Asks
good, probing questions. Questions maintain control in any sales situation.
The best salespeople learn to ask a variety of important and not-so-important
questions that give them information about the event and an understanding of
the “buying attitude” of the clients.
Uses
sales aids while selling. Involves all of the buyers senses, i.e. smell,
hearing, seeing, touching and tasting. Don’t just talk about a special
chair; show it. Demonstration will sell more than explanation. Try to get the
buyer to involve each of the five senses. For example, let the client feel a
china plate instead of just looking at it.
Sells the
concept of not embarrassing the buyer in front of others. The best
salespeople have learned that buyers are buying them (the salesperson) not the
menu. When giving a party for friends or strangers, all hosts want to be free
from embarrassment.
Takes the
risk out of buying when possible. No buyer wants to be a fool. The great
salespeople assure the buyer that nothing will go wrong and that if it does,
this is what our company is ready to do for you. Telling a client that they
must pay for the guaranteed number of guests is not the same as saying that if
a few don’t make it to the event, we will make some sort of an adjustment.
Listens
to the meaning of what the buyer is saying, not just the words. A great
salesperson is always listening and carefully analyzing what the buyer has just
told them.
Decides
ahead of time what they are going to sell to the buyer. Ordinary
salespeople let the buyers buy what they think they want. Great salespeople
sell the clients what they “really” wish!
Acts
professionally at all times. This deals with such things as dress, speech,
courtesy, and manners. It also deals with a need to stay in control of what is
happening.
Never
apologizes for price, only explains what the price does. The only answer to
a buyer’s remark about your prices being higher than others is, “Yes, we do
have higher prices; let me explain why.”
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