WORDS THAT SELL TO DIFFERENT PERSONALITIES
Once you're able to understand a customer, you'll definitely be able to drive more sales. The key to doing this is understanding the personality type you're trying to convice - an Amiable, an Analytical, a Driver, or an Expressive.
Some tips that can help you decipher:
- Are they a Thinker (Analytical or Driver) or a Feeler (Amiable or Expressive)? Listen to if the customer is saying "I think..." or "I feel..."
- Do they talk about stress from work or being on a time constraint? Might be a Thinker.
- Are they talking about doing things with friends and/or family? Might be a Feeler.
- Do they come across as more of a loner (Thinkers) or joiner of a group (Feelers)?
Once you've identified them, you'll want to use these words and phrases to sell them...
The Amiable: "safe", "popular", "risk-free", return if you don't like it, friends and family will love it, mentioned in a popular show; Fear: disappointing others/standing out
The Analytical: "guarantee", facts/figures, visuals, will match with lower price if found within a certain time frame from purchase; Fear: rushing into or making an impulsive decision
The Driver: "quality", "the best", "exclusive", "others will be envious", name-dropping; Fear: not doing the job they thought it would do
The Expressive: "limited edition", "unique", "not for everybody", "customizable", "lots of options"; Fear: not unique or might not be of use
With the busy shopping season upon us, we often forget about the joy & reason we love retail. Here are some fun facts:
Department stores have no windows or clocks. Stores want people to lose track of time!
The bathroom is never on the first floor! Customers who want to use the facilities must go to another floor where they just might become entranced with other products not on the shopping list.
The elevator in a department store is always hidden and hard to find, but the escalator is in plain sight. Using an escalator, shoppers see tantalizing displays and it encourages impulse buying.
Men’s clothing is usually on upper levels. If women, who usually shop for their husbands, must go to another level, they will see more and buy more than if they can find what they want on the first level.
Jams match the hour. Early in the day you’ll often hear serene music in the background. In the late afternoon or evening, when there is a rise in the number of shoppers and people needing to find their products, the music switches to a more upbeat rhythm. It encourages shoppers to rush and finish their shopping. Upbeat music is also featured during discount sales and promos.
Mirrors are hard to find in fitting rooms, because developers want customers to ask a clerk how the garment works. Flattering words encourage sales, the harsh reality of looking in a mirror sometimes discourages sales.
See-through carts encourages shoppers to subliminally want what someone else is buying. Think about those handy carts at Kohls stores…you plop in the cart the things you want, sometimes hanging a hanger over the back of the cart to keep a dress from wrinkling, and everyone gets to see how attractive it is. In the process, some of those people start looking for the same dress. #retail #sales
When I was a Store Manager, I look to hire applicants that had a positive attitude,energy and open to learn.
Ponder over this tweet from Bruce Nordstrom "We hire nice people and teach them to sell, but we can't hire sales people and teach them to be NICE"
Your thoughts? Comment below. #sales #professionalism #confidence #retail
I have all the experience in managing an outside sales force or working for company that needs b2b outside sales #sales #management
I'm new here and I don't know how to get a job on here, A am looking for job and I am from sri lanka . I want to make my dreams real how can I make a job in USA or other country, I am ready to work as store manager/showroom manager/sales advisor....in fashion. #management #retail #sales
I would like to be a sales associate at the Secaucus Company Store #sales. How does the process work?
I am thinking ab taking about taking an at home job at Select Quote or a job at Holiday Inn VC selling timeshares (on job site). I really like sales and I’m good at it. Any advice is welcomed. #advice #workfromhome #sales
Decide what's most important to you, work from home or onsite? Is the Holiday Inn position a good commuting distance?
Sounds like just exactly what I’m looking for. I am an administrative assistant and business management is my goal. I’ve completed my undergraduate in business science management