Hickory Custom
Cooking with gas
A friend of mine tells the story of an amazing salesman who worked with him at a barbecue shop. Barbecues are usually buys men's emotional. A man may have problems in the kitchen, but do not say you can master the grill.
If a man was alone in the store point of sale, might be afraid to go home with a large purchase (not easy to hide a barbecue), then takes his wife and the approval of the purchase. The role of women is will keep the husband to spend under control.
My sales colleague friend knew how to play the game that he would wait until the husband and wife were to a barbecue, before beginning a dialogue. After a minute or two, he had to approach and ask what the couple wanted a barbecue.
The husband would be something like, "Just to cook sausages and meat of the family and friends." His wife nods.
The seller will then ask more questions profound as: "Have Food and grilled on the barbecue before?"
"No," said the man, looking at his wife. Now they're curious, ask how on land that grilled foods on the barbecue. The seller shows them where to place the baking sheet, how to control the burners to heat around the cooked meat for roasting, adding hickory chips could give the meat a smoky flavor and the way the lid has a temperature indicator. Then he pointed to a spit, explaining how you can cook the chicken, as well as the stores carry. The husband was surprised, imagining the banquet, which might entail.
"Do you cook fried? The seller asked. "Sure," he said.
So while the husband was dreaming chicken banquets, the seller showed the woman how use a wok on the side burner. When her husband finished his childhood dream, she 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 cook a BBQ in the lobby the bank to raise funds.) Dream became real, aided by smell and sound of a hot grill. The husband and wife have been sold. They came in search of a basic three-BBQ engraver, but went home with four burners and all the extras too, including a roasting hood, grill, side burner, cover and a bag of chips nut.
It does not stop there. After he had broken their defense mechanisms in place and your decision to buy the Seller has continued. "How clean the grill? He asked.
"With soap and warm water, I guess," said the husband.
The seller looks back, as if in shock, saying: "Mate cast iron … more soapy water is equal to the rust.
"How can we prevent this?" The husband asked.
"Use a cleaning kit like this," said the salesman.
Then came a measuring cylinder leak detection gas and a bag of fat absorbers to reduce the number of fat sudden outbreaks of fire.
The final folder read: $ 399.00 $ BBQ Rotisserie Roasted Bell 150.00 $ 49.99 $ 149.99 side burner absorb fat Pack $ 7.99 $ 39.99 $ Clean Bottle 59.99 Gas Gas gas meter $ 4.99 $ 19.99 $ 12.99 Hickory Chips Total $ 894.92
On average, this seller has led to each couple to spend more than double the base price on the barbecue elements of added value.
How did all this?
The retailer trained their vendors to ask deep on the total use of the barbecue. Mal trained sellers only sell the barbecue, assuming that all this is that the client wants. Most Customers have a problem or need to solve. Ask deeper questions describe what the customer is really after. In this case, the husband wanted to show a new toy, women wanted to participate more in the barbecue experience. (Instead of being stuck in the kitchen preparing salads, now you can cook roasts and stir-fry.)
The retailer has included a total retail experience, including all sounds, smells, and BBQ accessories real experience. This book is much more customer to see a shiny new product.
Your company must meet the needs of its customers and develop a set of solutions. Harvey Norman store in our success team come when we have developed a one-stop shop where customers can buy all the hardware, software and peripherals.
If you sell the mortgage loans, your client is more than likely have a list car, so why not offer the service in this area too? Although this does not dilute its core offering, its range of value-added chain.
About the Author
Tony Gattari is a
business keynote speaker
and guest speaker. His passionate enthusiastic style makes him ideal as your next guest speaker, sales speaker, marketing speaker or
keynote speaker
. Achievers group provide marketing and sales training, consulting, marketing workshops and keynote speaking services. See http://www.achieversgroup.com.au for more.
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