Breakthrough: Petco associates discover selling
Petco: Our associates are good people, but they're uncomfortable selling.
Our response: Show them how customers are 'just like' them.
As you would easily suspect, the sales associates at Petco are real pet lovers. Just like their customers, most of them think of themselves as pet parents. We showed them that was the key to selling with low stress and high confidence.
As we always say—and continually prove—more things bring people together than separate them. We set out to prove that to the sales associates on the floor in Petco stores, in order to help them sell.