Discouunts

Making the sale

Why bother getting a customer interested if you are not prepared to close the deal? “Would you like one?” “Shall I put it in a bag for you?” “Was it two that you want, or just the one?” Salesmanship is an art and the art is bold. Some are never bold enough to close the deal. Closing too early can be a problem but closing too late is usually the least productive. Being unafraid of closing the deal often beats technical knowledge. If the customer says they are not sure, you can carry on the conversation and ask again a few minutes later.

When asked a question of a technical nature that you are unsure off, simply say, “I don't know but I’ll find out for you”, then go and find out. People are more inclined to purchase from someone who makes the effort to get the facts right. Incidentally many salesmen can over sell if they try to overload the customer with too much information. Instead of closing they pile on even more information. That hinders not helps get a sale.

People are usually reassured if they know that others use the service or buy the products that you are offering. “John Smith buys these regularly from us and is always pleased.” Crowded stalls arouse curiosity – people want to know what is going on. A herd mentality prevails, and people don’t want to miss out when they see other people part with their money. There are tipping points at restaurants where if it looks busy enough it must be good. Nice young ladies are often used to get people inside. They are used wrong. Instead of hassling customers on the streets they could be used to talk and interact with the customers inside. People like to be listened to. These ladies need only do that, listen to what the holiday makers have been doing all day and soon the place will be full.

Inexperienced traders like the feeling of being all powerful. They can get you anything you want. Except they can’t. Or they don’t have the time. They say yes. They learn over time to say no. When a customer asked me for something I didn’t have, I would say to them that I will make some enquires and get back to them, making it clear that it is not a certainty at all. That way I avoid a lot of stress. Saying, no, sorry, is hard at first. We can be too quick saying yes. This applies in other walks of life too. If you think you are unlikely to make it to a party, say so. You are not letting anyone down that way.

I am selling a dog, despite me having no right, as the dog owns itself. The dog is well behaved. It is house trained. It never bites people. It is most healthy. I took a picture disguising the fact that its tail is a little shorter than it should be on account of it getting caught in the door when the wind blew through the house. It is only a short piece missing, most is fully intact. Here is the problem. Someone pays you and travels a fair distance to take charge of it. Then they see the tail and are not best pleased. Had you told the tale of the tail they would be fine about it. But you didn’t tell them the tale of the tail and now they are quite cross.

Tell people what your product has and what it has not before they buy. If they know beforehand, then all is fine, we are happy. If we discover something absent afterwards then we want our money back. The product may do everything we want, the feature in question may not be something we ever use but we were told in the shop that that feature was on the product. People will accept an item that is a little damaged so long as it is pointed out before they buy. Get the facts right. Tell the truth. People will return things on principle even though an item is excellent value.