Cut the Stress, Cut the Time, Sell More Product

Stop chasing customers out the door with your sales presentation! You’ll gain greater profitability when you set the losing sales routines free and use confidence as a sales and marketing booster in your business.

Customers are magnetically attracted to confident sales people. They can’t help themselves, they’re simply drawn to the confidence and compelled to purchase from the person who believes so strongly in their product that they stop selling and let the buyer make the decision.

Recently, on a search for the best bed for my granddaughter, who had outgrown her crib, I visited several retail outlets. The first mattress salesman shared several mattress designs with me and pointed me to a low end mattress. He stated twice in the interview that since I was purchasing a bed for my granddaughter, I wouldn’t want to spend a lot of money. I didn’t purchase the bed there. I went to another store. The saleswoman at the second store showed me better quality beds, shared details of quality and value and mentioned that with a toddler on the new bed, I’d want to purchase a mattress protector.

Her sales routine showed me three things:

1 – she had confidence in her product and knew the value of purchasing a quality sleep system even for a small child.

2 – she understood my need to provide a comfortable and lasting bed for my granddaughter, along with the required products that would keep the bed in the best condition during those toddler years, so it could grow up with my granddaughter.

3 – she understood that she wasn’t the one buying the bed and didn’t try to sell me a bed based on what she could afford to purchase. (An important consideration!)

When a sales person understands the value of their product, they automatically present the best product available on the floor first. This recognizable confidence in the product and the sales person’s ability to present product attracts buyers.

A customer automatically trusts a salesperson who doesn’t judge their ability to purchase based on appearance or profile.

The consumer knows how much they can afford to spend, but they value luxury and value too. Once a customer knows the best value for their money, they have enough information to make an informed decision. Sales people who recognize the consumer’s need to understand value often make larger sales and increase their marketability by a greater percentage, because they attract buyers who value their time and money.

Sales representatives who refuse to sell from their own pocket, recognize the fact that people live on vastly different incomes and although a customer may appear to have little cash in the pocket, what they have in the bank may vastly differ from the profile that customer represents. These sales representatives will generate more sales and increase their target market simply by understanding that profiling doesn’t always work. Their innate sense of integrity will move their sales upward to higher levels because they refuse to fail. They simply enhance their marketing skills to meet the demands of a greater sales market.

Brand recognition allows the sales representative to step away from the sale and allow the consumer to make the purchase.

Neither sales representative knew whether I’d recognize any of their bed brands, or “logos” but the first sales person kept pointing out the name brands of the beds. He acted as if his knowledge of the brand would make a difference in the marketability of the bed to me. His sales pitch was peppered liberally with the name of the manufacturer rather than qualities and virtues of the beds and the way they were manufactured. The second sales person simply called the beds by their trade name and focused her discussion on the differences in manufacturing process, acknowledging that brand recognition was inescapable.

By assuming the consumer recognizes the brand identity of a product, the sales person cuts the presentation time, allowing the value and quality of the product to be the presentation. This blatant “expectation” gives the consumer an understanding that “this brand should be recognizable to me” even if the consumer has never heard of a brand before. The insinuation is there, which results in an underlying validation of the consumer. The sales person says without voicing the words, “I realize you’re an intelligent person and you have already done your homework, you’ll buy the bed that is right for you.”

Confidence attracts buyers.

Show your confidence by allowing the consumer to recognize your brand. Learn how http://brandyourmarket.com can help you brand your business and products with confidence and marketing expertise. You’ll talk less, listen more and have greater profitability with better Brand Recognition. Get your own FREE Subscription to The Branding Iron and you’ll be a more confident sales person.

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