18 June 12

Sleazy Sales…how NOT to sell

I LOVE selling and I LOVE being sold too….crazy I know! I love the process, the interaction and the buzz. When I am being sold too I enjoy watching their process and strategies. Some people are born sales people and some people think they are but are really doing themselves a HUGE injustice.

One Saturday morning a couple of weeks back my partner and I along with our 2 children set off to by new bed as our other one was damaged in the floods. We entered the first store and we were greeted by a lady, she went into her sales pitch which went something like.

“Do you just want any bed or do you want a bed that is made for you”

Lie on this bed, lie on that bed, roll over, now roll over again, now stand up and I will show you what it does. It has soft shoulders, firm tummy and soft hips!

Her colleague joined us for the show and invited us over to his side of store and well I felt like I was talking to this guy…..

He showed us inside not 1 but 5 different mattresses then we went through the whole thing again for EACH mattress.

Lie on this bed, lie on that bed, roll over, now roll over again, now stand up and I will show you what it does. It has soft shoulders, firm tummy and soft hips!

Mean while it’s 45 minutes in, my 5 and 3 year old have their shoes and socks off running around the store. I say “OK, the last bed a bought we spent a lot of money on and we couldn’t sleep in it because it put my back out. Can you tell me which bed is best for me because I don’t want that to happen?”

I had to ask didn’t I…

Lie on this bed, lie on that bed, roll over, now roll over again, now stand up and I will show you what it does. It has soft shoulders, firm tummy and soft hips!

Another 3 beds later we said “Ok this feels good, how much is it”

The guy: “Oh, but let me ask you. What are you REALLY buying? You’re buying your health”

Did he really just use that line…OK get me out of here!!!

So I say “Thank you, we need to discuss it and my kids need fresh air”

The guy: “But give me just 5 more minutes and I will show you this”

Me: “No, we have seen enough and my kids REALLY need fresh air”

We walked out of the store an hour later with no mattress and the girls are shoeless.

We walked into the bed store that was right beside it and we were greeted with the very same “Hello, how can I help you”

I looked at his name badge and said “Nathan, we have been next door for an hour. We have heard and seen the ins and outs of a mattress and still don’t know which one is right for us. My kids are on tender hooks and I can’t promise you they will be good.” (I inform him about my previous mattress purchase.)

Nathan: “OK, do you like firm or soft”

Me: “Firm”

Nathan: “Lay on this one” Nope.

Nathan: “Lay on this one” Nope.

Nathan: “OK, come this way I know which one you need. ‘Lay one this one’ Perfect, let me tell you why this is perfect…. I will leave you for a minute to discuss.”

Me “No need we will take it thank you”

The moral of the story

Too many people talk themselves out of a sale, all you have to do is listen to your customer’s fears, problems and concerns. Listen to what they want and provide a solution for them. Reiterate their concerns and why your product will provide the solution. Done.

Don’t OVER sell because all that happens is you sound pushy and people don’t like pushy. People don’t want to feel like they are being sold too.

 

 

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