I was in Ampang Point Shopping Mall and as I was on the way out to my car, I spotted Baskin Robbins. In my mind, the first thing that came in was to get my 2 favorite flavors. World Class Chocolate and Strawberry Cheesecake. They are to be the best Ice-cream flavors in Baskin Robbins.
So, I walked into the shop and asked the salesperson for the World Class Chocolate
” Sorry sir, we are out of World Class Chocolate”
“What about Strawberry Cheesecake?”
“Sorry sir, we are out of stock for that flavor too”
I stood there disappointed and was ready to leave when suddenly…
“Sir, you should sample the Caramel Praline. It’s really good!”
I was not interested because, in my mind, I only wanted these 2 flavors. But since the sample was FREE, I don’t see any harm in trying
It was good!
Then I asked her, so what other flavor is good? She told me to try chocolate flavored one ( I can’t remember the name of that flavor, but it has chocolate bits in it)
It was not too bad either!
Then I saw another chocolate-flavored ice- cream and I said I wanted to sample it. She immediately gave me the sample and I realized that… it was not as good as the other 2 flavors that she recommended.
So, I said I wanted the 2 favors that she recommended and I paid for them.
How did The Baskin Robbins Staff Sell Me Something I Did Not Want?
First, these were the objections that they received from me
-They did not have stock for the 2 flavors that I want
-I was not interested in other flavors
The second was the way she handled the situation
-She talked to me nicely and was friendly
-She acknowledged that the flavors I wanted is in high demand and they have limited stock for them
-She prevented me from walking out and offered me 2 other flavors
-She knew her products well and offered me the right flavors
-She did not object when I wanted to try another flavor
-She was friendly and willing to help
Because she persisted and knew her products well, she managed to sell me something that I was not looking for initially. As a salesperson, this is important as you need to know how to build rapport, handle objections, provide solutions, and know-how to close a sale.
These are key items that will be covered in Sales Ninja MASTER Training. That is why Sales Ninja MASTER Training is high in demand and many companies have engaged with Sales Ninja for this training and given us testimonials of how this training has turned over their sales.
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