Last weekend, I went to a pharmacy outlet looking for supplements that contain a certain vitamin. Due to the vast array of brands and functions that each supplement provides, I was unable to locate it.
She didn’t listen to what I needed
As I was rushing to the next appointment, I seek the assistance of the salesperson on which supplement products contained the necessary vitamins. Instead of, showing me a few products that have the vitamins, she randomly grabs every bottle and gives it to me whilst trying to rush back to her station. Upon reading the label, the supplement that she gave me has nothing to do with what I need or anything remotely close to what I need.
Yes, maybe she needed to do something urgently and I was probably disturbing her.
I came to a short realization, that the salesperson did not possess the attitude of a winning salesperson, and as a customer, I was really disappointed at her lack of enthusiasm.
The attitude of a salesperson can loss of potential business.
1) Dulled-eyes dissuade potential buyers
The sales lady that assisted me in the pharmacy was disinterested and didn’t really care about my needed, she just shoved her products to me. Rummaging through the shelves in search of an item with no enthusiasm in selling the product. I lost interest soon after the third bottle she handed to me.
She was always looking at the corner of her eyes focusing her attention elsewhere. Eye contact is very important in any face to face communication as it shows one or more party whether they are interested or uninterested in the conversation.
When selling a product – you would need to have positive behaviors such as strong eye contact but not glaring and smiling eyes, this small little action will provide an insight to the buyer that you are interested in their needs and your willingness to entertain them.
This can be seen as a queue to switch it up a notch before fully losing out of the potential buyer.
2) Inadequate closing knowledge
I walked into the pharmacy looking for a specific ingredient in the supplement, open to suggestions on other products as well. I was throwing in keywords after phrases suggesting to her that I am open to other products. Such keywords include: “Interesting, Go On,”, ” What is the price after discount?”, “Tell me more about this,”
Two-way communication is essential as it gives a pathway to seal the deal. Sales or Negotiating is crucial, one small word that is wrongly used during the sales or negotiation phase may cause a negative effect. Find out how to negotiate better here.
Sadly, she was not able to catch that keyword and did not further sell or negotiate with me on the product so I left the store thinking that the salesperson was not able to hold on to my interest.
To be a great salesperson, you need to identify with certain keywords and then close and negotiate better deals with the buyers. This will allow you to be able to close the sale and reach your target. How do you know whether you are hitting the right mark? Training provides an excellent platform to any salesperson. Especially PROVEN training programs that will benefit you, your salesperson, and your company!
Download the PDF below to find out more about How this Sales Negotiation training can help you!
