It was in 1805 that the very first operative refrigeration was designed by Oliver Evens The system would collect heat from the interior by moving vaporized refrigerant through the coils. The refrigerant moving through coils soaks up the heat and transfers it outside and releases it. The gas is then compressed into a liquid state and again recycled into the refrigerator. In 1894, Jacob Perkins was successful in making the first practical appliance using this technique. The old days of the icebox were gone and every home had a refrigerator.
Today we take for granted that we have such at thing as refrigeration. 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. That is the fridge salesman.
What are some of the tricks of the modern day refrigerator salesman?
One very important trick is to be an advisor to your clients. That way, you get to know them and their needs, desires, and proclivities. A good advisor also easily earns the trust of the customer. If they trust you, then you would be the person whom you would turn to when they want to go for a new refrigerator.
Another trick is to provide you with three choices. The costliest one would be the first choice. This would automatically make the third one the lowest. Usually, when a person is given three choices, they feel that the right choice would be the middle one. The middle choice is not the most expensive and certainly not the cheapest. This makes them choose the middle one.
You should have good understanding of the product. Anticipate any questions that may come up. Be able to describe both the pros and cons of that refrigerator you want to sell. You want to build trust right from the start. You should also be prepared to explain the advantages of your product over the competition.
Have full confidence in the product you sell. Understand how it satisfies the requirements and needs of the customer. Communicate that confidence by making eye contact when you speak to our prospective customers. When you speak about the product your enthusiasm should come out.
Think like your buyer. Feel and utilize the buyer's emotions. Think about what would be your feelings if you are the buyer. What would be the satisfaction you would feel after buying it. Transfer that to your sales pitch. Picture to them how they will feel when they have this installed in their home.
Help your customer to see that their life will not be full without that refrigerator. Go for it. Their presence in the shop shows their intention to purchase. You can tempt them by explaining the good features of the product and how it would enhance the quality of their lives.
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. They are intelligent beings who can figure things out. Honesty is the best policy especially with your customers. Once they think you have lied to them in anyway, you have lost their trust.
After sales follow up is also essential. You should assist them in understanding the product and using it after buying. Tell them about any rebates or offers which would benefit them. In this way, you will continue to build trust for that long-term relationship. That means more sales for you and confidence in your salesmanship.
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