Hot Holiday Accessories, Cool Sales Techniques
Roger Abady, Audio Craft
You may have heard about the 'prescription method' of selling accessories. When you visit a doctor, he may have four different drugs that will address your needs. But he doesn't bother discussing the efficacy of each with you; you tell him your symptoms and he decides and writes it up. It's the same with CE accessories selling. We sell a lot of HDMI cables but I don't go over which are better. It's just too many decisions for the customer. The longer you go before you mention a product name, the more credibility you have. As soon as you get into brand names, you cut your chances by 50 percent because that's when you appear to be "selling." But if you ask what they want to do and after 10 minutes of discussion, tell them what they need, they have confidence because they see you've genuinely been listening to them.