Creating a good value proposition is a key to selling appliances
Your ability to close an appliance sale likely will be influenced by many factors, including pricing, competition and your ability to create an attractive value proposition for the prospective buyer. For some buyers, the availability of easy in-store financing may be more important than the price. More-frugal shoppers may insist on the best deal in town. Others may place a greater value on superior customer service. As an appliance salesperson your challenge is to determine the factors most important to your customer and use that knowledge to close the sale.
Instructions
1. Study your business. A poorly prepared salesperson likely will struggle to consistently close sales. Buyers can click through a wealth of information on the Internet, potentially making them more knowledgeable than ever. That's why you should become an expert on the appliances you're selling and models offered by the competition. Study colors, features, reliability, uses and more.
2. Create a bond with the buyer. Position yourself as more of a friendly consultant helping to solve a problem than a salesperson eager for a commission. Accomplish this by asking good questions. Listen carefully as you evaluate the buyer's needs.
3. Offer the buyer a variety of choices as you learn even more about her needs. Talk about energy efficiency, size, style and capacity. Talk about differences in durability and warranties. Build a value proposition for every model, regardless of its price. Make mental notes as you observe the buyer's body language along with his comments. Keep offering information as you steer the buyer to the best appliance meeting his needs.
4. Close the deal by offering incentives. An offer of easy in-store financing might work for some customers. Others might be swayed by an offer of next-day delivery, or a free accessory. Use key incentives to support your overall value proposition as you close the deal.
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