Will Weaver |
How influential are salespeople?
Local Pro: If it’s a hot new item, quite a bit. But I usually know what I want, research online, or talk to pros in the field beforehand. The worst thing salespeople can do is jive their way through. I went to a chain with a student to purchase a high-end guitar around $2,500. The salesperson showed us brands that we liked, but they weren’t set-up, played horribly, and were blanketed in dust. When I pointed this out, he started pushing a different brand. Despite our saying we weren’t interested, he kept pushing to try and close the sale that day. We went elsewhere.
Weekend Warrior: Salespeople talking over my head or not relating to my needs waste my time, and I avoid stores where they work. Then again, those who know less than I do about the equipment or store policy also waste my time, and there seems to be a couple in every store. I’ve played drums for a long time, but with instruments that are a little out of my milieu, I initially seek out information online. If I get good follow-up with a store salesperson, I’ll buy there. However, if I begin at a store, I’ll likely go home and research online—in-store Internet access would be great!
Hobbyist: I can’t rely on them so I don’t. I research online before going to a store.
Student: Ninety percent of the time I know what I want before going to a store. However, it’s important for salespeople to steer me in the right direction if I’m misguided.
Describe your best salesperson experience.
Local Pro: Probably the one at Rudy’s, but honestly, I can consistently count on the guys at Connecticut Music because they know their products inside and out and sometimes even talk me out of stuff!
Weekend Warrior: I called Guitar Center to see if they had a cymbal in stock and would match an online price. They said they did and would. When I arrived, the salesman and I discovered that it was damaged. He offered a reasonable discount since it was still playable, but discouraged me from buying it saying that if it were him, he would want it to be perfect. While I was trying to decide, he found another one on hold for someone who wouldn’t be collecting it anytime soon. He determined that he could sell it to me. I also bought a new cymbal bag which he discounted to make up for the time-consuming process. What could have been a bad experience—driving to the store to find that they didn’t have what they said they had—turned into a great one!
Hobbyist: I haven’t encountered “salespeople” in music stores; they never want to “sell” me anything. I think it’s all these kids selling—they have no interest in me. I went to a small independent to buy guitar cases and the salesman walked to the back while I was telling him what I wanted. He didn’t even ask me to follow him. “That’s it, look and see what you want and let me know,” he said while walking away.
Student: I bought my first half-stack at Richmond Music. The salesman took the time to pull a variety of guitars off the rack so I could hear the amp in different contexts. They also gave me a great price break since I bought both a head and cabinet.
What would you consistently like to encounter in music stores?
Local Pro: Cheerful attitudes, professionalism, and neatly organized showrooms.
Weekend Warrior: Knowledgeable, honest, and courteous salespeople; big selections; and good prices.
Hobbyist: Less noise, and salespeople who greet me when I enter and are available when I have questions…but not on top of me throughout.
Student: Large selections—from private luthiers to mass production instruments. I want to spend all day in one store. If I don’t see a salesperson for a while, that’s fine with me.
Ravi (www.HeyRavi.com) tours the country performing original music, conducting product clinics, and lecturing on the music industry. With professional endorsements and business savvy, the former guitarist of three-time Grammy-nominee Hanson has released two albums independently. His autobiography is published by Simon & Schuster.
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