A. SALES PREPARATION
1. GROOMING
While doing ๐๐๐ฅ๐๐ฌ ๐๐ซ๐๐ฉ๐๐ซ๐๐ญ๐ข๐จ๐ง for “๐๐๐ฅ๐ฅ๐ข๐ง๐ ๐๐ซ๐จ๐ฆ ๐๐ข๐จ๐ฌ๐ค”, ๐๐ซ๐จ๐จ๐ฆ๐ข๐ง๐ becomes the first and foremost important activity to follow.
Since you need to target passers-by who are mostly unknown to you, your well-groomed appearance will help you attract them. Good grooming makes you look professional and likable to talk to.
It’s human nature to feel good and comfortable to talk to people who have a clean and tidy appearance. Grooming will help you achieve that.
These are some of the key grooming tips:
๐. ๐๐ฅ๐๐๐ง ๐๐ง๐ ๐ฐ๐๐ฅ๐ฅ-๐ข๐ซ๐จ๐ง๐๐ ๐ฎ๐ง๐ข๐๐จ๐ซ๐ฆ
๐. ๐๐๐ฆ๐ ๐ญ๐๐
๐. ๐๐๐ค๐-๐ฎ๐ฉ, ๐ข๐ ๐ซ๐๐ช๐ฎ๐ข๐ซ๐๐
๐. ๐๐๐ฅ๐ฅ-๐ญ๐ซ๐ข๐ฆ๐ฆ๐๐ ๐ก๐๐ข๐ซ, ๐ง๐๐ข๐ฅ๐ฌ, ๐ฆ๐ฎ๐ฌ๐ญ๐๐๐ก๐, ๐๐ง๐ ๐๐๐๐ซ๐
2. SAFETY AND SECURITY
Next step in ๐๐๐ฅ๐๐ฌ ๐๐ซ๐๐ฉ๐๐ซ๐๐ญ๐ข๐จ๐ง for “๐๐๐ฅ๐ฅ๐ข๐ง๐ ๐๐ซ๐จ๐ฆ ๐๐ข๐จ๐ฌ๐ค” is ๐๐๐๐๐ญ๐ฒ ๐๐ง๐ ๐๐๐๐ฎ๐ซ๐ข๐ญ๐ฒ.
For ease of understanding and practicing, we have divided ๐๐๐๐๐ญ๐ฒ ๐๐ง๐ ๐๐๐๐ฎ๐ซ๐ข๐ญ๐ฒ into ๐๐๐ฌ:
๐. ๐๐: ๐๐๐ซ๐ฌ๐จ๐ง๐๐ฅ
๐. ๐๐: ๐๐ซ๐จ๐๐ฎ๐๐ญ
๐. ๐๐: ๐๐๐ซ๐๐๐ฉ๐ญ๐ข๐จ๐ง
Now, let’s discuss them one by one.
๐. ๐๐๐ซ๐ฌ๐จ๐ง๐๐ฅ: It is important to maintain personal safety. Here are the key activities to ensure good personal safety:
a. Maintain personal hygiene b. Wear a mask and gloves (keep spare for customers)
c. Maintain good health through meditation, exercise, yoga, healthy food, etc.
๐. ๐๐ซ๐จ๐๐ฎ๐๐ญ: Next is product safety and security. Here are the key activities to ensure good product safety and security:
a. Regularly sanitize everything that comes in contact with customers like counters, mirrors, trays, pens, etc.
b. Quarantine items that you suspect of infection by the customers.
c. Ensure CCTV cameras, kiosk alarm, display locks and other security systems are in working condition.
d. Ensure computer passwords are secured and not easy to spy.
๐. ๐๐๐ซ๐๐๐ฉ๐ญ๐ข๐จ๐ง: Specially now (during and post COVID-19), it is important to win customer confidence about maintaining safety and security. Here are the key activities to follow:
a. Not just maintain safety but also make your customers aware by explaining it to them verbally and through digital signage. Display and follow safety guidelines.
b. Play a video following safety standards and share it with your regular customers.
Now you are prepared to start “๐๐๐ฅ๐ฅ๐ข๐ง๐ ๐๐ซ๐จ๐ฆ ๐๐ข๐จ๐ฌ๐ค”. All the best!
B. SALES OPERATIONS
1. MULTI-TASKING
After ๐๐๐ฅ๐๐ฌ ๐๐ซ๐๐ฉ๐๐ซ๐๐ญ๐ข๐จ๐ง in “๐๐๐ฅ๐ฅ๐ข๐ง๐ ๐๐ซ๐จ๐ฆ ๐๐ข๐จ๐ฌ๐ค” comes ๐๐๐ฅ๐๐ฌ ๐๐ฉ๐๐ซ๐๐ญ๐ข๐จ๐ง๐ฌ.
In ๐๐๐ฅ๐๐ฌ ๐๐ฉ๐๐ซ๐๐ญ๐ข๐จ๐ง๐ฌ, salespeople need to be skilled in ๐๐ฎ๐ฅ๐ญ๐ข-๐๐๐ฌ๐ค๐ข๐ง๐ .
So, ๐๐ก๐๐ญ ๐ข๐ฌ ๐๐ฎ๐ฅ๐ญ๐ข-๐๐๐ฌ๐ค๐ข๐ง๐ ?
๐๐ก๐ ๐๐๐ฉ๐๐๐ข๐ญ๐ฒ ๐จ๐ ๐ ๐ฉ๐๐ซ๐ฌ๐จ๐ง ๐ญ๐จ ๐๐จ ๐ฆ๐จ๐ซ๐ ๐ญ๐ก๐๐ง ๐จ๐ง๐ ๐ญ๐๐ฌ๐ค ๐๐ญ ๐ญ๐ก๐ ๐ฌ๐๐ฆ๐ ๐ญ๐ข๐ฆ๐ ๐ข๐ฌ ๐๐๐ฅ๐ฅ๐๐ ๐๐ฎ๐ฅ๐ญ๐ข-๐๐๐ฌ๐ค๐ข๐ง๐ .
These are the key tasks in Multi-Tasking:
๐. ๐๐ซ๐๐ฐ๐ข๐ง๐ ๐๐ฎ๐ฌ๐ญ๐จ๐ฆ๐๐ซ๐ฌ
๐. ๐๐ซ๐จ๐๐ฎ๐๐ญ ๐๐ซ๐๐ฌ๐๐ง๐ญ๐๐ญ๐ข๐จ๐ง
๐. ๐๐ซ๐จ๐ฌ๐ฌ-๐ฌ๐๐ฅ๐ฅ๐ข๐ง๐
๐. ๐๐ฉ-๐ฌ๐๐ฅ๐ฅ๐ข๐ง๐
๐. ๐๐จ๐ฐ๐ง-๐ฌ๐๐ฅ๐ฅ๐ข๐ง๐
๐. ๐๐๐ ๐จ๐ญ๐ข๐๐ญ๐ข๐จ๐ง
๐. ๐๐ฅ๐จ๐ฌ๐ข๐ง๐ ๐๐๐ฅ๐๐ฌ
๐. ๐๐ข๐ฅ๐ฅ๐ข๐ง๐
๐. ๐๐ซ๐จ๐๐ฎ๐๐ญ ๐๐๐๐ค๐๐ ๐ข๐ง๐
๐๐. ๐๐ฎ๐ฌ๐ญ๐จ๐ฆ๐๐ซ ๐ ๐๐๐๐๐๐๐ค
๐๐. ๐๐๐ ๐จ๐๐ โ ๐๐จ๐จ๐๐๐ฒ๐
Now, as a ๐๐๐ฅ๐๐ฌ ๐๐๐ซ๐ฌ๐จ๐ง you might ask, ๐๐ก๐ฒ ๐๐จ ๐ ๐ง๐๐๐ ๐ญ๐จ ๐ฅ๐๐๐ซ๐ง ๐๐ฎ๐ฅ๐ญ๐ข-๐๐๐ฌ๐ค๐ข๐ง๐ ?
Well, ๐ข๐ญ ๐ข๐ฌ ๐ ๐ฐ๐ข๐ง-๐ฐ๐ข๐ง ๐๐จ๐ซ ๐๐จ๐ญ๐ก ๐๐ฆ๐ฉ๐ฅ๐จ๐ฒ๐๐ซ๐ฌ ๐๐ง๐ ๐๐ฆ๐ฉ๐ฅ๐จ๐ฒ๐๐๐ฌ. Here is how:
๐๐ฆ๐ฉ๐ฅ๐จ๐ฒ๐๐ซ๐ฌ: The same employee can fill in for other roles when needed.
๐๐ฆ๐ฉ๐ฅ๐จ๐ฒ๐๐๐ฌ: Better career prospects, transfer opportunities, and promotion opportunities.
2. PASSERSBY TO CUSTOMERS
While doing ๐๐๐ฅ๐๐ฌ ๐๐ฉ๐๐ซ๐๐ญ๐ข๐จ๐ง๐ฌ in “๐๐๐ฅ๐ฅ๐ข๐ง๐ ๐๐ซ๐จ๐ฆ ๐๐ข๐จ๐ฌ๐ค”, ‘๐๐จ๐ง๐ฏ๐๐ซ๐ญ๐ข๐ง๐ ๐๐๐ฌ๐ฌ๐๐ซ๐ฌ๐๐ฒ ๐ญ๐จ ๐๐ฎ๐ฌ๐ญ๐จ๐ฆ๐๐ซ๐ฌ’ is a must-have skill set for Sales People.
Since kiosk shops are mostly in busy and crowded public areas like malls, airports, community centers, bus stands, railway stations, tourist spots, and recreation spots, passersby are our ideal customers. We need to have the right skills to convert these passersby to customers.
Based on our product, we need to identify ideal passersby who are potential customers. For example, the ideal passersby for ๐ฃ๐๐ฐ๐๐ฅ๐ซ๐ฒ, ๐๐ฉ๐ฉ๐๐ซ๐๐ฅ๐ฌ, ๐ฆ๐๐ค๐-๐ฎ๐ฉ ๐๐ง๐ ๐๐๐๐๐ฌ๐ฌ๐จ๐ซ๐ข๐๐ฌ ๐๐ฎ๐ฌ๐ข๐ง๐๐ฌ๐ฌ are:
๐. ๐๐จ๐ฎ๐ฉ๐ฅ๐๐ฌ
๐. ๐๐ซ๐จ๐ฎ๐ฉ ๐จ๐ ๐๐ข๐ซ๐ฅ๐ฌ
๐. ๐๐จ๐ฎ๐ซ๐ข๐ฌ๐ญ๐ฌ
๐. ๐๐๐ซ๐๐ง๐ญ๐ฌ ๐ฐ๐ข๐ญ๐ก ๐๐จ๐ฎ๐ง๐ ๐๐ข๐๐ฌ
Now, we need to draw the attention of these passersby. Here is a step-by-step process of ๐๐ซ๐๐ฐ๐ข๐ง๐ ๐ญ๐ก๐ ๐๐ญ๐ญ๐๐ง๐ญ๐ข๐จ๐ง ๐จ๐ ๐ฉ๐๐ฌ๐ฌ๐๐ซ๐ฌ๐๐ฒ:
๐. ๐๐ง๐ ๐ฉ๐๐ซ๐ฌ๐จ๐ง ๐ฌ๐ก๐จ๐ฎ๐ฅ๐ ๐๐ ๐จ๐ฎ๐ญ๐ฌ๐ข๐๐ ๐จ๐ ๐ญ๐ก๐ ๐ค๐ข๐จ๐ฌ๐ค.
๐. ๐๐๐ค๐ ๐๐ฒ๐ ๐๐จ๐ง๐ญ๐๐๐ญ ๐ฐ๐ข๐ญ๐ก ๐ฉ๐๐ฌ๐ฌ๐๐ซs๐๐ฒ
๐. ๐๐ฆ๐ข๐ฅ๐ ๐ฐ๐ข๐ญ๐ก ๐ฒ๐จ๐ฎ๐ซ ๐๐ฒ๐๐ฌ โ ๐๐ฆ๐ข๐ณ๐ (๐๐ฌ๐ฉ๐๐๐ข๐๐ฅ๐ฅ๐ฒ ๐ฐ๐ก๐๐ง ๐ฒ๐จ๐ฎ ๐๐ซ๐
๐ฐ๐๐๐ซ๐ข๐ง๐ ๐ ๐ฆ๐๐ฌ๐ค)
๐. ๐๐ข๐ฌ๐ก ๐ญ๐ก๐๐ฆ ๐๐ฌ ๐ฉ๐๐ซ ๐ญ๐ข๐ฆ๐ ๐จ๐ ๐ญ๐ก๐ ๐๐๐ฒ
๐. ๐๐ฌ๐ค ๐ข๐ ๐ฒ๐จ๐ฎ ๐ฆ๐๐ฒ ๐ญ๐๐ค๐ ๐ ๐ฆ๐ข๐ง๐ฎ๐ญ๐
๐. ๐๐ฌ๐ค ๐ข๐ ๐ญ๐ก๐๐ฒ ๐ค๐ง๐จ๐ฐ ๐๐๐จ๐ฎ๐ญ ๐ฒ๐จ๐ฎ๐ซ ๐๐ซ๐๐ง๐ ๐๐ง๐ ๐๐จ๐ง๐๐๐ฉ๐ญ.
๐. ๐๐ฌ๐ค ๐ญ๐ก๐๐ฆ ๐ข๐ ๐ฒ๐จ๐ฎ ๐๐จ๐ฎ๐ฅ๐ ๐๐ฑ๐ฉ๐ฅ๐๐ข๐ง ๐๐๐จ๐ฎ๐ญ ๐ ๐ฐ๐จ๐ง๐๐๐ซ๐๐ฎ๐ฅ ๐ฒ๐๐ญ ๐ฅ๐ข๐ฆ๐ข๐ญ๐๐ ๐ญ๐ข๐ฆ๐ ๐ฉ๐ซ๐จ๐ฆ๐จ๐ญ๐ข๐จ๐ง ๐ ๐จ๐ข๐ง๐ ๐จ๐ง (๐๐ซ๐๐๐ญ๐ ๐จ๐ฉ๐ฉ๐จ๐ซ๐ญ๐ฎ๐ง๐ข๐ญ๐ฒ, ๐ฌ๐๐๐ซ๐๐ข๐ญ๐ฒ ๐๐ง๐ ๐ฎ๐ซ๐ ๐๐ง๐๐ฒ ๐๐ญ ๐ญ๐ก๐ ๐ฌ๐๐ฆ๐ ๐ญ๐ข๐ฆ๐).
๐. ๐๐ฌ๐ค ๐ญ๐ก๐๐ฆ ๐ข๐ ๐ฒ๐จ๐ฎ ๐๐จ๐ฎ๐ฅ๐ ๐๐ฑ๐ฉ๐ฅ๐๐ข๐ง ๐ญ๐ก๐๐ฆ ๐๐๐จ๐ฎ๐ญ ๐ญ๐ก๐ ๐ฅ๐๐ญ๐๐ฌ๐ญ ๐๐ซ๐ซ๐ข๐ฏ๐๐ฅ ๐ฐ๐ก๐ข๐๐ก ๐๐ซ๐ ๐ฆ๐จ๐ฌ๐ญ ๐ญ๐ซ๐๐ง๐๐ฒ ๐๐ง๐ ๐๐๐ฌ๐ญ ๐ฆ๐จ๐ฏ๐ข๐ง๐ .
When you follow this step-by-step process, most passersby will allow you to present your product.
3. NEGOTIATE AND CLOSE SALES
In “๐๐๐ฅ๐ฅ๐ข๐ง๐ ๐๐ซ๐จ๐ฆ ๐๐ข๐จ๐ฌ๐ค”, Once you have drawn the attention of passers-by and presented them your products, it’s the time they will start negotiating.
๐๐จ๐ฐ ๐ญ๐จ ๐ง๐๐ ๐จ๐ญ๐ข๐๐ญ๐ ๐๐ง๐ ๐๐ฅ๐จ๐ฌ๐ ๐ฌ๐๐ฅ๐๐ฌ?
Let’s first understand ๐ฐ๐ก๐ฒ ๐๐ฎ๐ฌ๐ญ๐จ๐ฆ๐๐ซ๐ฌ ๐ง๐๐ ๐จ๐ญ๐ข๐๐ญ๐?
These are 5 major reasons for customers to negotiate:
๐. ๐๐๐ซ๐๐๐ข๐ฏ๐๐ ๐ฏ๐๐ฅ๐ฎ๐ ๐จ๐ ๐ญ๐ก๐ ๐ฉ๐ซ๐จ๐๐ฎ๐๐ญ ๐ข๐ฌ ๐ฅ๐จ๐ฐ๐๐ซ ๐ญ๐ก๐๐ง ๐ญ๐ก๐ ๐ฉ๐ซ๐ข๐๐
๐. ๐๐ข๐ฆ๐ข๐ญ๐๐ ๐จ๐ซ ๐๐ข๐ฑ๐๐ ๐๐ฎ๐๐ ๐๐ญ (๐๐ฌ๐ฉ๐๐๐ข๐๐ฅ๐ฅ๐ฒ ๐๐จ๐ซ ๐ ๐ข๐๐ญ๐ข๐ง๐ ๐ฉ๐ฎ๐ซ๐ฉ๐จ๐ฌ๐)
๐. ๐๐ฎ๐ฌ๐ญ๐จ๐ฆ๐๐ซ๐ฌ ๐ฐ๐๐ง๐ญ ๐ญ๐จ ๐ค๐ง๐จ๐ฐ ๐ข๐ ๐ญ๐ก๐๐ฒ ๐๐ซ๐ ‘๐ฅ๐๐๐ฏ๐ข๐ง๐ ๐ฆ๐จ๐ง๐๐ฒ ๐จ๐ง ๐ญ๐ก๐ ๐ญ๐๐๐ฅ๐’
๐. ๐๐ฎ๐ฌ๐ญ๐จ๐ฆ๐๐ซ ๐ข๐ฌ ๐ง๐จ๐ญ ๐ฌ๐ฎ๐ซ๐ ๐๐๐จ๐ฎ๐ญ ๐ญ๐ก๐ ๐ช๐ฎ๐๐ฅ๐ข๐ญ๐ฒ ๐จ๐ ๐ญ๐ก๐ ๐ฉ๐ซ๐จ๐๐ฎ๐๐ญ
๐. ๐๐ฎ๐ฌ๐ญ๐จ๐ฆ๐๐ซ ๐ฐ๐๐ง๐ญ๐ฌ ๐ญ๐จ ๐ซ๐๐๐ฎ๐๐ ๐จ๐ง๐ ๐จ๐ ๐ญ๐ก๐ ๐๐จ๐ฌ๐ญ ๐๐ฅ๐๐ฆ๐๐ง๐ญ๐ฌ ๐จ๐ ๐ญ๐จ๐ญ๐๐ฅ ๐๐จ๐ฌ๐ญ ๐ฅ๐ข๐ค๐ ๐ฌ๐๐ซ๐ฏ๐ข๐๐ ๐๐ก๐๐ซ๐ ๐, ๐ฆ๐๐ค๐ข๐ง๐ ๐๐ก๐๐ซ๐ ๐, ๐๐ซ๐๐๐ญ๐ฌ๐ฆ๐๐ง๐ฌ๐ก๐ข๐ฉ ๐๐ก๐๐ซ๐ ๐, ๐๐ญ๐.
Let’s understand how to handle these reasons for negotiation and close sales:
๐. ๐๐๐ซ๐๐๐ข๐ฏ๐๐ ๐ฏ๐๐ฅ๐ฎ๐ ๐จ๐ ๐ญ๐ก๐ ๐ฉ๐ซ๐จ๐๐ฎ๐๐ญ ๐ข๐ฌ ๐ฅ๐จ๐ฐ๐๐ซ ๐ญ๐ก๐๐ง ๐ญ๐ก๐ ๐ฉ๐ซ๐ข๐๐
๐๐จ๐ฅ๐ฎ๐ญ๐ข๐จ๐ง: Surpass the perceived value of the product (not just match it). This can be done by presenting and explaining the quality, purity, rarity, craftsmanship cost, cost of ingredients, lengthy sourcing process and other USPs of the product.
๐. ๐๐ข๐ฆ๐ข๐ญ๐๐ ๐จ๐ซ ๐๐ข๐ฑ๐๐ ๐๐ฎ๐๐ ๐๐ญ (๐๐ฌ๐ฉ๐๐๐ข๐๐ฅ๐ฅ๐ฒ ๐๐จ๐ซ ๐ ๐ข๐๐ญ๐ข๐ง๐ ๐ฉ๐ฎ๐ซ๐ฉ๐จ๐ฌ๐)
๐๐จ๐ฅ๐ฎ๐ญ๐ข๐จ๐ง: ๐. Offer to buy items on promotion
๐. Offer to buy similar yet cheaper items
๐. ๐๐ฎ๐ฌ๐ญ๐จ๐ฆ๐๐ซ๐ฌ ๐ฐ๐๐ง๐ญ ๐ญ๐จ ๐ค๐ง๐จ๐ฐ ๐ข๐ ๐ญ๐ก๐๐ฒ ๐๐ซ๐ ‘๐ฅ๐๐๐ฏ๐ข๐ง๐ ๐ฆ๐จ๐ง๐๐ฒ ๐จ๐ง ๐ญ๐ก๐ ๐ญ๐๐๐ฅ๐’
๐๐จ๐ฅ๐ฎ๐ญ๐ข๐จ๐ง: Justify price by surpassing the perceived value of the product over price. Present specific USPs of the product.
๐. ๐๐ฎ๐ฌ๐ญ๐จ๐ฆ๐๐ซ ๐ข๐ฌ ๐ง๐จ๐ญ ๐ฌ๐ฎ๐ซ๐ ๐๐๐จ๐ฎ๐ญ ๐ญ๐ก๐ ๐ช๐ฎ๐๐ฅ๐ข๐ญ๐ฒ ๐จ๐ ๐ญ๐ก๐ ๐ฉ๐ซ๐จ๐๐ฎ๐๐ญ
๐๐จ๐ฅ๐ฎ๐ญ๐ข๐จ๐ง: Prove the quality or purity of the product. Present return policy, buyback policy, guarantee, warranty and certification of the product.
๐. ๐๐ฎ๐ฌ๐ญ๐จ๐ฆ๐๐ซ ๐ฐ๐๐ง๐ญ๐ฌ ๐ญ๐จ ๐ซ๐๐๐ฎ๐๐ ๐จ๐ง๐ ๐จ๐ ๐ญ๐ก๐ ๐๐จ๐ฌ๐ญ ๐๐ฅ๐๐ฆ๐๐ง๐ญ๐ฌ ๐จ๐ ๐ญ๐จ๐ญ๐๐ฅ ๐๐จ๐ฌ๐ญ ๐ฅ๐ข๐ค๐ ๐ฌ๐๐ซ๐ฏ๐ข๐๐ ๐๐ก๐๐ซ๐ ๐, ๐ฆ๐๐ค๐ข๐ง๐ ๐๐ก๐๐ซ๐ ๐, ๐๐ซ๐๐๐ญ๐ฌ๐ฆ๐๐ง๐ฌ๐ก๐ข๐ฉ ๐๐ก๐๐ซ๐ ๐, ๐๐ญ๐.
๐๐จ๐ฅ๐ฎ๐ญ๐ข๐จ๐ง: Present quality of craftsmanship, time taken to make it and rarity of design. Since some cost elements could be flexible, we have a scope of giving discounts to close sales.
Try these sales tips and let us know if you are facing any other difficulties in closing sales. We are here to help!
