If there’s one job in fashion where emotional intelligence is the key to success, this is it. Far from all the clichés, sales consultants are the liveliest and perhaps most human face of this huge industry. To shed light on the complexity of this professional field, FashionUnited speaks to experts who see sales as a place of personal development and in-depth professional expertise.
This time, Mathilde Robard, sales consultant at the Paris concept store Center Commercial, talks about her experiences.
What was your first sales position like?
Mathilde Robard: I was a sales consultant for the Italian brand Bialetti – everything revolved around coffee, espresso makers and kitchen accessories.
Do you have fond memories of your very first interview in this segment?
Yes, absolutely. I was 21 years old. My counterpart was very benevolent and awakened in me a real passion for this profession.
What was the best advice a mentor or leader gave you when you were starting out?
I think it was the advice to show initiative. I was taught that there’s nothing wrong with trying things, even at the risk of making mistakes.
What motivates you to get up in the morning today?
The Store Center Commercial in general. After six years I really feel at home here. I look forward to the store, the products and the team I work with every day.
How would you describe the “pleasure of selling”?
It arises primarily from the exchange with customers. It’s great to get someone excited about a product that they might not have even considered themselves, but you can immediately imagine them as a professional. It’s about the companionship and the genuine feeling of happiness when someone leaves the store satisfied with their purchase.
What was your most unexpected or memorable sale?
This may sound obvious, but my most surprising moment was the first time I met a well-known actor. He wanted to buy a pair of Veja sneakers for a friend. To show me the size, he pulled out a drawing where he had traced the outline of his friend’s foot.
Do you have any favorite customers?
Over time you definitely develop your ‘favorites’. There is no specific anecdote, but as soon as they enter the store I am happy to ask them how they are and show them the new releases from their favorite brands.
What technical skill have you honed the most over the years?
Styling and “reading” a cut. This is the professional competence in which I am most confident today.
What qualities in your job are you particularly proud of?
First of all, the merchandising. Through constant experimentation, I have developed a lot and am becoming more and more creative. The second point is management. Thanks to my many years of experience and targeted training, I am proud to be leading a team of several people today.
How do you train your eye to always offer customers the perfect silhouette?
You have to know the products in the store inside and out. Without this knowledge about cuts and materials, you can quickly get lost. This is followed by listening: you have to understand their needs and ask the right open questions. With experience, just one look when someone comes in the door is often enough to know which brand or item might fit.
What is most underestimated about your job?
The profession is often devalued and viewed as just a “temporary job”. It requires organization, discipline and strong emotional intelligence. It is not enough to just be able to “speak well” to be really good at this job.
This interview was conducted in writing.
This article was created using digital tools translated.
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