Issue link: https://docs.hic.us/i/403552
to the cost. For the polo shirts that are sold as souvenirs, heavyweight, 100% cotton, will definitely be the most appealing, since the purchaser will typically be of a high income level, who prefers high end garments. The same thought process should be applied to caps. If they will be worn by the staff in direct sunlight, light colors with an extended bill will be appealing and practical. The one exception would be for the mechanics. They prefer black caps, since they don't show dirt. (Lighter colors will show greasy fingerprints.) Consider ordering samples of these products, as the real thing is much more effective than a picture in a catalog. Along with choosing sample garments and merchandise ideas, be sure to develop a price strategy. You'll be much more effective if you can quote while you show. Pulling out a calculator and digging through a distributors price sheet in front of the customer is a no-no. Go one step further and develop a printed price sheet to go with your samples. The next step in the sales process is to plan your presentation. Once you have figured out the "spins" and bought the merchandise, write down the scenarios you wish to present. Develop a suitable script and rehearse it. This will minimize your chances of drawing a blank or getting tongue-tied during the presentation. Once you have a strategy in place, it's ShowTime. It all starts with a bit of psychology. (No I'm not crazy!) If you can find a way to reach into a prospective client's head and plant a seed, then you are on the right track. "He can sell ice to an Eskimo." This is a common phrase used to describe a highly successful salesman and there is a bit of truth to it. An effective salesman can sell just about anything, regardless of what it is. Why? The answer is he is really selling himself to the customer. This doesn't mean that the salesman becomes the client's best friend long enough to get him to sign on the dotted line. It means that the salesman establishes a bond between himself and the customer. This bond creates a friendly, open, trusting environment. That is what makes deals happen. Now it's time to for the moment of truth: the actual sales meeting. I like to refer to it as ShowTime! Let's face it, all eyes are going to be on you and a lot of opinions as to your capabilities (right or wrong) are going to be formed very quickly. So, you need to leap onto the stage and knock their socks off! Which means bridging the gap between friend and foe right from the start. The quicker you can find a way to do this, the quicker you can create a warm, friendly meeting, which greatly increases your chance of making a sale. Therefore, it's imperative that you find common ground between the two of you immediately. So how do you do this? Most people surround themselves with mementos and trophies of their lifestyle, especially in their office environment. Upon entering the customer's "space", immediately analyze it to learn more about who he/she is. www.hsi.us care@hsi.us 137