The father of refrigeration, Oliver Evens, designed the first effective refrigeration system in 1805. The system would collect heat from the interior by moving vaporized refrigerant through the coils. The refrigerant moving through coils soaks up the heat and transfers it outside and releases it. The vapor would return to a liquid state where it recycled for use again. It took Jacob Perkins, in 1834, to take his design and turn it into a practical appliance. This brought a change from old icebox to new refrigerator in every household.
Refrigeration has become so common these days that it has become part of our lives. When it breaks, we have to do something about it. It is time to buy a new one. Someone at the store has to sell us that refrigerator. He is the salesman of the refrigerator.
What are some of the tricks of the modern day refrigerator salesman?
Being a good advisor to your clients is one of the main tip. That way, you get to know them and their needs, desires, and proclivities. A good advisor also easily earns the trust of the customer. If they trust you, then you would be the person whom you would turn to when they want to go for a new refrigerator.
Now you should give them at least three choices for buying. The costliest one would be the first choice. This would automatically make the third one the lowest. When you give anyone three choices, they tend to gravitate to the middle one because it seems safe. Obviously, the middle one would neither would be the cheapest nor the costliest. This makes them choose the middle one.
You should have good understanding of the product. You should be ready to answer any questions they have. You should also be able to explain the pros and cons of the product to the buyer. This would enable you to build their trust. You should also be prepared to explain the advantages of your product over the competition.
Be confident about your product. Know that it is quality, and just what the customer wants and needs. Communicate that confidence by making eye contact when you speak to our prospective customers. Be enthusiastic when talking about this particular refrigerator.
Think like your buyer. Feel and utilize the buyer's emotions. How would you feel if you were in there buying from you? What would be the satisfaction you would feel after buying it. Your sales pitch should concentrate on these feelings. Picture to them how they will feel when they have this installed in their home.
Help your customer to see that their life will not be full without that refrigerator. Use these feelings. Their presence in the shop shows their intention to purchase. Tempt them with everything you know about how much their life is going to improve once they have this in their home.
Your attitude and aim should be to build long term trust. If they do not buy today, they will be back because they trust you.
Never give false information to the customer. Being knowledgeable, it is now a days easy for them to find the truth. Honesty is the best policy especially with your customers. You can easily lose their trust if you try lying to them.
After sales follow up is also essential. You should assist them in understanding the product and using it after buying. Tell them about any rebates or offers which would benefit them. In this way, you will continue to build trust for that long-term relationship. That means more sales for you and confidence in your salesmanship.
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