A friend of mine tells the story of a fantastic salesman, who worked with him on a grill dealer. Barbecue is usually emotional purchase for men. A man may have a hard time in the kitchen, but try not to tell him he can not master the grill.
If a man were to act alone in the store, he might be afraid to go home with a major purchase (it is not easy to hide a grid), so he takes his wife for approval of purchase . The role of women is to maintain the human desire to come under control.
My friend's friend knew how to play the game sales had to wait a husband and wife went to a barbecue, before any dialogue. After a minute or two, it will approach and ask what the couple wanted in a grill.
The man would say something like, "Just cook sausages and steaks to family and friends." His wife nods of approval. Committed then ask the deeper questions, like "Have you ever roasted barbecue food before?"
No, "the man would be looking at his wife. They were now interested in, I wonder how can eat fried grid. Seller Could they prove what Might pan, how to control the burners, so the heat Cook the meat roasting, as the police hickory chips to add flavor meat and how the hood was a temperature indicator. Then he spit, which explains how you can cook chicken, such as take-away shops. Man was surprised, thinking he could create to celebrate.
"Do you cook fried?"
The seller asked. "Sure," she said. So while her husband was still dreaming of the chicken banquets, the seller showed the women how to use a wok to the side burner. When her husband finished his childhood dream, the woman was out of his own fantasy, the dream of jumping. While this was happening, the familiar smells of summer festivals sausages, steak and onions filled the air. (The store manager has enabled the local Scout group to prepare a barbecue in the lobby of the store to raise money.) The dream has come true, aided by smell and sound of a hot grill. Husband and wife have been sold. They came in search of a base-burner grill three, but he left with four burners and all the extras too, including a roasting hood, grill, side burner, cover and a bag of hickory chips.
It does not stop there. After he had broken their defense mechanisms in place and its decision to purchase, the seller has continued. "How do you clean the grill?" You asked. "With soap and hot water, I guess," said the husband. The seller looks back, as if in shock, saying: "... the fusion Mate soapy water is equal to rust." How can we prevent this? "The husband asked." Use a cleaning kit like this, "said the salesman. Then took a meter leak detection gas cylinder and a bag of fat absorbers to reduce the number of outbreaks of grease fire. The final file that says: BBQ Roasting Hood $ 399.00 $ 150.00 $ 49.99
Grill Side Burner $ 149.99
fat absorption Cleaning Pack $ 7.99 $ 39.99 $ 59.99
gas bottle Gas Gas Gauge $ 4.99
Hickory Chips $ 19.99 $ 12.99 Total $ 894.92
On average The seller has taken every couple to spend more than twice the base price of barbecue items added value.
How did all this?
The retailer trained its salespeople to make profound questions about the overall use of the barbecue. Incorrect sellers only sell the barbecue, assuming that all this is that the client wants. Most customers have a problem or need to be solved. Ask deeper questions describe what the customer is really after. In this case, the husband wanted to show a new toy she wanted to be more involved in the barbecue experiment. (Instead of being stuck in the kitchen preparing salads, now you can cook roasts and stir-fry.)
If you sell home loans, your customers probably have a car loan, so why not offer the service in this area as well? While this is not dilute your main offer, your offer additional value chain.
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