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claudine15
Joined: 12 Feb 2008
Posts: 3
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 Posted: Tue Feb 12, 2008 6:21 pm Post subject: Can anyone help me with customer sales tips? |
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| I've never been good at sales especially over the phone, however I took on a job for a wedding photography studio booking appointments from leads not really understanding how aggressive I have to be in order to get people in the door. My whole job depends on how many people I bring in the door so if anyone can help me, I'd really appreciate it. I'm especially having trouble with these answers.....1."I think the packages are too expensive"2."My wedding is not until next year and I think I should wait"3."I have to check with my fiance because I work during the day and he works at night, I don't know when we could come in."My presentation is mainly this..."Hello my name is_______and I'm calling from_____photography! We met you at the bridal show and I am calling to invite you to our showroom so we can chat about your wedding photography! What works better for you, day or evening times?"....this is a scripted message they gave me, although they said I could make it my own. OH! I forgot to mention they don't do Fri, Sat or Sun appts since that's wedding time. But they do as late as 7:30pm appts. Thanks again! |
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JD34
Joined: 12 Feb 2008
Posts: 1
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| Posted: Tue Feb 12, 2008 6:45 pm Post subject: Can anyone help me with customer sales tips? |
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| These are all smoke screen objections, and if you answer these, you just will receive more..The idea is fix the front end, and the ending/closing is much easier.Please give me an idea of your presentation and then we will have something we can work on.Respectfully,Joe |
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the_oracle
Joined: 12 Feb 2008
Posts: 5
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| Posted: Tue Feb 12, 2008 7:09 pm Post subject: Can anyone help me with customer sales tips? |
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| Just remember to be polite, unless the customer is incredibly rude to begin with (in that case, do you really want to work with them?).These would be my responses:1. "I totally understand how you feel, since it gets more expensive to get married every year and getting the perfect photography is just one piece of the package! Our research shows our packages are competitive with comparable photographers in this market -- we'd have a hard time staying in business otherwise!" (Make sure this is true before saying it!)2. "Oh, I completely understand -- there are so many things to plan between now and the big day. My experience is getting the photographer set means one less thing to worry about, and it ensures you get who you want, since our schedules tend to fill up quickly."3. "I completely understand why you'd feel this way -- he (she) wants to be part of the process as well. When can we get together on Saturday or Sunday?" |
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TheGuruAssassin
Joined: 12 Feb 2008
Posts: 6
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| Posted: Tue Feb 12, 2008 7:33 pm Post subject: Can anyone help me with customer sales tips? |
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| These are very common objections and you'll find variations of them in just about every sales situation. You'll want to use what is called "The Ledge" method. It was popularized by a fellow named Stephen Schiffman. I'd strongly recommend you pick up any of his books. Many of them are phone based sales, but the ideas work perfectly well in person.Here's how it works: First you identify with what the person said, identify with their objection - "You know, I hear that all the time from many of our clients..."Second you flow into "but that was before they saw how because we offer such a high level of quality and service it's actually going to save you money in the long run..." Or something like that. Third you move into a fast example, based around what your customer has already been talking about which illustrates how their objection is really the reason they should buy from you.In fact, that method will work with every objection you run into. The ledge method turns their objection into the exact reason they should buy.Conversely, if you take a traditional sales approach you set up a confrontational situation... the person says "that's too expensive" and you come back with... "no it's not"It's a loose loose. Never have any sort of confrontation. Always ledge and focus on the relationship you're building.Before you even start selling you should ask them what their ideal situation is. Once you have that info you'll be able to taylor your responses to their exact needs.1: I think the packages are too expensiveA: You know, I hear that all the time. Most of my clients felt the same way until they saw how this will actually benefit them... or save them money... (and then go into an example based around information they have given you.2: My wedding is not until next year and I think I should waitA: That is one of the most frequent statements I hear my clients make. In fact, the fact your wedding is in the future is exactly why you want to start now. (this one is really pretty easy, just give them some horror stories of people who waited. Tell them they don't have to set everything up right this second, but waiting is the last thing they want to do if they want to stay sane and enjoy their day)3: I have to check with my...A: I understand you need to check with him/her, but just think how much easier it'll be to convince him/her if you come back with some samples... let me show you something and tell me what you think...Try that sort of stuff. But buy Shiffmans book. |
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rivasj27
Joined: 12 Feb 2008
Posts: 6
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| Posted: Tue Feb 12, 2008 7:57 pm Post subject: Can anyone help me with customer sales tips? |
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| Just relax and talk to them like they are your best friend.If you are more personal and relaxed they will respond to you.The package is too expensive...answers would be. Package includes personal attention to your wishes regarding style, location and taste with top quality photos and service that you won't get anywhere else.My wedding is not until next year and I think I should wait...see if your boss has a refund policy if dates are cancelled. You can always say..well if your date changes you can always leave a 20% deposit and if your date should fault a refund can be issued for services not provided.I have to check with my fiance....you say...that sound great..why don't I get your mailing address and mail you some information or a brouchure that you and your fiance can look thru together when the time is right for you. And if you descide you can not use our service, please feel free to pass the brochure along to a family member or a friend that you know of who is also getting married.You want to atleast walk away with Name, phone number and address so if you need to you can always call back or mail promotional coupons and so forth.Be friendly and try not to should like you are pulling their leg or you should stressed or fearful..If you don't sound confident, they will not be confident in your services. |
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