Every re-seller is interested in optimizing profits, without any major addition of resources. It is often pointed out that the primary ways to maximize profits is to work with existing customers, and offer benefits that will enhance their experience. The other incentives are “convenience with comfort and ease of presentation”. In online sales, effective strategies are called “In Bound Marketing” selling to those that are looking to buy your product”, they are already in the market, they are looking for a resource to obtain it. In store, or on site sales, are no different, looking for ways that will improve on a decision that they have already made, by enhancing those decisions.
There is a point of information overload, and simplification is needed for clarity, and knowing where to start is often difficult to the decision making process. Define the need, understand what they are looking for.
#1. Engagement: Give the customer a reason to do business with you, engage them to come in, or call you. This could be in the form of choosing the right merchandising strategy, things that will promote and build a relationship with the customer and trust you as a source for what they are looking to attain.
#2. Seek to Understand: Ask questions, evaluate what specifically they are looking for, don’t be shy about drilling down to their underlying motivation in finding what they are looking for.
#3. Restate the what you just learned: “If I understand you correctly, what you want is “summarize what you just heard”, have them affirm your understanding. In doing so you a defining the solution you are going to present.
#4. Offer, and allow the customer to select the best option for them.
#5. Confirm the selection, and remove contingencies, (time, money, need)
#6. Convenience: You will take care of it, offer alternatives in payment, cash, check, credit card, terms.
#7. “Just Looking, or looking to Compare”, be prepared to offer alternatives, and help them weigh the product benefits and help them compare options, with solutions based understanding