Asking the Right Questions

Posted on: July 6th, 2016 by Rob Baumhover

“Selling” can be a scary word in retail. We don’t want to be labeled as “salespeople” but we need to be moving product. So how do we strike that fine line between feature-dumping on customers and giving them enough information to make an informed decision?

It’s all about asking the right questions.

VGM Retail’s Maria Markusen is a veteran customer service and sales trainer with 25+ years in the healthcare and retail industries. Continue reading to get her take on what questions to ask, how to get useful answers, and how to use that information to recommend the right products to your customer.



Asking the Right Questions

As providers increasingly focus on retail sales to drive new revenues, they will open the door on additional sales by asking open-ended questions.

By Maria Claire Markusen, VGM Retail
Courtesy of HME Business

Has this ever happened to you? You go to Medtrade. You find a some new products to add to your showroom floor. Representing all cash revenue, the products are the latest and greatest product offerings. You know each product will help customers feel better, recover faster or enhance their lifestyle. But then, a few weeks later, you look at your showroom or your inventory reports, and the products just aren’t selling. You say to yourself, “I know these are great products. They can really help my customers. Why aren’t they selling? What was I thinking? Now I’ve got inventory overload and cash tied up in product that no one wants.” Your next move is to physically move the products closer to the store entrance or near your cash register, but still no luck — the products aren’t selling… Read More.


Are you looking to take your HME’s retail program to the next level? Are you not sure where to even begin? Join us for one of our three remaining Retail Science Roadshows. These full-day educational sessions will get the ideas going on new products and vendor, sales and staff training techniques, and new-age marketing ideas. Register today!

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