Inspire customers with marketing: 2 X 8 tips for enthusiastic buyers

To have Seller not long obsolete at the point of sale? Thanks to digital trade(s) separates customers today just a mouse click away from your shopping request. But this is exactly where the opportunity for really good salespeople lies. Because they can do what no one can Online-Shop can: Not only advise customers, but also inspire them!

Motivate instead of algorithms

The role of the seller in the field has changed dramatically. Online practice is now fiercely competitive with the “living order block” of yore. Field workers should therefore focus primarily on the personal relationship.

With the efficiency of electronic ordering processes and the Internet no field worker can compete. Successful salespeople counter soulless algorithms with the primal human ability to motivate.

Through sympathy and empathy, they build up long-standing relationships. With intuition and professional competence, they are creatively and intellectually engaged in conversation partners and their current business situation. Understand it then, strategically to advise, become from customers genuine fans.

Merchandiser, sales coach and marketing consultant

The books on the subject (advertising)

Sales representatives would do well to use their regular visits to customers to sustained to inspire. The vocation of the sales force today is to be a supplier, merchandiser, entertainer, sales trainer and even marketing consultant all rolled into one. It's about providing AHA moments for the customer with every visit. What is meant by this can best be illustrated with a little story from the bazaar Khan el Chalili in Cairo:

“I like to buy pashminas in Egypt and make those at home happy with the fine woolen scarves. delved into Conversation When it came to quality and variety, the retailer was initially adamant about the price. So I got out of my purse a storm lighter that I had brought to Egypt. Here I have a gift for you! Suddenly his facial features changed. A present for me from Germany, he asked in astonishment. Yes, of course, for you, from Germany, I replied. What came next was clear: Imagine the Family, drinking tea anyway, visiting the textile warehouse. Of course, I bought at a much cheaper price than it would have been possible before the gift was given. The 'souvenir' was a real key scene in our sales pitch, an AHA moment for both parties."

Humor and spontaneity,

Heartily laugh freed. Why do not we sellers give our customers more often a gamble? If we have managed to beat the hearts of our customers through AHA moments in the sales talk, we still have an important task: we are worried about good entertainment.

Touch all the senses

Discounts for your success (advertising)!

The convincing seller thinks very carefully about how he can show the advantages of his product. He involves his contact person with all his senses as much as possible. Which message the dealer can feel, smell, taste, see? What can he try himself?

Sensationally conveyed product highlights can provide crucial AHA moments even under time pressure. Experiencing buyers, what is special about this product and with what arguments it can be placed with the consumer, this is a good test run for the future sales pitch. Such products are enthusiastically recommended to consumers.

8 tips like visits from sellers

1. Prepare presentation visits strategically effective. Only those who have a plan can achieve their goal.
2. Instead of packing everything in under the motto "a lot helps a lot", it is better to focus on each visit individually.
3. Set up an individual core message for exactly this dealer and set the focus of the demonstration accordingly. If I can only place an information, a product, what (s) ?!
4. Take the customer's perspective: “I would take his place…” Where is my customer? What does he need from me?
5. With AHA-Moments out of the visit routine: exciting information, small gifts, nice compliments, wit and humor.
6. Sustainable transport of information. Small brand and product stories remain in memory.
7. Involve the customers with vivid demonstrations.
8. Conclude product demonstration with a clear recommendation for action and tips on presentation.

Because selling makes happy

In the age of the Internet, every product is accessible to every buyer at any time. At the same time, an oversupply of products and information is unsettling. Potential customers verlieren fast the overview. No overview – no motivation to buy!

This is where the good seller comes into play. His vocation is to be the guide in the supply jungle. As a vital guide, it helps its customers to find exactly the right products or services for them. Sellers who make their customers happy through their personal commitment have a good reason to be happy themselves.

Help customers make decisions

What does he want Customer really? The seller is required to listen carefully and with genuine interest and purposefulness Ask to find out exactly that. Detective flair is required. Many customers turn to specialist retailers because they themselves are not quite sure what they are looking for. Instead of reacting impatiently, sellers should be curious about the People be the one facing them.

And looking forward to the new sales situation. If you are curious, you are doing yourself a huge favour, because curiosity makes you smart and happy! When curiosity grabs us, ours becomes Brain a cocktail of happy-making messenger substances is poured out. This surge in hormones also changes our thinking because fresh neural networks and connections are made in the brain. Studies have shown that this increases the intelligence quotient.

A good seller is an entertaining seller!

Wisdom helps sellers correctly assess customers. The customer spoiled by the media is always on the lookout for the extraordinary. Unfortunately, he is often disappointed in the specialist trade. With “Can I help you?” and “You can find that over there on the left!” sellers do not win a prize for customer orientation.

Today's customer wants to be entertained. No salesperson therefore has to become a comedian, crack jokes or perform tricks. But he should with stories to Brand or provide information about the product and also be able to have fun.

Involve clients with all senses

Enthusiasm is required, but it's not enough if the customer isn't taken along. What is the use if e.g. B. the stationery saleswoman enthusiastically describes the advantages of a fountain pen, but not from the Hand gives.

By simply trying it out, the novice writer would have quickly “understood” the hand-friendly advantages and his Mother chose this model.

Directed by the seller

This direct trial of alternative products works only in stationary trade. Without annoying re-packing and resending.

It is the seller's advantage to use this advantage. A good seller always keeps the threads in his hand. He is directing. The customer is an actor. But he must be allowed to play. Then he can talk enthusiastically about the buying experiences in the specialist trade.

8 tips on how sellers delight their customers

1.  Be curious about the people and their desires
2.  Make a nice compliment to the interlocutor.
3. To listen appreciably and to make the conversation partner think through with intelligent questions.
4. To formulate his needs exactly to the point. The customer really feels understood!
5. For clarity: give orientation in the jungle of possibilities and make a clear recommendation
6. A new solution or idea.
7. Caring for good stories and transporting information sustainably.
8. Involve the customer through vivid demonstrations and let them “understand”.

Top books on the subject

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