It was in 1805 that the very first operative refrigeration was designed by Oliver Evens This system works by absorbing the heat inside the refrigerator through circulation of vaporized refrigerant. This heat would be transferred to coils and moved to the outside where it was released. The vapor would return to a liquid state where it recycled for use again. In 1894, Jacob Perkins was successful in making the first practical appliance using this technique. This brought a change from old icebox to new refrigerator in every household.
Today we take for granted that we have such at thing as refrigeration. When it breaks, we have to do something about it. It is time to buy a new one. Someone at the store has to sell us that refrigerator. He is the salesman of the refrigerator.
If you are a modern salesman, what are tricks you would adopt to sell ?
One very important trick is to be an advisor to your clients. 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.
Now you should give them at least three choices for buying. The first one is the priciest. The third one is naturally the lowest price. Usually, when a person is given three choices, they feel that the right choice would be the middle one. Obviously, the middle one would neither would be the cheapest nor the costliest. The center one just feels right.
Know your products solid. Anticipate any questions that may come up. 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. Understand how it satisfies the requirements and needs of the customer. While communicating with the customers make eye contact with them so that they feel the confidence in you. Be enthusiastic when talking about this particular refrigerator.
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. Picture to them how they will feel when they have this installed in their home.
Help your customer to see that their life will not be full without that refrigerator. 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.
Finally, build long-term trust through thinking long term. This would make them return to you, even if they do not buy now.
Never give false information to the customer. They are intelligent beings who can figure things out. Be up front and honest with them. Once they think you have lied to them in anyway, you have lost their trust.
After sales follow up is also essential. 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. In this way, you will continue to build trust for that long-term relationship. That means more sales for you and confidence in your salesmanship.
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