We start
our selling process with preparation. All professionals prepare properly and
our routine is no exception. Preparation is an in depth endeavor. One has to
be mentally prepared, physically prepared, be well groomed, have the
surroundings aesthetically prepared and have a general game plan.
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Always
know your business inside and out. Make it your business to know stock status,
available delivery times and advertising schedules and promotions.
Create
an atmosphere that your store is having the biggest sale of the year. Make sure
that your store reflects the event. Look busy and successful. Make sure to
display any awards, mementos of achievement and testimonial letters that allow
customers to see the true professional they are dealing with.
Remain
upbeat and be in a positive state of mind. Let your customers know that you have
made many sales already today. The confident aura with which you carry yourself
will go a long way towards creating the right atmosphere. “This is the place to
buy your product” should be written all over your face.
Know
your competition and all of their strengths and weaknesses. Know your industry
and all of the corresponding product information. When you know more than
anyone else, there is really no need for a customer to shop anywhere else.
While
it is very important for you to know the specifications of your product, it is
more important that you fully embrace your product and what it can do to make
life better for your customer. Having confidence in your product line and the
place that you work will allow you to make many more and higher end sales.
You
should know your customer and be able to relate to them. This may vary in
different neighborhoods. Get in touch with your community and know the type of
customers that live there.
Always
be prepared with the proper sales ads, price sheets, costs and product
information at hand. Looking and acting organized makes a difference to the
customer.
Learn
and be careful to use urgency words such as “now” and “today” in your
presentation.
Always
use proper and friendly body language. How you look, stand and act are windows
to the soul. Make sure you let your customers know that you are not hiding
anything or lying to them.
Keep all
of these points in mind when preparing to take a customer. A customer picks up
on everything. It is a known fact that a customer makes their decision on
whether they are at the place they are going to buy in the first two minutes.
This is possible because the brain processes millions of thoughts a minute
subconsciously. When your shoes are not shined, your tie is not properly tied
or your store does not look clean and organized, you are starting the sales
process with two strikes.
Take the
time to be prepared and your sales figures will reflect it. Practice and
preparation make it perfect.
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