Sales techniques
What ever you’re selling, weather its shoes in a shoe shop, a new car or promotional business
gifts the sales techniques are all the same.
Step one, “create interest”. It’s easy in the shoe shop scenario, simply by placing the shoes in
the window, or course there are magazines to advertise in, both local and national. There is also
the occasional celebrity that that may wear your shoes and make sales rocket. With the car
dealer, TV, local and national press are already common place. The fact that someone may be
driving the car around you local streets may also create an interest, more so in the latest Ferrari
than the latest Peugeot mind. We also have the celebrity scenario; let’s consider a professional
footballer driving the latest Range Rover with his Wag girlfriend being photographed whilst
putting his shopping in the car. They may have even been to the shoe shop? If we take the
business gift situation it’s difficult to create that interest to a potentially new customer. The initial
interest will come from them, “were looking for pens for a conference”. That’s when we can
create the interest from a fantastically vast range of promotional pens. In all three cases mailers
or e-mailers to existing customers is now seen as acceptable.
Step two, “Command Attention”. Get the customer to try them on, “what size would you like, any
particular colour?” The car dealer would offer the similar test drive, “would you like to take it for a
spin sir?” Lets take the promotional gift and stay with the promotional pen. Find out what colour
the corporate colour is, offer a pen in their company colour, try it, write with it.
Step three, “Give reason”. This can normally be a fib! Let the customer know that the shoes look
fantastic, that they are one of our best sellers. The car is a little more difficult, its s bigger
purchase after all, but similar fibs are told. “It’s a great looking car, don’t you think so? It’s been
so popular this year