Issue link: https://docs.hic.us/i/403552
Then play on these characteristics. Maybe you'll see a picture of a child in a soccer uniform. If you have a child that plays soccer, there is the connection. Find a way to bring it out during your opening conversation and chances are you will quickly break the ice. After putting the customer at ease, you want to move into the sales pitch. It's important that you take the lead from the start and stay in control throughout the presentation. Being prepared for questions and issues is the best method for maintaining the upper hand. Since pricing is usually the area that causes the most anxiety, here are some tips to deal with the subject. 1. Stand firmly behind your pricing. People love to play the price game, so be prepared to stand your ground. If you flinch when offering a price quote, the customer will try to haggle you down to a lower number. 2. In the event that price becomes a major issue, never let the customer think they manipulated you into a lower selling price. Rather than immediately offering the price reduction to get the sale, respond with an answer like "let me check with my suppliers to see if I can get you a better price." By doing this you have shifted the price reduction to someone else, even though you may really have absorbed it yourself. You can even go so far as to say "let me run out to the car and make a phone call or two, I'll be right back." Of course this may be extreme, but it's important to be in control of the situation. Keep the presentation exciting and informative. Make it seem as if the customer can't do without the products that you are selling. Present them as necessities, not options. But always keep an eye on the customer and try to gauge his response. Psychology and human analysis are important tools for a Sales Rep. It's essential that you learn to read people and respond to them. Back off when necessary. Push as far as you can, but not too far. Finally, don't be afraid to ask for a check. No not literally. This must be done tactfully, so as not to offend the customer. Carefully lead them into an ordering situation like. "I suggest you start with 24 shirts for the Ships Store in the following size increments. Which colors appeal to you? Why not go with purple, teal and white since they are the hot colors this year." Start writing quotes as you lead the customer through the different items that you are showing them. When finished, total it up and offer a completion date. "Your total order comes to $$$$ and we can deliver that to you next Friday." Make it seem as if the deal is already done, without being to overbearing. Even if they don't order today, you still know exactly what was discussed, so that a follow-up phone call will be quick and easy. Selling should be fun and it can be quite exciting. Pump yourself up before every meeting and put your entire mind and body into it. You won't close every deal, but don't get discouraged. It's the nature of the game. When you do close a really great sale, it results in a tremendous rush of excitement and self-satisfaction. It can leave you feeling ecstatic for hours or even days. And of course, it doesn't hurt your bank account either! www.hsi.us care@hsi.us 138