Take Never Know Your Client

In all positions in sales, we come across people that are easily implemented, odd ducks. Depending on our attitude towards people and situations that are different or are not familiar, we naturally react a certain way. A competent sales person learns, giving each customer feel like they are their best customers and has limited prospects into customers.

Working a home and garden show for a spa (as in the hot tub) Retailers are an experienced seller, I actually experienced, ignore or do not turn away an elderlyLord, because he believed that, and I quote, "old man" was just bored and wanted to chat with someone. Henry's time was precious, and he did not intend to waste it on chit chat, he was an eye out for a real on.

The overalls, dirty work boots wearing old guy left our stand, gasping. Did I mention he also went with a stick and chewing tobacco ... really! He came back an hour or so later. I hold him this time and said: "As a young man, what I can tell you aboutour bathrooms? "" Well, "he said, you really want to talk to me or ignore me like that other guy." No, I will take all the time, you must master. From what I could say, his need was fairly basic: "I want a spa, so I can be better able to cope with my arthritis pain. I think that great as you think you will climb, and out of this puppy, but I went to show our different jets and are part of the body, they would massage. I basically gave up his list of advantages.

Then Ia fatal error, turnover, had basically the same of our sales staff. I upgraded it to our smallest unit, which fits only two people. I did this for two reasons. One, I thought it was the only one he could, and make two, he probably would not have a few people have a hot tub party. Without a word, he looked at me like I was a stranger and began to leave the stand. Quite shocked, I cut him and asked him why he left empty. "Well," he said, "You are onlyLike the other types and be condescending.

At this point, I apologize, plenty of smiling and said: "I assumed that you are not with a bunch of hot chicks of the party, and needed, therefore, only a small wellness area for personal use. He laughed and said: No, I do not have hot chicks with the hot tub, winks and says, "do but my grandchildren. I put my 3 grandchildren, all of the tub in high school and college and we all want to read a.

(Note to self: sohe was in the spa, take it to the children only).

"In this case, I said, let's look at the eight-seat spa. Playing with blue eyes and you can take it home at the end of the show tomorrow. Is that enough for you?" He took the cure and paid for in cash. Overalls have have big pockets.

Lesson learned: Never assume you know the people or their needs, no matter what they wear, what they are driving or how they talk. Remember, all questionsTheir probing questions, to show your prospects true needs. If you know what they really need, you can create a solid recommendation based on the products and services you may be able to pass on. Consistently treat every customer as if they are your most important customers are not only yield more revenue, it will definitely yield referral business, which in turn leads to more.

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