The sales Experience- Short bursts of Amazing part 2

So any sales person can point, any sales person can read a brochure, any sales clerk can price a unit

Our job here is NOT to be just any Sales person !!

An Amazing Sales eperience has three main ingredients regardless of the product you are selling


1.DISCOVERY

  What are they looking for? Why do they want / need it,
The key to making this experience world class for our customer lies in our ability to listen
Wait... take a moment... LET THAT SINK IN
I'll say it again
 The key to making this experience world class for our customer lies in our ability to listen

- Ask the questions that get you the information you need to know

  Don't waste time trying to be clever in this step, just ask honest questions.
                                    - What are you trying to accomplish
                                    - What is your preference in product
                                    - How will you be using it
                                    - What type of budget have you set for this purchase
                                    - What obstacles stand in the way of our filling this need

2. DEMONSTRATION
   
    Notice I did not use the word presentation .
That's because a presentation involves more talking and less doing
 Our role here is to demonstrate our product's ability to meet the needs of our customer , both with ease of use, and technical accomplishment.
  We will have to have some savvy here.
 Any sales clerk can "pass the buck" to their service and delivery staff, and most do.
 They use clever sayings like " We have folks that will go over all of this with you." and  "I just sell them, someone else will explain it all for you ."

Remember what we are trying to accomplish here, WE are looking to be AMAZING
  - Know your product
                  This comes from having spent time with the product, understanding how it works, and why it benefits the consumer
  - Be able to answer common questions without "passing the buck"
  - Be interactive, don't just show the features, let the Consumer operate the functions whenever possible.
  - Personalize the demonstration - That's why we listened,
        Our customer doesn't care how someone else will use it- lets demonstrate how they will use it

OWNERSHIP

 As a sales person, you need to understand that a customer begins to take ownership of a product long before any money changes hands.
  When our customer can "see " themselves owning a product, they begin to take ownership of it.
Without this step no purchase will be made.
  - Don't clutter this moment with stupidity and insincerity
                    Don't insult the buyer with phony claims of "one time incentives"
                    Don't rush them to purchase by telling them our product will be something it is not
                    Avoid making promises you are not 100% sure you can fulfill
They can get these actions anywhere, and they can smell average a mile away,  Our job is to be Amazing
  In short, Let the Customer buy the unit because it is what they want, It does what they need, and we have done an amazing job of demonstrating these facts.


Sell like your living depends on it
Donnie