One very prominent challenge that every person in sales must face is how much your customer does or does not know or tell you about what she wants.
It is our job as sales habitancy to help them shape it out, and then, of course, to fill that need. These categories cross all boundaries of stock and assistance sales - and each must be creatively handled for a sale to take place.
Here are Five Stages of information customers exhibit when bringing their wants to us:
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1-Most coarse is the Unspecified Need. habitancy show up reasoning (or knowing) that they have a problem, and have no clue as to what to do about it. This also appears when habitancy are reluctant to tell a sales man what they are interested in because of prior, poor sales experiences.
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For Example; a woman comes to a jewelry party finding for "something new". Not too much help here - all she might buy would qualify as new.
2-You can move her to a general Need by asking basic questions. She might admit that a seacoast of beads she once saw somewhere looked interesting.
This tells us any things: She's reasoning of something to go colse to her neck (not her ankle or her finger), that she has been finding for a time; and that there is some interest there. Use this as a starting place.
3-When you can move her to a specific Need, you begin to get a good idea how to help her. "I'm finding for something in a gold chain, with maybe some green, that I can use at work or out for dinner."
Now we're manufacture real progress. You now have a framework to use, and language along with it. The word "Gold" tells you she may care about the status it confers, that she works in a well-dressed office and that she socializes after work - or because of it. "Green" may indicate a personal preference, or a specific need. At any rate, you now can frame and ask more questions to take you added down the road.
4-At the other end of the scale is the customer with a very Detailed Need. These habitancy come to you with a faultless photograph in their mind (usually mis-remembered) from somewhere else, and think they will accept that and only that item.
This can sound like this: " I want a 19 3/4 inch chain with 12mm fluted gold beads, separated by light green peridot crystals, and having a 2" hanging pendant of the goddess Minerva eating grapes. (Ok, I made up the grapes part.)
5-While this must be dealt with, often when you uncover the Real Need, you can recommend something that you have that will achieve the same ends.
The Real Need is the emotional need behind the purchase. Often it sounds something like this: "Mary, from the office down the hall wore a necklace last week that she bragged about so much, and flaunted colse to in her low necked blouse, that even my supervisor's eyes bugged out. I want something good than that!"
This is the real speculate she will purchase. And although you may never hear the whole story, it is this conversation inside her head that is driving the purchase. uncover the emotion, and you will know what to recommend to faultless the sale.
Three activity Steps:
- Take a look at your quality to recognize the separate levels of information;
- Formulate questions to uncover what You need to know;
- Think about ways to present your stock or assistance at each level.
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