The best sales people are naturally close to their customers
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.