Issue link: https://docs.hic.us/i/403552
may be hesitant to part with his money in such a situation. In order to take a leap of faith, he must feel good about the deal, and that will only happen if he first feels good about you, the Salesperson. How many times have you been influenced (good or bad) by a Salesman's personality? Have you ever gone shopping for a new car, found the perfect one, and then been so unhappy with the Salesman's attitude, that you left and went somewhere else? It happens everyday! Attitude and personality are the most important ingredients to making a deal, and even when you have those two things, it's still no guarantee that a sale will happen automatically. You still must find ways to break the ice. For example, if you walk into a small business, unannounced (cold call), you will probably be treated as "just another pesky salesman", no matter how warm and friendly you are. Therefore, you need an ice-breaking technique, quick. Take a quick look around and see if there is anything in that you have in common with this environment. For example, maybe the client has pictures of a kid's soccer team. Do you have a child that plays soccer? Do you supply soccer uniforms to local teams? Are you a soccer team sponsor? If you can find some type of link, bring it into your conversation. This tends to loosen up the client and allows you to start building a bond. Typically, this can change an adversarial atmosphere into one of acceptance. It still won't guarantee you a sale, but it's a step in the right direction. However, before embarking on your first sales call, it's important that you do some preliminary research and planning. To be successful at selling embroidered products and services, you must understand the complex nature of embroidery, as well as the diversity of the marketplace that you are about to enter. It takes quite a bit of research in several areas to develop the knowledge necessary to service your customers properly. These subjects include: the embroidery process, current trends in the apparel world, garment construction, and logo design. The Embroidery Process – To successfully sell, you need to have a working knowledge of the embroidery process as well as its limitations. You must be able meet the needs of the customer without agreeing to something that is impossible, or is of poor quality. Only an experienced Embroiderer can readily fulfill this obligation. There are also situations where embroidery is not the appropriate application. Such things as large numbers on Athletic Jerseys are best left to alternative processes such as screen printing and heat transfers. It is your responsibility to recognize these situations, and work closely with the client to find the best solution for his needs. Current Apparel Trends – Many of your customers are going to be looking beyond basic apparel to garments that are more creative in appearance and functionality. Whereas five years ago, solid color golf shirts were the main staple of the embroidery industry, today's consumer demands more sophisticated features such as contrasting collars and/or sleeves, sculptured fabrics, fashion colors, etc. To be effective in the www.hsi.us care@hsi.us 126