Sales Strategy
The Modern Day Sales Presentation: Creating Your Selling Style | May 13, 2015 (0 comments)
Tallahassee, FL—I’d like to share with you the importance of examining and creating your own selling style, and how it sets the tone for your sales presentation.
A selling style is simply the way that you choose to sell your customer. It defines who you are as a sales associate as well as how you are perceived by your customers and colleagues. Let me better explain this by stating the three negative selling styles on today’s sales floor.
The first is the “look-at-me” sales associate. This type of sales associate truly believes they know everything and can’t wait to tell you all about it. Usually, they are very skilled and knowledgeable in the art of selling their product. The only problem is their selling style is ruled by vanity and selfishness.
Here are some examples of a look-at-me sales associate: A customer comes in and shares that they just got back from a wonderful family vacation in the Bahamas. Instead of acknowledging the customer’s trip and making it all about their customer, what do you think they will do? They will proceed to mention that they have been there 15 times already or talk about their trip to Hawaii. Their response screams “look at me!”
Another example is watching the look-at-me sales associate try to sell a product to someone who already knows what he or she wants. The customer simply wants to get in and get out with their product. But the sales associate proceeds to talk for 30 minutes about their knowledge and skill of the product, while the customer tries to politely find a way out.
Many of you may be laughing to yourselves now, working alongside a “look at me” sales associate. Watching them work careens from amusing and entertaining to sad and frustrating because they just don’t get it.
The next negative selling style is the “bad fisherman” technique. This is the sales associate who has a strict routine and refuses to change it up for any reason. At one point they may have been catching fish, so to speak, but after a while their hot spot has been fished out. They do the same old thing, but the fish are not biting that bait. They refuse to find a new selling style or hot spot where success may be found.
The final negative selling style is the heart transplant style. This sales associate is always choosing to focus on the small and insignificant parts of selling instead of taking care of the heart of the matter. In a bridal sale they will focus more on the certification of a diamond rather than finding the mounting she loves.
They don’t realize that if you connect with your customers and establish a bond of trust early on, you won’t need to spend so much time on the little things like certification. The only reason the customer needs certification is because they don’t trust you. I very rarely ever have to use a cert when selling a diamond ring. By the time we find the setting, I generally suggest what they should put in the middle based on our conversation and, most of the time, I get the thumbs up.
Qualities like selfishness, fear and greed bring all three of these issues to life.
In the modern day sales presentation I encourage you to find a new selling style filled with passion, energy and a serving attitude. Make your customers’ needs the focal point of your sales presentation. Try to see the sale through your customers’ eyes. Make their experience a fun and entertaining outing. Strive to be seen as a trustworthy, fun and knowledgeable associate.
Modern Day Selling offers the freshest new insight in jewelry sales training designed to help sales associatse achieve greater success. As a yearly million-dollar-plus sales associate for the past eight years, Brian Barfield practices what he preaches on finding success based on the core principles of trust, honest and integrity. He is a two time published author whose insight is being recognized around the world. For more information or in-store training, visit his website or email brian@moderndayselling.com.