The father of refrigeration, Oliver Evens, designed the first effective refrigeration system in 1805. The system would collect heat from the interior by moving vaporized refrigerant through the coils. The refrigerant moving through coils soaks up the heat and transfers it outside and releases it. The gas is then compressed into a liquid state and again recycled into the refrigerator. In 1894, Jacob Perkins was successful in making the first practical appliance using this technique. The old days of the icebox were gone and every home had a refrigerator.
Today we take for granted that we have such at thing as refrigeration. However, when it starts malfunctioning, it creates a problem. Purchasing a new one becomes an option now. There is a person in the store who persuades us to get one. He is the salesman of the refrigerator.
If you are a modern salesman, what are tricks you would adopt to sell ?
Being a good advisor to your clients is one of the main tip. By being one, you would be able to understand about their requirements. That way, you earn their trust, which is extremely valuable. When it comes time to buy that new refrigerator, you will be the one they come to for advice and the person to buy from.
Another trick is to provide you with three choices. The first one is the priciest. The third one is naturally the lowest price. When you give anyone three choices, they tend to gravitate to the middle one because it seems safe. Obviously, the middle one would neither would be the cheapest nor the costliest. This makes them choose the middle one.
Know your products solid. You should be ready to answer any questions they have. You should also be able to explain the pros and cons of the product to the buyer. This would enable you to build their trust. You should also be prepared to explain the advantages of your product over the competition.
Be confident about your product. Know that it is quality, and just what the customer wants and needs. Communicate that confidence by making eye contact when you speak to our prospective customers. When you speak about the product your enthusiasm should come out.
Think like your buyer. Feel and utilize the buyer's emotions. Think about what would be your feelings if you are the buyer. How would you feel after you bought this particular model? Transfer that to your sales pitch. Convey to them how good they would feel when they buy and use this refrigerator.
It would also be good to make them see how things would improve with this product. Go for it. Their presence in the shop shows their intention to purchase. Tempt them with everything you know about how much their life is going to improve once they have this in their home.
Your attitude and aim should be to build long term trust. If they do not buy today, they will be back because they trust you.
Avoid lying to your customer. They are intelligent beings who can figure things out. Honesty is the best policy especially with your customers. Once they think you have lied to them in anyway, you have lost their trust.
Follow up on your sales. Be there for them and help them to appreciate what they have just purchased. Make sure they get any refrigerator rebates they are eligible for. This would enable you to win their trust and build an long lasting connection. That means more sales for you and confidence in your salesmanship.
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