Master the art of selling !

Today I will teach you the art of selling through human(Customer) Psychology.

A typical sales discussion at a carpet store: (observation & analysis in Italics)

Buyer : A lady       Seller: Sales person        Product: Carpet (Brand Z)

Conversation 1:

Sales P: Hello Mam, How can I help You?

Lady: I want to buy a carpet.

Sales P: Sure Mam, which brand are you looking for?

Lady: Coir D (Every customer has a pre-fixed brand when they go shopping)

Sales P: Sorry Mam, we are not keeping Coir D as it was good earlier and the quality has degraded over a period of time with lots of customer complain. Mam why do’nt you check Brand X, Y or Z. Brand Z is really good these days. (Coir D is not available in that store and its a normal justification given by the sales P)

Sales Guru

Lady: Ok show me (customer is a bit unhappy of not getting her choice of brand but since she was there agreed to just check other brands too)

Sales P: See Mam. This is brand Z. Let me explain why is it selling so well these days.

1. Mam Just feel how soft it is and comes to you from CompanyAZ that is pioneers in home decor.

2. Its so light weight that you can fold and carry it with you for picnics and outdoor parties too.

3. Mam it is washable and will not lose its colour with subsequent washing.

4. Infact its very tough and there will be no matting with heavy table also kept on it. (Good job done by the Sales P in selling FAB and the lady likes the product)

Lady: Ok. how much is it? (obvious question)

Sales P: Mam its only Rs. 2500/- and fortunately there is a 20% discount offer available now. What colour do you prefer Mam? (Sales P tries to close the deal with a bonus offer as well)

Lady: Show mw Blue (normally, a choice made as per the colour of her wall and her imagination of the colour combination)

Sales P: Oh Blue ! Sorry Mam, since its a floor item, the colours are limited to Black, Brown, Red and White. Please select one of it. (the sales P gives a choice limitation in absence of other choices and tries to motivate her)

What are the chances of sales made in this case, keeping in mind though the product features are liked by the customer but did not get her the choice of brand and colour to suit her wall ????????

Now lets observe the same with a Sales P with a better understanding of human psychology.

Conversation 2:

Sales P: Hello Mam, How can I help You?

Lady: I want to buy a carpet.

Sales P: Sure Mam, which one you will prefer among Brand X, Y or Z?

Lady: You do not have Coir D? (Every customer has a pre-fixed brand when they go shopping)

Sales P: Sorry Mam, we are not keeping Coir D as it was good earlier and the quality has degraded over a period of time with lots of customer complain. Mam why do’nt you check Brand X, Y or Z. Brand Z is really good these days. (Coir D is not available in that store and its a normal justification given by the sales P)

Lady: Ok show me (customer is a bit unhappy of not getting her choice of brand but since she was there agreed to just check other brands too)

Sales P: See Mam. This is brand Z. Let me explain why is it selling so well these days.

1. Mam Just feel how soft it is and comes to you from CompanyAZ that is pioneers in home decor.

2. Its so light weight that you can fold and carry it with you for picnics and outdoor parties too.

3. Mam it is washable and will not lose its colour with subsequent washing.

4. Infact its very tough and there will be no matting with heavy table also kept on it. (Good job done by the Sales P in selling FAB and the lady likes the product)

Lady: Ok. how much is it? (obvious question)

Sales P: Mam when other brands in this range are costing around Rs.3500/- its only priced at Rs. 2500/- and fortunately there is a 20% discount offer also. Mam what colour will suit your wall the most among Black, Brown, Red and White? (Sales P tries to close the deal with a bonus offer as well)

Lady: …… (Can she say Blue / any other colour apart from the choices offered by the Sales P ?? Think what you will do in this situation?)

What are the chances of sales made now ? Better than before..

Learning: Do not give much of open choices, people may ask for heavens.

eg. Boy in love asks to his girl. Dear what would you like to have this Valentine and the girl says, Buy me a Diamond set. (may be beyond the budget) but If the boy would have asked.. darling what would you like more, a gold ring / a beautiful suit? Think what will be the response from the girl….

Learn to control the buying tendency of a customer with a better understanding of HUMAN Engineering with me. Please feel free to ask / contact me for any further query.. Have a great sales !

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