Friday, February 15  

You Can Sell Just About Anything

And here's proof.

My son Harry is a funny fella - he's always up for a laugh and a bit of fun.

A mad keen soccer player, I took him to buy a new pair of soccer boots the other day.
Here's what he chose:

Just goes to show that you can sell anything to anyone!

The only thing I could think of to say was that he'd better play incredibly well - these are no boots to be wearing if you have a bad game.

Cheers

Brendon

Labels: marketing, sales

Monday, September 10  

What's Your Problem? How To Make A Sale

I went with Mel on the week to search for a new washing machine after our current one died.

We went to 3 different retailers and spoke with 3 different guys. They all made their spiel to Mel on why the washing machine they were recommending was the best.

Mel didn't buy.

Here are some things I observed:

1. Mel hated the pushy salesperson.

The worst thing any of them did was appear desperate. That was an immediate turn-off for Mel and she didn't consider the guy further (this was the guy who I thought, was the best at explaining the advantages of his machine over the others).

2. No-one was credible.

None of the salespeople offered any proof of their expertise in the area. This was particularly relevant when a couple of salespeople contradicted the other.

Which one to believe?? Mel took the easy route and didn't believe either of them.

3. Only 1 Identified Mel's Needs.

Only 1 of the 3 asked her any questions about her needs. (That was also the desperate guy who pleaded "You'll come back Monday won't you....please. Ask for me. If I'm not here come back later.")

None addressed her needs and made an irresistible offer.

No sale was made.

Identify Problems Then Offer A Solution

Being a washing machine salesperson wouldn't be easy.

But if 2 out of 3 don't even ask basic questions - like how many people do you wash for, how often do you wash, etc - then it might be a little harder than it needs to be.

Selling is always about identifying problems and offering solutions. If you don't ask questions you won't know what the problems are.

If you don't know what the problems are you can't offer the right solution.

Cheers

Brendon

Labels: sales