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To summarize this chapter, I propose to highlight important information.
1) A customer is a person with his own fears, ambitions, opinions, and view of the world. He may come to you in a bad mood, sleep-deprived and angry, because he was dragged to the store by his wife, who is going to spend his salary. Or he may have been cheated at another store and now he is distrustful of the salespeople. So you should not take on all his negativity and take the blame for someone. You should be emotionally independent. Your mood should not be conditioned by something. You set yourself up for positivity and success.
2) No matter what the status of the customer, he wants to be well served – consulted, helped. He wants to be listened to. He expects a respectful attitude and is ready to answer you in the same way. There is no need to talk to him as if he were your “dude”, interrupt him, berate and harass him, etc.
3) The buyer can doubt, consult with his wife, mom, designer, brother, sister, friends. Anybody! That’s okay. Do not rush him with the choice. Otherwise, he will feel that the product is being imposed on him.
Chapter 3. How to become a successful salesperson in a store with a low traffic?
A store with a small attendance can be a salon selling finishing and building materials, furniture, textiles, special equipment, any customized products and so on. In this case, its permeability can vary from one to fifty people a day. It also, as a rule, presents samples, on which the buyer can make an order.
A salesperson here is a sales manager. He does not just consult, but also organizes the full cycle of order fulfillment, starting with clarifying details and agreeing terms with the manufacturer (supplier) and ending with organizing delivery and, if necessary, installation services for the purchased goods to the buyer.
This is where the salesperson – aka manager – plays the most important role. I will emphasize once again: in this kind of business, this is the key role! If the salesperson is successful, the business itself is successful. That is why many successful salespeople, after working for several years in such organizations, open their own business after some time. This is a natural and harmonious way of development for them, because during their employment they participate in all the processes of the store and actually manage it.
Since it is the salesperson’s skills that play a major role here, let’s take a detailed look at this type of worker and the best sales technique for them.
A SUCCESSFUL SALES MANAGER MUST HAVE:
1) Representative appearance. It plays one of the main roles, because the salesperson is the face of the company. Look at a salesperson and you will immediately realize whether you are dealing with a successful company or not.
What should be the appearance of a successful salesperson? Confident, tidy. He should be dressed tastefully, not neglecting friendliness and attentiveness, be an expert in his work. It is pleasant to approach such a person to ask about something and get his opinion. From the looks of it, one gets the impression that he has been in this business for a long time and has a lot of experience. In his words you do not hear self-interest and the desire to get the money as quickly as possible. Overall, you get the feeling that he genuinely wants to help you understand the issue and recommend the right solution that will close your need.
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