It’s Refreshing to Find Knowledgeable Salespeople
My wife and I have been shopping for a washing machine and dryer for the last six months. After spending time searching the web for recommendations on the best brands, and consumer comments, we started visiting some big box stores.
First, when you go to these stores, you must wait for someone who works in that section to become available. Several trips were just spent looking as the wait was just too long. Finally, we made a decision and a purchase, mostly based on the research we had done ourselves, as the salespeople basically only had knowledge of pricing. Unfortunately, after several months of waiting for a delivery, after being assured it was in stock, we canceled the order.
If you want to be a professional salesperson that customers can trust, you need to add value. The best way to achieve this is simple: Listen to your customers; they will always tell you how to sell them.
As our machines’ condition worsened, we hired a repair person who told us they needed to be replaced. My wife thought we should look for a small, privately owned appliance store. I was surprised that there was one in town.
We knew we were in the right place from the moment we walked in. A couple of people were ahead of us, but the salesperson spoke to us right away, apologizing for the wait, and asked what we were looking for and pointed us to the aisle where we could start looking.
In no time, the salesperson was free and came over to help. After the introductions, they started asking some questions. What type of machines do you have now? How old are they? Have you been happy with them? What features are most important to you? How large is your family? Will these machines be in your home or in the garage? Is color important?
They asked us if we had some brands in mind, always listening to our opinions. Once the salesperson had a good idea of what we wanted, they made some suggestions and started talking about some of the new features today’s appliances have.
Our salesperson had an in-depth knowledge of every feature of each machine and helped us make a good comparison. They had an answer to every question we asked and helped guide us to a good decision. The bonus was after we decided they mentioned the Fourth of July Sale that was going on and how much we were going to save. We were so comfortable with the whole experience that the price was not even on our minds when we decided. We bought them on Monday, and they were delivered and installed on Friday, right on time, as promised.
If you want to be a professional salesperson that customers can trust, you need to add value. The best way to achieve this is simple: Listen to your customers; they will always tell you how to sell them. Build your customers’ confidence by knowing your products. If you want customers to recommend you and your company, follow through on your commitments.