Make Your Sales Job Successful

Do you have the desire to work as a retail salesperson or promoter? Do you want to learn how to get plenty of signups or sales? This article can help you.

Over ten years ago, I worked as a window display demonstrator for a magnetic window company that was based in St. Louis, Missouri. The company made magnetic windows that were installed on the inside of people’s existing windows to stop drafts, noise, water and damaging sunlight from coming through. I was eventually promoted to a trainer who taught new hires to do the demonstrations at local stores. I will teach you how to present yourself as a demonstrator or salesperson in the retail field.

Be knowledgeable about your product. Read your company’s product information and rehearse your presentation frequently. Always think of answers to questions your prospects might ask. Be creative when you are asked an unusual question. If you give poor presentations and cannot think quickly, you will not be successful.

Always smile at your sales job. If you stop smiling after someone rejects your sales pitch, others might think you are someone who gets discouraged easily.

Keep all necessary materials at your work station. I put ice inside my display booth to give the windows a cold, frosty appearance and feel to reinforce window drafts my prospects might have. I kept a “6x9” clipboard that contained lead-generation sheets on the booth. You should use a small clipboard to avoid making prospects think they will have to give or fill out a lot of information. I also kept customer discount coupons on hand to give everyone signing up for an in-home window inspection.

Be receptive to everyone. I once ignored a child who came up to my display booth because I was too focused on finding potential homeowners to talk with. When I approached the kid’s mother as she came by, she said, “I’m not going to listen to you because you wouldn’t talk to my kid.” I should have quickly showed the kid the booth.

Employ a good approach to encourage plenty of people coming your way to stop and listen to your presentation. Your approach should combine enthusiasm with respect, proximity and clarity. Approach shoppers with a smile on your face and make your pitch with firmness. You will have more trouble getting people to stop if your voice is too weak or soft.

If your product is a window, you could meet a shopper with a small window sample from your booth and say, “Good morning, Madam. Have you seen our magnetic windows? Feel how light this is.” “It is light,” she will probably say. Using an approach like this in which you are friendly and get the prospects directly involved is necessary to build a rapport and make your prospects more willing to give you the opportunity to do your presentation.

Once you begin your presentation, you must qualify your prospect. I usually began my presentation by saying, “Put your hand on this (frosty) window. Feel how cold it is.” After the prospect affirmed the window was cold, I said, “Our magnetic windows keep out cold and hot air. Do you feel any drafts coming through the windows in your house?” I mentioned the word ‘house’ to make sure the prospect was a homeowner.

Present all the features and benefits of your product. Ask your prospects questions regarding your product and listen to them. If the prospect does not display interest during your presentation or does not have problems that can be solved by your product, thank him or her for listening to you and start approaching others.

Do what it takes to overcome objections. For example, if my prospects said they were not ready for an inspection when it was time to write a lead, I said, “You’re under no obligation. Let me give you this discount coupon so that when you are ready, you will save a lot of money. What’s your last name?”

Offer your prospects flexibility. As I scheduled an appointment with prospects who agreed to let my company come inspect their windows, I would say, “Would 5:00 PM or 8:00 PM be a better time for you?”

Take advantage of special shows. Events such as home shows will bring you many prospects looking to buy your product now.

Follow these steps to have more success with your sales job!