It’s wonderful to watch great salespeople at work. What they do brilliantly is connect with their customers. My favourite recent experience was listening to a Butternut Box salesgirl persuade a friend to sign up for a subscription of ‘homemade dog food’.
She personalised the experience: what’s your dog’s name? what’s he like? …and, once in the know, referred to the dog by his name at all times. She even asked to see photos: ‘are those professionally taken?, he could be a dog model…’
She then established what the problem was by listening and asking questions, only then moving on to explain why her product would solve the problem; in this case (hope friend isn’t reading this) Bertie who is a little ‘cushioned’ would get calorie-controlled meals that would still enable him to have treats.
We have worked with so many retailers and they could all take a lesson out of this young salesperson’s book.
GET CLOSE AND BUILD EMPATHY, LISTEN WELL, SHOW HOW YOU SOLVE THE PROBLEMS
PS: Love the backstory to this brand which was created to solve a pet’s flatulence.