Sales Strategy
3 Things You Must Discover About Every Client | July 17, 2019 (0 comments)
Tampa, FL--Everyone, at some point in their career, has attended a meeting where they've been asked to wear a “Hello, My Name Is...” nametag. The transition between the "Connect" sales steppingstone and the "Consult" sales steppingstone is the point at which introductions take place. But introduce yourself too early and risk coming off sounding like a used car salesman or, worse yet, is never introducing yourself at all. (For more about the steps in my "Brain Flow Selling" series, click here.)
Related: Sales Transitions: Get Ready To Jump
Once it is time to begin moving to the next step of the sale is when it's appropriate to:
- Look the customer straight in the eyes,
- Put a smile on your face,
- Extended the right hand to the point of invading their personal just a little to get their hand to come up to meet yours, and
- Confidently say, “By the way, my name is _______. You are?”
After the client shares their name, share something that will make them feel significant. For example, “I have really enjoyed getting to know you so quickly.” Always make the next sentence all about them.
Before moving on to the next step you need to uncover two things: 1) what they want; and 2) why they want it. This is easily discovered by asking two questions. First, a lead-in:
Question #1: “So, what brings you in to our store today?”
The client will either respond with what they want (i.e. “I’m looking for earrings”) or why they want it. (i.e. “I need a birthday gift.”) If the customer responds with what they want, ask: “What’s the occasion?” Or if they respond with why they want it, ask: “What did you have in mind?” It is vital to make note of these three things as they will be used throughout each of the sales Brain Flow process. Again, they are: 1) the client's name; 2) what they want; and 3) why they want it.
Do this today. Make a list of three things about every client that you assist today:
- Eye color: This makes you look them in the eye
- Their Name:
- Why they want the item. This is more important than what they want as you will discover in upcoming articles.
Terry Sisco is CEO of Exsellerate, Inc., funny-maker, uplifter, mischief maker, father. Exsellerate has revolutionized retail sales training and made it "entertrainment," given it a millennial voice, made it ridiculously easy to learn on-demand style through social media platforms, and given sales consultants a sense of community, purpose, and the tools to crush their sales. Like us at www.facebook.com/exsellrev, call us at 813-787-7355, email at tlsisco@exsellerate.com, and visit us at www.exsellerate.com.