A customer is standing by the vacuum cleaner display. The Sales assistant approaches the customer and asks “are you looking for an upright or cylinder?”

Which letter best describes the selling skills?

Product knowledge know what you are selling.

Acknowledge customer – make eye contact

You now establish the customers need & wants

Match the products to the needs & wants

Ensure the customer is satisfied.

Now close the sale

Take the money!

I was inspired by this when I visited the local electricity shop. It is kiss inspired (keep it simple stupid).

Source: Leo Cussons, Work Connexions Link

I like the idea of following “payment” to make the sale.

Does it only work for face to face sales or can it be adapted for over the telephone and when you need to sell services?

What else other acronyms do you follow to make the sale?

Regards

Sarah Arrow

Sales success for when you drive for a living
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I have put together 5 tips that have worked for us.

Have a read, try them and tell us what you think.

1. Be a human.

Have you lost the human touch? Companies don’t buy, it’s people who buy, and they buy other people.

2. Advise more than you sell

You will sell more as a person who is trusted for good advice than, someone who goes straight for the kill.

3. Be approachable

If you go for the hard sell every time you met your customers, they may dread your phone calls and visits. Be personable, be approachable and you will get more business.

4. Every impression counts

From your first meeting, to your last meeting. Make every impression a favourable one, it’s you who they will be more inclined to remember and call.

5. Don’t take your customers for granted

When things are tough, many companies look at ways of saving money. Don’t take it for granted your customers will always come back. Treat each sale with respect, and if there are ways to save money tell your customer and they can make the decision.

What do you think? Want to share some of your own with us?

Sarah Arrow

Sales success for freelance and self employed couriers 

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Delivering everything from an envelope to an elephant is a very powerful marketing phrase and it stays in peoples minds. It has that extra stickiness created by the fact they indicate something small,and something large as well as the fact they begin with ‘e’.

When discussing website copy with Jeff at Rienne Business Consulting, he suggested this line, but only if we had actually delivered an elephant! Elephant that needs delivering?

Well actually, Arrow Light Haulage has delivered an elephant, not a living one, as couriers are not allowed to carry livestock, but a wire framed one for an artist client of ours.

The call came out of the blue, could we go and collect an elephant? If we hadn’t of known her, we would have thought it was a wind up! Could we collect a wire frame of an elephant? Of course we could!

The artist was going to plaster to it and make it look lifelike as something that would go in the garden to surprise her family.

We got the dimensions, it was huge, but our since retired Luton could take items up to 17 feet high, at 16 feet the elephant just got in. The Elephant had to be carefully strapped to the sides, so that it didn’t slide and covered in felt blankets to protect it in case the unexpected happened.

200 miles later, it was delivered safe and sound, we had a few tricky moments unloading. It is awkward moving an elephant backwards onto the tail-lift but we will know for sure how to do it next time!

As to envelopes, we are delivering blueprints and documents all the time as part of our confidential delivery services. These services are often used by Essex based law firms, courts, doctors and architects.

Next time you read “we deliver everything from an envelope to an elephant”, don’t forget to ask about the elephant, and don’t forget we really have done it.

You have read our story, so how powerful is your marketing phrase?

• Will it help you stand out from the crowd?

• Does it have a story that helps make it memorable?

• Does it describe accurately what you do?

Small business training can help you stick in the minds of people who can go on to become customers.

Regards

Sarah
Sales success for those that drive for a living

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