Sales Consultant
The consultation is your show so you must run it! Be aware of time and keep your presentation focused.
Integrity
Build rapport.
Don’t be ‘salesman-y’.
- Does anyone enjoy the ‘hard sell’?.
- Avoid this & other irritatingly obvious sales seminar techniques – respect your customer’s intelligence.
Advertising is expensive! Build word-of-mouth by earning the customer’s business, don’t just go for the quick sale.
Ask questions! Understand what a customer wants. Recommend what will best fit their particular needs.
Knowledge
Understand the products you offer.
- Functionality – opacity, control systems, options.
- All treatments have pros & cons.
It is your responsibility to educate the consumer as to what will work best for them.
Admit to what you DON’T know – customers will sense BS during a consultation.
Dependability
Arrive on time, always (See ‘You are a Guest!’)
Always deliver on your promises.
When customers made an unreasonable request I told them ‘I never make a promise unless I know for a fact I can keep it’.
Accountability
Friends and family may tell you not to worry too much but make sure you worry ENOUGH! Try to foresee problems.
When there is a delay, error or product defect, handle the issue promptly and professionally.
Own up to your errors! A colleague used to tell me that he NEVER admitted to mistakes. ‘Always blame it on the manufacturer’ said he. I found that customers would respect my honesty and call back years later looking for me personally to do more work.
Communicate! Bad news does not age like fine wine.