How does a salesperson convince a customer to buy now and hand over the money?
Q:"How does a salesperson convince a customer to buy now and hand over the money?"
A: I don't think you convince anyone. Salespeople have got to find a way to have a conversation around the product so that they feel like this is the answer to the solution of a problem I may not even be aware of. I might have thought the problem was over here, but the problem is really here, right? So somebody says, "I just lost 50 pounds. I wanna buy a new pair of pants."
They've already engaged in the idea of pants, but the conversation is now to you. “I know you'll want to freshen up the whole wardrobe and what that's going to give you confidence and to be able to really harvest all the hard work you've done.” Well, that takes some work.
But that's not about handing over the money. I mean, handing over the money is just kind of, you know, "Give me your money - I need something." And the problem with that is a lot of retailers do that. I think I see two types of independent retailers right now.
Ones who don't give a damn, they're kind of sitting at the counter, disengaged. "Let me know if you need anything." And then I see other people that are aggressive like, "Hi, it's Jane. Welcome to my gift store. Can I help you find something?" You're like, "Hold on, just back off."
I think that the approach you should use is a sales process called SalesRX.
I don't want to be looking for dollar signs in their eyes. You don't know who's walking in the door, who may or may not have money. So we have to treat everybody better.
And when that happens, then you get people like on SalesRX, who tell me they are Retailer of the Year in their state three years running or who’ve gotten a $100,000 increase in six months, or 20% increase in an average ticket.
When you are willing to do the hard work of crafting a relationship over a transaction, the money comes.
But you can't yell at the stove and say, "Give me heat and then I'll give you wood." I think it's got to be the other way around."