By Apple Aviles
If you have ever seen an infomercial, you have seen master salespeople at work. By the end of the program, multitudes of viewers are dialing the show to order something they may or may not really need. This is the result of a refined sales approach. Selling at flea markets is an exciting business, and requires thought, effort and practice. Read on to discover four simple steps to becoming a master salesperson.
- 1. Know your products’ features and benefits. Do your research. The greatest leverage a flea market vendor can have to convince shoppers to purchase a product is knowledge. Knowing the features and benefits of your products will help you craft your sales pitch precisely to each customer’s needs. Another reason to know the features and benefits of your product is for rebuttals. When customers say no to your pitch, offer a few more facts about your product. Be careful not be too pushy, and rebut only once. If possible, experience your products firsthand so your pitch is authentic.
- 2. Listen to your customers. Listening is integral in making a sale. Customers will usually tell you initially what they are looking for and why they are looking for it. Watch body language and make sure you give shoppers space to think about what they want and the benefits of what you have to offer.
- 3. Create the need. When people do not want a product and think they can do without it, your job as a salesperson is to create the need for your customers. You have to convince them that your product will make their lives easier or better, or will save them time and/or money.
- 4. Assumptive close. In sales, assuming is a good thing. Always assume that the customer is ready to buy, even if you have not heard the magic word “sold.” Again, do not be too pushy, or your customers might think that you are not listening to what they want. Instead, assume the sale and let your customer think about it for a few minutes.
Selling is an art, and takes practice and confidence. Incorporate these four strategies into your customer approach, and you, too, will become a master salesman.