Published:
03/08/2013 03:49pm
Selling - Be Like a Chameleon
Salesperson... what image pops up in your head when you read the word, 2nd hand car dealer, annoying phone call at 8pm trying to sell you a new phone contract?
When a new customer walks into my store, I greet them and 9 times out of 10 you will get the brush off, or "I am just browsing." (By the way no one is just browsing, they came to buy something, you have to figure out what it is.)
The customer's defenses come up as they think, 'Oh no another sales-person' .
I have built a business around good service and great product knowledge. The skill to being a good sales person is to try and come across as not being a sales person, easier said than done. How do you do that? Simple, like a Chameleon!!!
My background is selling Men's Clothes, within 10 seconds of a male customer walking in I can pick their neck, waist and chest size. (No inside leg jokes please). This comes from experience, and it will come to you also in your field.
Record the customers sizes in the grey matter somewhere and look at the customer and try and establish whether he is a 'Good Day Mate', or a 'Morning Sir'?
You are trying to become a person who they would relate to. Do not jump down their throats, as they will do a U-turn and go to the next store. Remember they have come to buy something.
Now to break the ice. Number one rule, don't ask a question, which will only get you a 'Yes' or 'No' answer.
If you say "Are you looking for a shirt? " "No", that is it... the conversation is over.
But if you say, " Good day Sir, You are about a size 40cm collar?" hopefully you are right and this will impress him. He will respond, "Yes that is right, how did you know that?"
You have broken the ice, you are in. Then just talk to them about what they want. Yes, you are selling but make it sound like you are helping them, talk sports, TV anything. Remember people buy from people especially males.
They will appreciate the service & knowledge and I can guarantee you that they will be back.
To summarize, Instantly look at your customer, decide what you will transfer yourself ( Be like a Chameleon) into and break the ice. People buy from People!
Hiten Thakrar is the first person you'll see when visiting Sydney's Zantini Menswear shop. Best known as "H," he is passionate about providing quality menswear as well as exceptional service and advice regarding how to be the best dressed man you can be. Visit www.ZantiniMenswear.com to receive "How to Look Great and Save Cash With Your Business Clothing," along with tips, tricks and some great menswear fashions.
