Save as PDFSeveral months ago I was conducting a training to a group of new hires for a computer store. These sales agents were extremely technical and knowledgeable in all things computer related but didn’t have sales skillsets or strategy. During our time I provided examples of scenarios in my home with an appliance or electronic that suffered accidental damage. And after a few laughs, I asked for them to provide a personal experience where something suffered an “accident.” Immediately several hands went up, we went from a quite room to eagerness to share.
One particular sales rep shared a great story. He was gaming on his computer while simultaneously eating wings and accidentally spilled hot sauce all over his $300 mechanical keyboard. We all laughed, but ultimately I was glad he shared because that raised awareness on how to position a replacement or protection in the future when selling a product in store. I asked questions on how that made him feel, whether or not the device was protected, how much did this cost in the end, etc. All questions that we should have set in place when providing a customer or client with a solution as to why they need our product or services.
Utilizing personal stories that connect to the buyer is one of the best and easiest ways to gain agreement to a sale. When we are able to connect with a potential customer by showing relatability and common ground the buyer is more inclined to purchase based on the rapport building while utilizing marketing aids on the product or service benefits.
About the Author:
Josmari Lizardo is a Sales Performance Manager at Assurant with 20 years of experience. She has achieved impressive accomplishments by developing, and implementing marketing and sales strategies.