Ciao Marco!
Sono John. Ho abitato in italia per due anni nel 2001 nel Firenze. Ma.. no parlo spesso, questi giorn!
Communque...
Quote:
Originally Posted by marketinguru
Hi from Italy
I own a mattresses retail store and I come across everyday in someone that asks me for mattresses prices over the phone.
I know there are 2 methods here: tell the prices or not.
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This is a common problem for any business that receives customers via phone or in person. People often want to get right to the price.
If you just give them the price, all they see is what they are losing.
But they don't want to hear a sales pitch... they are often afraid of you landing a benefit-bomb on them.
Best way I know... works great... is to realize you are talking one-on-one. This isn't sales copy. This is a REAL CONVERSATION.
Best thing to do is get them to sell themselves....
Ask them questions!
Show empathy.
Find out what their situation is. Why they want this. What other options they are looking at.
Basically, get them talking. Find out what their problem is. This usually leads to other questions. Bring them back to qualifying exactly what they want... and then what it'll mean to them. Find out why they really want the mattress. Most of the time they don't know consciously. If they you help make them conscious, you're going to make a sale automatically.
It takes practice, and some training. I've spent well over $3,000 learning what I know now, and I can tell I used to be awful at it. Now I close 75% of phone prospects I come in contact with, for various businesses.
Sta bene!
John