Which one of the following 3 SALES PEOPLE could expect ‘YOU’ To Come Looking For Them when you’re ‘Ready To Buy Again’?
Emily, Danny & Pappa John
I (I’m John van Zyl, Julieanne’s hubby and business partner) have spent the last five years working part time on the floor of a very large retail hardware store. To give you some idea, this store turns over between $100,000 and $200,000 (on average) on a daily basis, nope, it’s not a corner store.
During this time I have gained a wealth of information about the most important aspects of retail and it’s been a real eye opener I can tell you.
I’m going to include myself as one of the three sales people mentioned in my subject heading, and, I’m going to stick my neck out, way out, and say that I would be The One you would come back to.
WHY? I’t's up to you to chose, so here are the choices:
Sales Person 1.
Here we have an attractive pleasant lady, she knows her stuff, she can recite a page of information about any product on the floor. She doesn’t bother you with many questions, just the very basics, and as her face reflects, is very serious about her job. At the end of her spiel she’ll wait politely for your decision.
Sales Person 2.
This guy has a very ‘bubbly’ personality, he’s loud, loves a good laugh and will happily point out all the features and benefits of any product you show an interest in.
This guy is king of the ‘add on sales’ and after your initial pruchsase will direct you to ‘something that will look a treat with your new barbeque’ (for example).
He is relentless in his quest to make another sale and, caught up in his own whirlwind of excitement in the sale will try his best to push you into another purchase.
You could be leaving the store with another large purchase on your trolley with possibly some confusion as to how it got there and why you are buying it.
When you get home with your extra purchase, even though it’s a beautiful outdoor setting, you may feel some resentment towards the sales person because you have blown your budget on something you weren’t shopping for.
Sales Person 3.
(I have to say up front that this doesn’t always go as planned, sometimes I totally blow it because I’m not reading the customers needs)
I always do the usual ‘Hi guys,how are you? ‘are you having a good day? ‘beautiful day outside they tell me’ ‘can I help you with anything?
I don’t say this to soften people up, it’s sincere and customers can always tell.
I’m not going to go on about the features and benefits etc for half an hour, I’ll tell you the basics and ask if you have any questions.
But before I do that I’ll ask you (if you’re looking for a bbq) things like how many people will you be cooking for, where will the bbq be located, do you do any wok cooking etc.
In other words I’ll ask you questions so we (as in you and I) can determine what size, how many burners, hooded yes or no, wok burner, stainless steel, price and so on.
It’s more like ‘you’ are selling yourself the bbq, but I’m just guiding you along the way, like comparing the two final choices we’ve narrowed it down to and pointing out small features like, ‘these knobs are bigger and easier to turn, see what you think?
(If you buy a bbq I will ask you if you have small obvious things like a gas bottle or cover which are directly related to your purchase, in case I can save you another trip to the store.)
And so you leave the store with pleased with yourself because you had a great shopping experience, got ‘exactly’ what you wanted and weren’t pressured into buying anything else.
The only time I will show you something else like another big item is if you said to me, ‘now I’ve got my barbie can you show me some fold up chairs?
Funny thing happened the other day, I was walking around an oval down by the river where we live and a guy walked past me from the other direction, and as he passed me he said, ‘love the barbeque, I’ll be back next week for an umbrella!’
Can you apply this approach to your Network Marketing Business?
Would you rather be asked questions to discover what you really want? Or, would you rather someone “hold you up” for 10 or more minutes telling you all the features and benefits of the product or business opportunity they are offering.
Regards from John van Zyl
{ 7 comments… read them below or add one }
Great article Julieanne. Love the comparison. It always helps to find out the needs of someone planning to join your business. Features and benefits are good, but this approach helps the individual feel more at ease and not pressured.
Jaden
Jaden Daniels recently posted..Building My Own WordPress Auction Site
I ask a lot of questions to my web design and development clients. The reason… it is their website…not mine. I cannot expect to be psychic. I have had a lot of clients have bad experiences with other designers because they did not care to ask the questions.
Selling does not have to be perfect, but if you show that you care and want to know what a person wants, and even have the patience to ask questions in case they are not sure… you are more than likely the person everyone wants to do business with.
Nile recently posted..Blogging Ain’t Perfect: Your Blog Voice
I always end it better if my attitude is to serve and not to sell. I think that is in line with number 3.
Gary Young recently posted..China Sourcing: Just Showing Up
Julieanne,
Your approach in getting the people involved and listening what they want is the best solution and way to go. You willingness to solve their issues and your attitude as supportive on their decisions go along way in closing the sale.
Putting people’s desires and needs come first. Giving them all the support and repeating key words back to them shows your paying attition. Never fails to have them come up with a solution based on you leading them with guiding them to take action now.
Julieanne, your truely one of our great coaches and your passionate ways a well received. I look forward in your next amazing post. Learning from you is an honor and pleasure.
William Earl Amis Jr III recently posted..Wait!
Oops sorry, I should’ve made it clearer this article is written by my hubby John. Thanks for your comments William, Gary, Nile and Jaden. I’ll get John to come over and see them. Have a great weekend, Julieanne
I’ll be seeing you again, John Van Zyl! It’s not just your personality, your name has a nice ring to it too.
That said, I hate to be pitched about stuff I have no interest in. I usually cut them short rather than suffer through it. And I love it when the salesman genuinely wants to understand my needs or help me figure out what it is I need.
Srinivas Reddy | Ask Sage recently posted..Hungry As A Bear
Hi guys,
Thanks for checking out the post, and thank you for your imput. It seems to me, customers that I treat as I’d like to be treated myself as a customer, look satisfied and content when they leave the store and are more likely to return.
cheers
John