Why Should I Buy From You?

Written by Kelley Robertson

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People also make buying decisions based on their overall experience in your store or place of business. Here are influencing factors:

1.Ease of business. Are you easy to do business with or do I, as a customer, have to jump through hoops to return something? Are you well staffed or do you reduce your costs by scheduling a skeleton staff at any given time? 2.Staff accessibility and attitude. Is your team friendly and well trained in customer services procedures? Do they exhibitrepparttar mentality thatrepparttar 127241 customer is important and comes first or do they spend their time gossiping and gabbing? Do they eagerly approachrepparttar 127242 customer or do they wait for customers to come up to them first. I recently bought an aquarium and althoughrepparttar 127243 staff was knowledgeable atrepparttar 127244 store I felt like I was intruding on their time. 3.Product selection and availability. Do you have a good supply chain management or order fulfillment process in place. Prior to buying my aquarium I placed my order at one store and atrepparttar 127245 time of writing this article almost six weeks later I still haven’t been advised that my tank has arrived. And this was a stock order! 4.Store cleanliness and layout. Is your store clean, tidy and visually appealing? I recently visited a new store inrepparttar 127246 city and, even though they had been open for less than a week, many ofrepparttar 127247 shelves were in complete disarray and products were scattered haphazardly. Make it easy for people to find product, prices, and to maneuver aroundrepparttar 127248 store. In his book, “Why We Buy” Paco Underhill statesrepparttar 127249 importance of having aisles that are sufficiently wide enough for every type of consumer.

Lastly, equip your team withrepparttar 127250 tools they need to properly do their job. Take advantage ofrepparttar 127251 product training most manufacturers provide, invest inrepparttar 127252 on-going development of your people, and help them succeed. I’ve worked with companies who invest a great deal in their employees and others who spend a bare minimum. The difference in their overall results is always significant.

Today’s business environment is more challenging and competitive than ever before which means you need to give people a clear reason to do business with you rather than someone else.

Kelley Robertson is a Senior Partner of The Robertson Training Group and the author of, “Stop, Ask & Listen - How to welcome your customers and increase your sales.” Gain practical advice on how to increase your sales by subscribing to his 59-Second Tip, a free weekly e-zine at www.robertsontraininggroup.com. Kelley can be reached at 905-633-7750, 1-866-694-3583 or Kelley@RobertsonTrainingGroup.com.

Two Mistakes That Will Cost You Money

Written by Kelley Robertson

Continued from page 1

“What arerepparttar next steps?” “What do you think about what we’ve discussed so far?” “What would berepparttar 127240 best day to arrange delivery and set-up?” “Is there any reason we shouldn’t get started onrepparttar 127241 paperwork?”

The next biggest mistake salespeople make once they do ask forrepparttar 127242 sale is to talkrepparttar 127243 customer out if makingrepparttar 127244 decision. A few years ago, I was considering an activity for one of my training sessions. After listening torepparttar 127245 salesman’s presentation and seeingrepparttar 127246 product I told him I wanted one. He proceeded to say, “If you want some time to think about it, that’s okay, there’s no rush.” I again told him I wanted to purchaserepparttar 127247 activity and he responded by saying that many of his customers like to considerrepparttar 127248 purchase before making a final decision. Finally, I reached acrossrepparttar 127249 desk and tookrepparttar 127250 activity out of his hands and said, “I’ll take this one. Here’s my card, send me a bill.” I couldn’t help but wonder how many sales opportunities this business owner missed.

If you want to increase your sales, IMMEDIATELY, remain silent once you ask forrepparttar 127251 sale. Here’s why this simple technique is so powerful.

In every sales situation,repparttar 127252 customer or prospect has a mental checklist of conditions that must be met before they will be prepared to make a purchasing decision. Remaining silent allows them time to mentally tick off each item on that list. Talking interrupts this process and does not giverepparttar 127253 customer time to review what, if any, conditions remain unfulfilled. The longer a customer takes during this processrepparttar 127254 greaterrepparttar 127255 likelihood they will makerepparttar 127256 purchase. Yet, most salespeople get so nervous during this period of silence they end up blurting out something like, “Have you been offered a better deal by someone else?”

Don’t giverepparttar 127257 customer a possible objection! Ask forrepparttar 127258 sale and remain silent until they respond, regardless how long it takes. I recall reading a story about a salesperson whose prospect took almost two minutes to say yes after being asked to make a decision. By remaining silent she closedrepparttar 127259 sale. Avoidrepparttar 127260 risk of talking your customer out ofrepparttar 127261 sale by keeping quiet after you ask forrepparttar 127262 sale.

If you’re serious about building your business get serious about asking forrepparttar 127263 sale and developrepparttar 127264 discipline to stay silent afterwards.

Kelley Robertson is a Senior Partner of The Robertson Training Group and helps businesses maintain their competitive advantage by teaching them how to increase their sales, develop their negotiating skills, and motivate their employees. He is also the author of the best-selling book, “Stop, Ask & Listen. How to welcome your customers and increase your sales.” His web site is www.KelleyRobertson.com and he can be reached at 905-633-7750, 1-866-694-3583 or at RTG@cogeco.com.

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