The father of refrigeration, Oliver Evens, designed the first effective refrigeration system in 1805. This system works by absorbing the heat inside the refrigerator through circulation of vaporized refrigerant. The refrigerant moving through coils soaks up the heat and transfers it outside and releases it. The vapor would return to a liquid state where it recycled for use again. It took Jacob Perkins, in 1834, to take his design and turn it into a practical appliance. The old days of the icebox were gone and every home had a refrigerator.
Refrigeration has become so common these days that it has become part of our lives. However, when it starts malfunctioning, it creates a problem. It is time to buy a new one. Someone at the store has to sell us that refrigerator. He is the salesman of the refrigerator.
What are some of the tricks of the modern day refrigerator salesman?
Being a good advisor to your clients is one of the main tip. By being one, you would be able to understand about their requirements. A good advisor also easily earns the trust of the customer. When it comes time to buy that new refrigerator, you will be the one they come to for advice and the person to buy from.
Now you should give them at least three choices for buying. The costliest one would be the first choice. The third one is naturally the lowest price. When you give anyone three choices, they tend to gravitate to the middle one because it seems safe. Obviously, the middle one would neither would be the cheapest nor the costliest. This makes them choose the middle one.
You should have good understanding of the product. You should be ready to answer any questions they have. You should also be able to explain the pros and cons of the product to the buyer. This would enable you to build their trust. Be able to explain why your products are better than the competition.
Be confident about your product. Understand how it satisfies the requirements and needs of the customer. While communicating with the customers make eye contact with them so that they feel the confidence in you. When you speak about the product your enthusiasm should come out.
Think like your buyer. Appeal to the emotions of that buyer. How would you feel if you were in there buying from you? How would you feel after you bought this particular model? Your sales pitch should concentrate on these feelings. Convey to them how good they would feel when they buy and use this refrigerator.
It would also be good to make them see how things would improve with this product. Use these feelings. They came in to purchase a refrigerator. Tempt them with everything you know about how much their life is going to improve once they have this in their home.
Finally, build long-term trust through thinking long term. If they do not buy today, they will be back because they trust you.
Never give false information to the customer. Being knowledgeable, it is now a days easy for them to find the truth. Be up front and honest with them. You can easily lose their trust if you try lying to them.
After sales follow up is also essential. Be there for them and help them to appreciate what they have just purchased. Make sure they get any refrigerator rebates they are eligible for. This would enable you to win their trust and build an long lasting connection. This would eventually result in good salesmanship and also increased sales.
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