How To Sell in Your Store
Start by Communicating Some people will say they are a natural sales person and they don't need any help. However, the best sales people recognize that there is always something else to learn. It's like the adage, "The smarter you get, the dumber you feel." If you like what is said here and recognize the need of a strong selling force, then I recommend you pick up one or more the proven sales courses that are in existence. What lessons in selling do is make the sales person more efficient, which enables them to make and close more sales in a day. This of course works really well when you have a solid marketing plan which keeps feeding customers to your sales people. Let's begin. I want you to think of a salesperson that sold you something you weren't prepared to buy and whom you liked so much, you'd send your friends to. Now think of a salesperson that you've encountered that you would never buy from nor send your worst enemies to. Keep those references in your mind as we go through this. Compare what they did and didn't do with what's written here. This is an important step because it will personalize this lesson and you will remember more. The task is to pattern yourself after your success
Some weaknesses were: 1) I had never had a retail store before 2) I had I little to no starting capital 3) I was trying to sell windsurfers in Iowa (no ready market) 4) I had never bought and sold in a retail environment 5) I had no source of help that knew the sport and was available for employment. While you're talking and asking questions, don't insult the customer. This means listen to the customer's likes and dislikes. Stay away from their dislikes, as you can easily open a powder keg. Most of all, be a friend by treating them as you'd treat your friend. This includes not lying and not trying to tell them what you really don't know. It's much better to say you'll find out or find someone that does have an answer for them. Many times customers will know answers to their own questions and really are just testing the sales person. Be careful. If you're caught, you'll loose the sale because you lost their trust. Find items and experiences that you may have in common. People tend to trust people that are more like them. Humor is another good tool. We all like people that make us laugh or smile. As the tension goes away and trust starts building, you can begin asking more questions that will get the information you need to get this sale. As you show that you really care about your customer and their needs, they will begin to talk and when they do, you listen. Let's first talk about trial closes. These are soft closes used to test the waters and smoke out objections. Soft closes are phrases or statements that the sales person feels comfortable with. They should measure the willingness of the customer to buy today. I have used phrases like, "Did you want this loaded on your car today or do you have a different car you want it put on?"; "Would you like your name put on this?"; "Which sail do you like better, the orange or the blue?". These are just a few statements that are not too threatening to the customer but give you a direct indication that they are ready to buy.
Some common words found in the essay are:
Hot Button, Start Communicating, MAILOUTS According, Hot Buttons, START Let's, Marketing Plan, REVIEW Marketing, Pied Piper, Easter Father's, Button Instead, hot button, sales people, marketing plan, sales person, strengths weaknesses, trial close, sales meeting, customer's hot button, close sale, customer's hot, build trust, emotional hot button, emotional reason buy, monthly sales meeting, wasting money keeping,
Approximate Word count = 8770
Approximate Pages = 35 (250 words per page double spaced)
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