There are a few common adages when it comes to negotiations; some say the first person to make the offer always loses, others say the winner is the person more willing to walk away from the deal. Ideally, flea market vendors should strive to create a mutually beneficial “win-win” situation in which the customer goes home happy and the vendor makes a comfortable profit on the sale. Before getting caught in a nickel and dime dispute, take these four sales tips to heart and transform your customer relationships in six minutes, no gimmicks required.
Stay in the ideal mindset by approaching every conversation as though it’s already a negotiation. This will help you be better prepared for any questions or objections a customer has, because you’ve already laid the framework of your sales pitch from the very first word. If you start strong, you’ll stay strong.
Make shoppers fall in love. As many vendors know, flea markets are superb spots for demonstration products. Being able to show, rather than tell, can work to your advantage from a selling standpoint. Merchandise should all be fair game for a test drive, if possible, and once a customer has experienced your product, their attachment to it grows. Free samples work in much the same way. Remind hesitant shoppers that if they love your item now, they will still love it later. The more a customer agrees with you, the better situated you are to close the deal.
Mind what you say. Stay upbeat and positive at all times when you work with customers because attitudes are contagious. Don’t give a customer the impression that they are insulting you with a request for a lower price. Instead, steer the conversation toward the value of the product and point out its abstract functions. For example, a toy is never just a toy; it’s a souvenir to commemorate a day of family fun. Scented oils and herbs are more than home accents; they can make your customers feel more comfortable on a daily basis. Make broad swings and your “batting average” will increase. Just be careful with the phrase, “But wait, there’s more!”
Finally, listen intently to what your customer is saying. Aside from the monetary value of your merchandise, there are different types of value a customer may place on your products: emotional and practical. Listen to find out if their purchase could be sentimental, a gift for a loved one, or an inside joke that customer has with a friend. Maybe it’s meant to fill a practical need. By listening to what your customers say, you’ll know how to angle your pitch and have more success in sealing the deal.