:08","modified_gmt":"2026-07-27T10:21:08","slug":"sales-retail-coaching-8cs-in-action","status":"publish","type":"post","link":"https:\/\/www.capkelenn.com\/en\/blog\/sales-retail-coaching-8cs-in-action\/","title":{"rendered":"Sales &#038; Retail Coaching 8C\u00b4s in action: The Killer Question, the Client Barefoot in a tile floor store"},"content":{"rendered":"<p style=\"text-align: left;\">\n<strong> THE KILLER QUESTION !!!<\/strong>\n<\/p>\n<p>I\u2019m the Client,<br \/>\n<strong>Barefoot<\/strong> in a tile floor store<br \/>\n<strong>Pieds<\/strong> nus dans un magasin de rev\u00eatement de sols<br \/>\n<strong>Descalzo<\/strong> en tienda de revestimiento de suelo<\/p>\n<p><strong>Which Killer question asked me the sales persons<\/strong>, so that I put off my shoes and experiment at a sensorial &amp; kin esthetic level the texture of this ?<\/p>\n<hr \/>\n<p style=\"text-align: justify;\">The <strong>KILLER QUESTION<\/strong> from this <a href=\"https:\/\/www.capkelenn.com\/en\/sales-coaching\/\">sales coaching<\/a> expert &#8220;would have been&#8221; : &#8220;What is the most relevant aspect for YOU when you buy a floor for your living room?&#8221;<\/p>\n<p>I would have answered: &#8220;Look, I love to walk barefoot at home, from spring to summer time. And as your ceramic looks like wood; I was wondering how it would feel !&#8221;<\/p>\n<p style=\"text-align: justify;\">Instead, the sales expert was insisting to present to me a lot of products (convincingly), answering my questions (on a charming way), but NOT ASKING QUESTIONS. He was not interesting himself on my lifestyle, my taste and my preferences&#8230; neither on my consumer potential with questions like &#8220;how is your project?&#8221; or &#8221; How many rooms&#8221;&#8230; No questions, no open questions.<\/p>\n<p style=\"text-align: justify;\">As I&#8217;ve got this kind of personalities, I finally suggested:<\/p>\n<p style=\"text-align: justify;\"><em> &#8220;Do you mind if I put my shoe    off, to feel the texture of the floor?&#8221; . <\/em><\/p>\n<p style=\"text-align: justify;\"><em>He answered &#8220;No problem!&#8221; <\/em><\/p>\n<p style=\"text-align: justify;\"><em>Nice, but I was (me, the client) the one leading the dance of selling  ; he was not.<\/em><\/p>\n<p style=\"text-align: justify;\">This <a class=\"app-aware-link \" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=selling&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7154198332465201153\" data-test-app-aware-link=\"\"><span class=\"visually-hidden\">hashtag<\/span><span aria-hidden=\"true\">#<\/span>selling<\/a> experience was not bad; in fact I would give a 7, or maybe even a 8&#8230; but never a 10, because I could have received most of those answers online or on this retailer&#8217;s webpage. I visited this physical store to receive QUESTIONS that would help me think, touch, feel, get enthusiast, feel recognized.<\/p>\n<p style=\"text-align: justify;\">Ah, and I was the one asking for his name and business card. So, no <a class=\"app-aware-link \" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=clienteling&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7154198332465201153\" data-test-app-aware-link=\"\"><span class=\"visually-hidden\">hashtag<\/span><span aria-hidden=\"true\">#<\/span>clienteling<\/a>. Come on&#8230; no <a class=\"app-aware-link \" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=omnichannel&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7154198332465201153\" data-test-app-aware-link=\"\"><span class=\"visually-hidden\">hashtag<\/span><span aria-hidden=\"true\">#<\/span>omnichannel<\/a>.<\/p>\n<hr \/>\n<h2><\/h2>\n<h2>8C&#8217;s ANALYSIS<\/h2>\n<p style=\"text-align: justify;\">If I analyze through our <a class=\"app-aware-link \" href=\"https:\/\/www.linkedin.com\/company\/capkelenn-sales-coaching\/\" target=\"_self\" rel=\"noopener\" data-test-app-aware-link=\"\">CapKelenn | Sales &amp; Retail Coaching<\/a> 8C&#8217;s of an excellent sales, I found good the<\/p>\n<p style=\"text-align: justify;\"><strong>C&#8217;s 1 (Consult)<\/strong>, <strong>2 (Connect)<\/strong>, <strong>4 (convince)<\/strong>, <strong>5 (convert objections)<\/strong>,<\/p>\n<p style=\"text-align: justify;\">and I found shamelessly bad the<\/p>\n<p style=\"text-align: justify;\"><strong>C&#8217;s 3 (Comprehend)<\/strong>, <strong>6 (Conclude)<\/strong>, <strong>7 (Complement)<\/strong> and<\/p>\n<p style=\"text-align: justify;\"><strong>8 (Confirm; no clienteling)<\/strong>,<\/p>\n<p style=\"text-align: justify;\">like the vast majority, still, of sales persons. What we call a sales person from XX century.<\/p>\n<p>Conclusiones for your sales <a class=\"app-aware-link \" href=\"https:\/\/www.linkedin.com\/feed\/hashtag\/?keywords=method&amp;highlightedUpdateUrns=urn%3Ali%3Aactivity%3A7154198332465201153\" data-test-app-aware-link=\"\"><span class=\"visually-hidden\">hashtag<\/span><span aria-hidden=\"true\">#<\/span>method<\/a>. So&#8230;<\/p>\n<p>&#8211; Answering machine OR professional questioner?<br \/>\n&#8211; Transactional style OR Emotional, sensorial and human sales interaction OR ?<br \/>\n&#8211; One-shot sales OR Customer Relationship management?<br \/>\n&#8211; In-store OR onmichanel &amp; phygital scope ?<br \/>\n&#8211; Sales person from XX OR Sales Coaching from XXI century ?<\/p>\n<p style=\"text-align: left;\">For any request, or to just discuss, please contact CapKelenn Retail Coaching at: <a href=\"mailto:info@icidigital.eu\">info@capkelenn.com<\/a><\/p>\n<p><em>CapKelenn in luxury retail<\/em><br \/>\n<em>CapKelenn is the primary certification in Retail Coaching worldwide, certifying managers in Retail to really become coaches for their sales teams, facilitating the transition towards a supreme clienteling savoir-faire. CapKelenn delivers the certification in 12 languages on all the 5 continents. CapKelenn accelerates change, thanks to people, with results that are fast, visible and sustainable, contributing to fertilize a client experience that is memorable and personalized.<\/em><\/p>\n<p style=\"text-align: right;\"><strong>Benoit Mah\u00e9<\/strong><\/p>\n<p style=\"text-align: right;\"><em>PCC (Profesional Certified Coach of ICF) &amp; Capkelenn founder.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>THE KILLER QUESTION !!! I\u2019m the Client, Barefoot in a tile floor stor<\/p>\n","protected":false},"author":1,"featured_media":2499,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[47,49],"tags":[],"class_list":["post-2498","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","category-post"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Sales &amp; Retail Coaching 8C\u00b4s in action: The Killer Question, the Client Barefoot in a tile floor store - CapKelenn<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.capkelenn.com\/en\/blog\/sales-retail-coaching-8cs-in-action\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales &amp; Retail Coaching 8C\u00b4s in action: The Killer Question, the Client Barefoot in a tile floor store - CapKelenn\" \/>\n<meta property=\"og:description\" content=\"THE KILLER QUESTION !!! 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